An Account Executive identifies new business opportunities and, secures business relationships with employer accounts leading to new revenue growth and expanded market share. Meets sales objectives in accordance with Concentra policies, practices, procedures and applicable regulations. Achieves objectives related to sales and growth of Concentra’s complete service offering across an assigned medical center(s) territory.
Ensures the delivery of exceptional customer service by putting all customers (internal and external) first and displaying:
A healing focus
A selfless heart
A tireless resolve
MAJOR DUTIES AND RESPONSIBILITIES:
Coordinates sales efforts with Area or Regional Sales Manager as needed
Maintains accurate records of all sales and prospecting activities including sales calls, appointments, closed sales and follow-up activity within their assigned territory through the use of a CRM (Customer Relationship Mgmt) tool
Identifies sales targets/leads and develops subsequent sales funnel with an expected outcome of closing the sale and securing the targeted business opportunity
Develops and executes individual account sales plans to secure new customer prospects daily
Closes the sale by obtaining a signed Relationship Memo and develops an implementation strategy as needed
Meets minimum monthly revenue goals established by Senior Management
Solicits appropriate approvals on Pricing/Margin targets across multiple disciplines
Coordinates “set-up” of Concentra service offering/protocol and customer on-boarding to ensure smooth business transition and implementation
Maintains current accounts to include growing existing business
Establishes and Maintains “open channel” communication with Center Leadership Team, comprised of Center Operations Director, Center Medical Director and Center Therapy Director
Communicates Monthly Productivity to Center Leadership Team
Process Requests for Proposals (RFPs) accordingly
Contributes to Center / Territory based initiatives that supports a positive patient experience
Promotes the positive impact of our Organizational Mission of Improving America’s Health One Patient at a Time.
SCOPE MEASURES:
Revenue Responsibility: Territory Based Sales Target TBD.
New Sales Role
20% interaction with Center Leadership Team to facilitate market share growth initiatives.
80% focused on sales cycle related activity to include execution of Sales Funnel process and account sales plan.
WORKING CONDITIONS:
Medical Center / Office environment
External field sales activity
In-person customer contact
Extensive territory mobility
Constant customer interaction
Some out of market travel
Concentra's Data Protection Commitment
* Concentra is committed to protect patient data and to ensure privacy of personal and medical information.
* Every Concentra colleague has the responsibility to adhere to data protection principles.
* If a colleague's role includes handling or processing sensitive data, role-specific policies and requirements apply to ensure the protection of patient information.
Required Skills
JOB-RELATED SKILLS/COMPETENCIES:
Experience with solution and value-based selling
Excellent interpersonal skills
Persuasive, tactful and professional
Confident, extroverted, and driven with a competitive spirit
Thrives in working outside an office environment
Demonstrates only the highest personal and ethical standards
Working knowledge of computer applications and personal communication devices
Basic financial analysis
Excellent written and verbal communication skills
Excellent organization & time management skills
Ability to form strong internal and external relationships
Attention to detail
Ability to follow-through and follow-up
Ability to research and identify quality leads
Ability to positively adapt to change in a highly dynamic work environment
Must effectively execute role play scenarios
Required Experience
EDUCATION/CREDENTIALS:
Bachelor's degree or equivalent experience
Sales & Business Curriculum preferred.
A valid state driver’s license, a satisfactory driving record and reliable transportation
JOB-RELATED EXPERIENCE:
1-3 years business to business sales experience.
Sales Training / Sales based course study.
Experience with (CRM) Customer Relationship Management tool.
This job requires access to confidential and sensitive information, requiring ongoing discretion and secure information management.
Concentra Inc. - 4 months ago
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