Sales Account Executive- Warwick, RI
Concentra Inc. - Warwick, RI

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JOB SUMMARY:
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. - 22 months ago - save job - copy to clipboard
About this company
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Concentra Managed Care, Inc. is the leading provider of healthcare management and cost containment services to the workers' compensation,...