Account Executive - Hospice (Alameda County)
Daly City, California, United States
About ANX: Founded in 2007 by nurses whose visions for the company are built on client-focused quality care for patients and their families first– ANX is committed to providing expert, reliable care utilizing best practices with an emphasis on community health.
ANX Hospice Care: ANX also provides 24/7 hospice care for individuals with limited life expectancies or for patients no longer willing to seek aggressive medical treatment. Hospice care is provided by our specially-trained team of health care professionals, including a medical director/physician, medical social worker, skilled nurse, home health aide, spiritual counselor and hospice volunteer.
With these strong values, we are able to partner with multiple insurances, offer an array of services, and have been awarded with:
- Best Places to Work (2017 to 2022) - SF Business Times/Silicon Valley Business Journal
- Gold Seal of Approval from The Joint Commission for meeting rigorous performance standards in delivering quality, safe care
- CMS - Center for Medicare & Medicaid Services Certified
- Health Plan of San Mateo Preferred Partner
- Dignity Health Preferred Post-Acute Care Partner
- Earn up to $85,000 to $105,000 annually as an Account Executive (AE)
- Strong market competitive compensation plans
- Medical, Dental and Vision Coverage
- Paid time off, sick time and holiday pay
- Options for FSA, Dependent Care, Commuter Benefits
- Employee Discount Program
Position Summary of an Account Executive (AE):
The Account Executive (AE) is responsible for achieving sales targets and developing new clientele within their assigned territory. They will build market leadership for ANX by analyzing market trends, identifying prospects and facilities, uncovering opportunities for partnership, and developing/deepening business relationships through a variety of on-the-ground efforts, from cold-calling, drop-bys, in-service presentations, and traditional marketing techniques. They will drive weekly reporting efforts and conduct annual/quarterly service reviews for top accounts. A successful AE will have minimal guidance on day-to-day activities as he/she will be the senior leader on assigned accounts, supported by other AEs and the ANX executive team.
Job Functions & Responsibilities:
New Business Development
- Work with team in researching and analyzing market conditions, competitive landscape, and target market profiles to identify potential new partners and clientele.
- Ensure a strong company presence in the area. Utilize cold calling, email marketing, direct mail, advertising, special events, and face-to-face selling to generate awareness.
- Maintain comprehensive knowledge of industry trends, changes in government regulations, and emergence of new payer groups.
- Planning and achievement of territory revenue and admission goals as required. Works in tandem with the business development team and Company operations in preparation of annual business plans.
- Develop new business strategies to identify and pursue high-value prospects including physicians practices, various facility types such as hospital, skilled nursing and rehabilitation, long term acute care, Residential Care Facilities for the Elderly (RCFE), and other senior living settings within assigned territory to open new accounts.
- Manage and nurture relationships with referral partners within assigned territory utilizing a variety of techniques including value-added services, educational programs, and charitable events.
- Manage and nurture internal relationships with various departments within ANX, such as intake, clinical, and admin, to promote smooth patient transitions and seamless operations.
- Maintain an active database of 200+ referral partners with critical demographic (age, birthday, location, familial status, presence of children) and psychographic (hobbies, interests, personality traits) information.
- Promote a consistent flow of referrals and admits, with a minimum performance level of at least 85% of target quota.
- Makes sales calls, arranges appointments, engages in prospecting activities, generates leads, qualifies opportunities and proposes solutions to current and potential referral sources.
- Meets with the business development team/executive team to discuss sales activities, new opportunities, and potential issues on a weekly basis. Gathers/organizes account related information and provides input on key customer opportunities or service offerings.
Account Management
- Assist senior management in developing and implementing monthly account planning and activities.
- Analyze account performance and develop quarterly/annual account reviews with data on service levels, admission patterns, readmission trends, and other business insights.
- Acts as a liaison between referral sources and ANX to provide information on services and key company updates. Delivers educational programs to maintain positive customer relations and to keep referral sources current on home health service offerings.
- Maintains comprehensive working knowledge of community resources and assists customers in accessing community resources should services not be provided by ANX Home Healthcare or Hospice Care.
- Serve as the primary point of contact for patients, referral sources, and the ANX clinical team in maintaining high customer service levels and anticipating any care delivery issues.
Training and Development
- Participates and completes all Company sponsored education and development events.
- Participates in special projects and performs other duties as assigned.
- Adheres to and participates in Company’s mandatory HIPAA privacy program / practices, Business Ethics and Compliance programs / practices, and Company policy and procedures.
Minimum Qualifications of an Account Executive (AE):
- Outstanding interpersonal, communication, presentation, and customer service skills. Bilingual a big bonus.
- Prior enterprise sales experience (3-5+ years) in home health, hospice, or related healthcare industry.
- Basic computer competency (MS Office Suite, Google Suite) and knowledge of CRMs, EMRs, and data analytics platforms preferred.
- Ability to travel within assigned territory and sales meetings as required.
- Ability to deal effectively with ambiguity and challenging situations.
- Strong creative problem solving skills, attention to detail, and collaborative mindset.