Account Development Liaison - Maryland - Capital Caring Health

Capital Caring•Lanham, MD

About The Position

The Account Development Liaison is responsible for activities that increase referrals and admissions and strengthen relationships with referral sources. The role promotes the organization’s services through education, marketing, public relations, customer service, and assistance with patient referrals to support timely access to care. The liaison manages an assigned territory and accounts, builds new business, provides ongoing education and updates to referral sources, and works to meet admission and growth goals. The position involves extensive travel and customer-facing activity, including some evenings, weekends, and holidays.

Requirements

Bachelor’s degree in a related field or an equivalent combination of education and experience; a bachelor’s degree is preferred.
At least two years of professional medical sales experience preferred; other sales experience may be considered. A healthcare background is considered.
Ability to promote all service lines to potential referral sources in competitive areas.
Technical proficiency with Outlook, Word, Excel, PowerPoint, and other job-related software.
Professional presence and excellent written and verbal communication skills, including public speaking.
Valid driver’s license and automobile insurance in accordance with company policy.
Willingness and ability to travel throughout the designated service area.
Ability to manage time and contacts effectively to achieve desired outcomes.
Ability to analyze, evaluate, plan, and execute sales activities and strategies that generate referrals and achieve goals.
Ability to work unsupervised, exercise discretion and independent judgment, and make decisions that benefit the territory and organization while managing the assigned individual budget.
Self-motivated and resourceful.
Must satisfactorily complete the competency requirements for the position.
Must consent to drug and/or alcohol testing after a conditional offer and comply on an ongoing basis with the Drug-Free Workplace Policy.

Nice To Haves

Bilingual Spanish skills.
Bachelor’s degree in a related field.
At least two years of professional medical sales experience.

Responsibilities

Cultivate, expand, and maintain professional relationships with new and existing referral sources, including hospitals, physicians, skilled nursing facilities, assisted living facilities, home health and companion care agencies, and others.
Maintain a professional presence with referral sources throughout the assigned territory, including participation in appropriate clinical groups and interactions during business hours, evenings, weekends, and holidays to meet admission goals.
Spend approximately 90% of work time in customer-facing activities and travel, with less than 10% in administrative duties.
Manage assigned territory and keep account profile information current and accurate.
Complete sales call documentation in the CRM accurately and promptly.
Develop comprehensive, data-driven quarterly sales plans focused on admissions and program growth.
Develop and maintain a structured call rotation for assigned accounts and average more than 50 sales calls per week.
Develop new referral sources and businesses within the assigned territory.
Provide routine education and data updates to referral sources, including patient updates, referral and admission outcomes, educational materials, and statistical analysis.
Represent the organization professionally and contribute as a motivated, productive member of the sales team, aligning activities with program initiatives and goals.
Communicate regularly with referral sources about organizational quality, outcomes, competencies, clinical criteria, and differentiators.
Provide account management and customer service, facilitate communication and resolution between customers and team members, and communicate customer concerns to the Director of Business Development.
Monitor account growth and loss trends and new business development; adjust activities to address identified needs and support year-over-year territory growth.
Promote the organization’s image in the healthcare community and meet or exceed assigned goals and productivity expectations.
Manage the territory and customer needs efficiently, and complete work and documentation accurately and by deadlines.
Perform other duties as assigned.
Represent the company professionally; comply with applicable regulations and company policies; maintain confidentiality; follow health, safety, and security practices; use resources responsibly; participate in community and professional organizations, performance improvement, research and educational activities, and continuing development; and share expertise with coworkers.