Account Development Liaison - Pinellas County

Chapters Health System • Largo, FL

7d • $67,977 - $106,213 • Hybrid

About The Position

The Account Development Liaison is responsible for all activities designated to increase referrals/admissions and enhancing relationships with referral sources. These activities may include, but are not limited to; education, marketing, public relations, customer service, and assistance in patient referral functions to ensure timely access to services. The role involves cultivating, expanding, and maintaining quality professional relationships with new and existing referral sources such as hospitals, physicians, skilled nursing facilities, assisted living facilities, home health and companion care agencies. The liaison provides a consistent professional presence in the healthcare community within their assigned territory, including participation in clinical groups and interaction with referral sources during business hours, as well as weekends, evenings, and holidays to meet required admission goals. This role requires approximately 90% customer-facing time/travel and less than 10% administrative duties. The liaison is responsible for ongoing territory management, ensuring accurate profile information for assigned accounts and timely, accurate completion of all sales call documentation in the CRM. They develop data-driven, comprehensive quarterly sales plans focused on strategies for admission and program growth, demonstrating creativity and innovation for continued growth. The liaison develops and maintains a structured call rotation with all assigned accounts, averaging greater than 50 sales calls per week, and develops new referral sources and businesses. They provide ongoing education and data updates to referral sources, representing the Organization professionally and acting as an active, motivated, productive, professional, and positive member of the sales team. Consistent, frequent communication with referral sources regarding organizational quality, outcomes, competencies, and clinical criteria is expected. The liaison acts as an account manager, providing exceptional customer service, facilitating communication, and resolving issues between customers and team members. They communicate effectively with the Director of Business Development regarding customer concerns, independently monitor trends related to account growth and loss, and quickly adjust strategies for year-over-year growth. The role involves constantly striving to improve the image of the Organization in the healthcare community, meeting or exceeding assigned goals/productivity expectations, and finding efficient ways to manage the territory and customer needs, completing work and documentation accurately and within deadlines. Other duties as assigned.

Requirements

• Bachelor's degree in related field preferred or an equivalent combination of education and experience
• Minimum of two (2) years of professional medical sales experience preferred (other sales experience may be considered); background in healthcare considered
• Ability to promote all service lines with potential referral sources in competitive areas
• Technically proficient with Outlook, Word, Excel, Power Point and other job-related software
• Professional presence with excellent communication skills (written and verbal), including public speaking
• Bi-lingual in Spanish preferred
• Mobile Driver - Valid driver’s license and automobile insurance per Company policy
• Must be willing and able to travel throughout the designated service area
• Able to manage time and contacts effectively to achieve desired outcomes
• Ability to analyze, evaluate, plan, and execute both existing and potential sales activities and strategies that result in referral generation and the achievement of goals
• Ability to work unsupervised, exercise a high degree of discretion and independent judgment while demonstrating the ability to make decisions which benefit the territory, Organization, and the management of the assigned individual budget
• Self-motivated and resourceful
• Satisfactorily complete competency requirements for this position.

Nice To Haves

• Bi-lingual in Spanish preferred

Responsibilities

• Cultivates, expands, and maintains quality professional relationships with new and existing referral sources such as hospitals, physicians, skilled nursing facilities, assisted living facilities, home health and companion care agencies, and other referral sources.
• Provides a consistent professional presence in the healthcare community with all identified referral sources within assigned territory; includes participation in appropriate clinical groups and interaction with referral sources during business hours, as well as weekends, evenings and holidays in order to meet required admission goals. Activities resulting in 90% customer facing time/travel and less than 10% administrative duties.
• Responsible for ongoing territory management ensuring that assigned accounts reflect up-to-date, accurate profile information. Completes all sales call documentation in the CRM timely and with accuracy.
• Responsible for the development of data driven, comprehensive quarterly sales plans that focus on strategies that result in admission and program growth.
• Demonstrates creativity, innovation, and desire to create continued growth in assigned territory and accounts.
• Develops and maintains a structured call rotation with all assigned accounts, preventing accounts from becoming neglected. Consistently averages greater than 50 sales calls per week.
• Develops new referral sources and businesses within assigned territory.
• Provides ongoing education and data updates to referral sources routinely. These include patient updates, referral/admission outcomes, educational material, and statistical analysis. Is a professional representative for the Organization and performs as an active, motivated, productive, professional and positive member of the sales team.
• Represents Chapters professionally during all work-related activities, ensuring that activities are aligned with the program initiatives and goals, as determined by the program business development leader.
• Provides consistent, frequent communication with referral sources including, but not limited to, organizational quality, outcomes, competencies, and clinical criteria and differentiators.
• Performs at a high level as the account manager, providing exceptional customer service for all account related needs. Facilitates communication and resolution between the customer and team members.
• Communicates effectively with the Director of Business Development on identified customer concerns.
• Independently monitors trends related to account growth and loss and the development of new business. Quickly adjusts to self-correct where the need is identified, resulting in year-over-year growth for the territory.
• Constantly strives to improve the image of the Organization in the healthcare community.
• Meets or exceeds assigned goals/productivity expectations and finds increasingly efficient ways to manage the territory and customer needs. Completes work and documentation with accuracy and within assigned deadlines.
• Performs other duties as assigned.
• Represent the Company professionally at all times through care delivered and/or services provided to all clients.
• Comply with all State, federal and local government regulations, maintaining a strong position against fraud and abuse.
• Comply with Company policies, procedures and standard practices.
• Observe the Company's health, safety and security practices.
• Maintain the confidentiality of patients, families, colleagues and other sensitive situations within the Company.
• Use resources in a fiscally responsible manner.
• Promote the Company through participation in community and professional organizations.
• Participate proactively in improving performance at the organizational, departmental and individual levels.
• Improve own professional knowledge and skill level.
• Advance electronic media skills.
• Support Company research and educational activities.
• Share expertise with co-workers, both formally and informally.
• Participate in Quality Assessment Performance Improvement activities as appropriate for the position.

Benefits

• Consent to drug and/or alcohol testing after a conditional offer of employment is made, as well as on-going compliance with the Drug-Free Workplace Policy.
• All Chapters Health System employees performing services for Florida affiliates are submitted through the Florida Care Provider Background Screening Clearinghouse to verify eligibility after a conditional offer of employment is made as well as ongoing eligibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree