Account Development Liaison - Polk County

Chapters Health•Lakeland, FL

About The Position

The Account Development Liaison (ADL) educates community care partners about the availability, benefits, and eligibility criteria for Hospice and Palliative Care services for medically appropriate terminally ill patients who meet applicable hospice admission criteria. The role also promotes Home Health services for non-Hospice patients. The ADL develops and maintains referral relationships, manages an assigned territory, and works toward referral, admission, and program growth goals. The position involves extensive travel and customer-facing work, along with timely and accurate sales documentation and planning.

Requirements

Bachelor's degree in a related field preferred, or an equivalent combination of education and experience.
Minimum of two years of professional medical sales experience preferred; other sales experience may be considered.
Healthcare background 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 and exercise discretion and independent judgment in making decisions that benefit the territory, Organization, and management of the assigned individual budget.
Self-motivated and resourceful.
Satisfactorily complete the competency requirements for the position.
Consent to drug and/or alcohol testing after a conditional offer and ongoing compliance with the Drug-Free Workplace Policy.
Meet Florida Care Provider Background Screening Clearinghouse eligibility requirements after a conditional offer and maintain ongoing eligibility.

Nice To Haves

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

Responsibilities

Cultivate, expand, and maintain professional relationships with referral sources, including hospitals, physicians, skilled nursing facilities, assisted living facilities, home health and companion care agencies, and other sources.
Maintain a consistent professional presence with identified referral sources throughout the assigned territory, including participation in appropriate clinical groups and interactions during business hours, weekends, evenings, and holidays to meet admission goals.
Spend 90% of activity on customer-facing work and travel, with less than 10% on administrative duties.
Manage the territory and ensure assigned account profiles are current and accurate.
Complete sales call documentation accurately and promptly in the CRM.
Develop data-driven quarterly sales plans focused on admission and program growth.
Use creative and innovative approaches to support growth in the assigned territory and accounts.
Maintain a structured call rotation for assigned accounts and prevent accounts from being neglected.
Average more than 50 sales calls per week.
Develop new referral sources and businesses in the assigned territory.
Provide referral sources with ongoing education and data updates, including patient updates, referral and admission outcomes, educational materials, and statistical analysis.
Represent the Organization professionally and participate as an active, motivated, productive, and positive member of the sales team.
Ensure work-related activities align with program initiatives and goals as determined by the program business development leader.
Communicate frequently with referral sources about organizational quality, outcomes, competencies, clinical criteria, and differentiators.
Manage accounts and provide exceptional customer service for account-related needs.
Facilitate communication and resolution between customers and team members.
Communicate identified customer concerns effectively to the Director of Business Development.
Monitor trends in account growth and loss and the development of new business; adjust activities as needed to support year-over-year territory growth.
Promote the Organization's image in the healthcare community.
Meet or exceed assigned goals and productivity expectations and find efficient ways to manage the territory and customer needs.
Complete work and documentation accurately and within assigned deadlines.
Perform other duties as assigned.
Represent the Company professionally, comply with applicable regulations and Company policies, observe health, safety, and security practices, and maintain confidentiality.
Use resources responsibly, participate in community and professional organizations, contribute to performance improvement and quality activities, and support professional learning, research, and educational activities.