Account Executive, Home Health (Santa Clara County)

ANX Home Healthcare & Hospice Care•Burlingame, CA

10d•$85,000 - $105,000•Onsite

About The Position

ANX is a home healthcare and hospice provider founded in 2007 by nurses. They are committed to providing expert, reliable care utilizing best practices with an emphasis on community health. ANX provides physician-ordered skilled nursing and health care services to homebound patients recovering from illness or injury, offering specialists in wound care, diabetes management, cardiac rehabilitation, physical therapy, occupational therapy, speech therapy, nutritional assessments, and dietary counseling. They also provide 24/7 hospice care for individuals with limited life expectancies or for patients no longer willing to seek aggressive medical treatment, delivered by a specially-trained team. ANX has received numerous awards and recognitions, including Best Places to Work, Gold Seal of Approval from The Joint Commission, CMS Certification, and preferred partner status with several health plans and organizations. They also boast high customer satisfaction ratings on platforms like Indeed and Glassdoor.

Requirements

Outstanding interpersonal, communication, presentation, and customer service skills.
Prior enterprise sales experience (3-5+ years) in home health, hospice, or related healthcare industry.
Basic computer competency (MS Office Suite, Google Suite).
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.

Nice To Haves

Bilingual is a big bonus.
Knowledge of CRMs, EMRs, and data analytics platforms preferred.

Responsibilities

Achieve sales targets and develop new clientele within the assigned territory.
Build market leadership for ANX by analyzing market trends, identifying prospects and facilities, uncovering partnership opportunities, and developing/deepening business relationships.
Utilize on-the-ground efforts, including cold-calling, drop-bys, in-service presentations, and traditional marketing techniques.
Drive weekly reporting efforts and conduct annual/quarterly service reviews for top accounts.
Research and analyze market conditions, competitive landscape, and target market profiles to identify potential new partners and clientele.
Ensure a strong company presence in the area through various outreach methods.
Maintain comprehensive knowledge of industry trends, government regulations, and new payer groups.
Plan and achieve territory revenue and admission goals.
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 and psychographic information.
Promote a consistent flow of referrals and admits, with a minimum performance level of at least 85% of target quota.
Make sales calls, arrange appointments, engage in prospecting activities, generate leads, qualify opportunities and propose solutions to current and potential referral sources.
Meet with the business development team/executive team to discuss sales activities, new opportunities, and potential issues on a weekly basis.
Gather/organize account related information and provide input on key customer opportunities or service offerings.
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.
Act as a liaison between referral sources and ANX to provide information on services and key company updates.
Deliver educational programs to maintain positive customer relations and to keep referral sources current on home health service offerings.
Maintain comprehensive working knowledge of community resources and assist 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.
Participate and complete all Company sponsored education and development events.
Participate in special projects and perform other duties as assigned.
Adhere to and participate in Company’s mandatory HIPAA privacy program / practices, Business Ethics and Compliance programs / practices, and Company policy and procedures.