Field Sales Account Executive

Select Medical•Chattanooga, TN

17h

About The Position

At Concentra, the Field Account Executive (FAE) is primarily responsible to facilitate customer and prospect meetings in order to identify and sell Concentra’s suite of services. The FAE is supported by a lead development representative who schedules initial meetings with qualified leads. The FAE will continue the customer through the buying cycle. This role is part of Concentra's efforts to provide exceptional service to employer clients and exceptional care to their employees, aligning with values of welcoming, respectful, and skillful care. Concentra offers opportunities beyond patient care, aiming to be different and better.

Requirements

Bachelor’s Degree from an accredited college or university or equivalent experience
In lieu of an undergraduate degree, the ratio is 1:1 meaning one year of college is equal to one year of directly related work experience in sales and vice versa
At least four or more years of sales experience
Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
Experience with solution and value-based selling
Demonstrated use of Zoom and/or other customer interacting technology
Proven successful service sales experience
Proficiency in all Microsoft Office applications as well as Customer Relationship Management (CRM) software
Strong negotiation and consultative sales skills
Excellent analytical and problem-solving skills
High ability to manage time effectively
Outstanding organization and leadership skills
Effective communication skills
Exceptional customer service skills

Responsibilities

Strategically evaluates and assess customer and prospect needs through various activities conducted throughout sales cycle
Analyze organizational charts of prospects and customers to uncover decision makers, influencers, and buying centers to progress the sale
Thoroughly research decision makers by persona and industry types in order to formulate solution value proposition
Work with sales leadership to create close plan to include multi-level engagement of customer through various scheduled meetings along the sales process
Facilitates all customer meetings using various technology
Identify internal Concentra stakeholders to include in customer meetings throughout the sales process
Gain formal commitment from customer to utilize Concentra’s services
Exceed sales targets and expectations
Coordinate the timely set-up of Concentra Service Package to ensure smooth implementation for customer
Communicate weekly achievements and customer pipeline status to Concentra leadership
Meticulously manage a clean, thorough, and up to date sales funnel via CRM in order to forecast customer usage accurately and timely as needed
Maintain thorough understanding of competitive landscape within territory