Hospice Sales Account Executive

Alternate Solutions Health Network•Akron, OH

About The Position

The Senior Community/Clinical Educator (Senior CE), Hospice Sales Account Executive is a field-based healthcare sales professional responsible for developing referral relationships, growing hospice awareness, driving new business, and achieving hospice admission goals within an assigned territory. The Senior CE performs the Community/Clinical Educator role while also mentoring newly hired Community/Clinical Educators during their first six months through field shadowing, weekly coaching, role plays, training, and ongoing feedback. The Senior CE reports directly to the Community Market Manager and maintains an individual territory and hospice admission goal. Mentorship responsibilities are in addition to individual sales and admission expectations.

Requirements

Proven sales track record with demonstrated success in healthcare sales, business development, account management, or relationship-based growth.
Demonstrated ability to develop referral relationships, grow accounts, and produce measurable referral and hospice admission growth.
Ability to consistently achieve sales, referral, and admission expectations.
Strong understanding of territory management, account planning, referral development, and relationship-based selling.
Ability to coach, mentor, train, and provide constructive feedback to others.
Ability to objectively assess new Community/Clinical Educator progress and communicate strengths and concerns to Community Market Managers.
Strong communication, presentation, relationship-building, and interpersonal skills.
Ability to initiate conversations, ask effective probing questions, navigate objections, and establish clear next steps.
Strong organizational skills and ability to balance territory responsibilities with mentorship responsibilities.
Ability to take initiative, achieve targets, meet deadlines, and maintain accountability.
Ability to work independently and collaborate effectively with sales, clinical, operational, and leadership teams.
Professional presence and ability to represent the Company positively.
Ability and willingness to travel as needed for new hire field shadowing and development.

Nice To Haves

Bachelor's degree in business, marketing, healthcare, communications, or a related field, or four years of relevant healthcare sales experience.
Healthcare sales experience, particularly in hospice, home health, senior living, post-acute care, pharmaceutical, medical device, or another referral-based healthcare environment.
Previous mentoring, coaching, training, or peer-development experience.
Successful performance as a Community/Clinical Educator or in a comparable healthcare sales role.

Responsibilities

Develop and execute a strategic sales plan for an assigned territory to generate referrals, increase hospice admissions, and expand market presence.
Identify, prospect, and develop referral relationships with healthcare organizations and professionals, including physicians, skilled nursing facilities, assisted living communities, hospitals, and rehabilitation centers.
Develop and maintain relationships with healthcare professionals and key community decision-makers.
Manage and grow existing referral accounts and identify opportunities to increase referrals and hospice admissions.
Conduct consistent in-person sales calls and account visits throughout the territory.
Educate healthcare professionals about hospice services, eligibility guidelines, disease progression, available programs, and appropriate hospice referrals or evaluations.
Communicate the Company's services, clinical capabilities, programs, and differentiators to referral partners.
Set and achieve sales activity, new account, referral, and hospice admission goals.
Maintain accountability for individual hospice admission goals and territory performance.
Use referral trends, admission data, account activity, and market information to prioritize accounts and identify growth opportunities.
Develop and facilitate educational programs, presentations, lunch-and-learns, and other relationship-building opportunities.
Coordinate and follow referrals through the admission process to support timely admissions and positive experiences.
Collaborate with clinical and operational teams to address referral partner needs, resolve concerns, and support growth.
Maintain timely and accurate documentation of sales activity, account interactions, referral opportunities, follow-up plans, and admission-related activity.
Prepare required sales, activity, admission, and expense reports.
Participate in sales meetings, coaching, training, and ongoing education.
Mentor newly hired Community/Clinical Educators during their first six months and maintain consistent communication with them.
Ensure each assigned new Community/Clinical Educator shadows the Senior CE in the field during their first month.
Model effective field sales practices, including territory planning, account preparation, relationship development, probing, objection handling, hospice education, follow-up, and identifying referral and admission opportunities.
Conduct weekly mentoring sessions covering coaching, role plays, training, account strategy, objection handling, territory planning, and development needs.
Help new hires develop pre-call plans and confidence in initiating conversations, identifying needs, navigating objections, communicating hospice value, and establishing next steps.
Support new hires in strategically managing territories, prioritizing high-potential accounts, and identifying referral and admission growth opportunities.
Reinforce Company expectations for sales activity, account management, documentation, professionalism, territory ownership, referral development, and admission performance.
Provide timely, specific, constructive feedback and regular progress updates to the Community Market Manager.
Communicate new hires' strengths, progress, development needs, preparedness, sales skills, field performance, territory management, and documentation habits to the Community Market Manager.
Promptly communicate performance gaps, preparation or professionalism concerns, and other development needs to the Community Market Manager.
Partner with the Community Market Manager to identify additional coaching, training, or field support; escalate significant performance, professionalism, compliance, or onboarding concerns. The Senior CE does not independently manage formal performance issues.
Participate in new hire training, role plays, sales education, and other development activities as requested.
Share best practices, successful sales approaches, and market knowledge with new Community/Clinical Educators.
Perform other duties as assigned.