Sleep Sales Representative

VieMed Careers•Huntsville, AL

5d•Onsite

About The Position

This is a field-based, hands-on clinical sales and business development position representing VieMed’s sleep and obstructive sleep apnea (OSA) programs, disease management program, and home respiratory therapy services. The representative identifies and initiates one-on-one relationships with potential referral sources and maintains positive relationships with existing accounts. The role uses clinical and sales expertise to develop strategies that grow business within an assigned territory and advocates for patients by responding to their needs. The representative works with office staff to support prompt, accurate billing and service documentation, including information needed to satisfy third-party payor coverage guidelines. The position requires spending most of the time—80% or more—in the field networking, building relationships, and educating referral sources about VieMed’s programs and services. Referral sources may include sleep specialists, pulmonologists, hospitalists, critical care physicians, cardiologists, internal medicine and family practice providers, ear, nose, and throat providers, hospitals, case managers, discharge planners, social workers, and other healthcare professionals. The representative is expected to meet or exceed sales quotas and work regular business hours, Monday through Friday, 8:00 a.m. to 5:00 p.m. Duties and responsibilities may change at any time with or without notice.

Requirements

Resourceful problem solver who thrives in a fast-paced environment.
Established relationships with relevant referral sources within the territory are required; the posting specifies sleep specialists for the sleep-focused duties and pulmonary, critical care, and hospitalist physicians for the hospital-focused duties.
Provide three informal letters of recommendation from a physician or provider; the hospital-focused duties specify recommendations from pulmonologists.
Current, valid, active state driver’s license, clean driving record, and reliable personal transportation.
Proven successful sales experience in a healthcare setting and experience working with physicians and nurses; the hospital-focused duties also cite experience with nursing management, discharge planners, case managers, and social workers.
At least two years of demonstrated full-cycle healthcare or medical sales experience, including lead generation, referral-source education, persistent follow-up, and follow-through on leads, issues, and success stories.
Ability to build and maintain working relationships with internal and external referral sources in the assigned territory.
Effective oral and written communication with physicians, location staff, patients, and referral sources.
Ability to independently plan, implement, and execute strategies to achieve sales goals.
Strong commitment to results and urgency in achieving goals.
Strong organizational, prioritization, and territory-management skills; flexibility, self-direction, accountability, autonomy, and ability to support team efforts.

Nice To Haves

Formal sales training.
At least two years of experience as a Clinical Liaison, preferably at the LTACH level of care.
Previous marketing or LTACH marketing experience.
Previous clinical or clinical-liaison experience, preferably with demonstrated clinical patient-assessment skills.
Respiratory Therapist or Nurse background with Adult Critical Care experience and business development or physician-marketing experience, or a proven sales record in the local Home Medical Equipment market.
Clinical licensure such as RT, RRT, CRT, RCP, RN, or LPN.

Responsibilities

Market VieMed’s OSA and sleep program, disease management program, and home respiratory therapy services to potential and existing referral sources.
Develop territory action plans and call strategies to maintain business with existing accounts and grow new market potential.
Use clinical, consultative, and strategic selling skills to drive sales within the assigned territory.
Coordinate and deliver educational presentations and in-services for healthcare providers.
Manage account activity, sales documentation, reports, and territory management.
Partner with clinical, managerial, sales, and other internal departments to promote VieMed’s services and drive sales growth.
Be available for patient contact and respond to patient needs.
Maintain sales performance that meets or exceeds quotas.
Identify and initiate one-on-one dialogue with new potential referral sources and maintain positive relationships with existing referral sources.
Network, build relationships, and educate referral sources, including hospital-based providers, about VieMed’s programs and services.
Work with office staff to support prompt and accurate billing and documentation, including information needed to meet third-party payor coverage guidelines.
Perform other duties and projects as assigned.