Strategic Account Manager

Concentra•Addison, TX

About The Position

Concentra is recognized as the nation’s leading occupational health care company. With more than 40 years of experience, Concentra is dedicated to our mission to improve the health of America’s workforce, one patient at a time. With a wide range of services and proactive approaches to care, Concentra colleagues provide exceptional service to employers and exceptional care to their employees. Within assigned accounts the Strategic Account Manager will secure, manage, grow and maintain business relationships and revenue while identifying new opportunities within accounts leading to expanded market share. Meet sales growth objectives in accordance with Concentra sales policies, practices, procedures and applicable regulations. Achieve objectives related to sales and growth of Concentra’s complete service offering.

Requirements

Bachelor’s Degree Degree must be from an accredited college or university.
3-5 Years Concentra Sales Organization Experience
4-5 years minimum direct sales and marketing experience to major employer accounts
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
Results-Oriented
Customer/Relationship-Oriented
Demonstrated general knowledge of Care delivery, billing, case management, network applications and state regulation standards within the Occupational Healthcare industry
Excellent interpersonal skills
Proven sales and marketing success
Customer Focus approach
Ability to learn and apply new knowledge
Functional ability to operate PC applications, word processing, spreadsheets, and contact management
Basic financial analysis and visit trend review skills
Ability to prioritize
Excellent written and verbal communication skills
Ability to meet deadlines
Organization and project preparation skills
Time management
Sense of urgency and prioritization skills
Ability to form strong internal and external relationships Attention to detail
Sense of follow-through and follow-up
Research and data application skills

Responsibilities

Secure, manage, maintain and deepen the business relationships with strategic employer accounts leading to expanded market share and referrals into Concentra
Leverage strategic CESs and local CLT, DLT and VP teams to drive consistent quality of delivery, ensure customer satisfaction and expansion (organic growth)
Act as escalation point for Concentra and the account when local resources are unable to resolve concerns
60% account management focus overseeing account retention strategies leveraging employer, payor and internal resources. 40% sales focus to identify and onboard new employer locations while also implementing revenue-maximizing strategies to reduce w/c ecosystem network discounting and/or direction of care away from Concentra
Develop and execute strategy to expand market share through new customer prospects and/or existing accounts with significant growth opportunity
Grow and maintain select existing customer relationships as identified collaboratively with sales leadership. Select service options include but not limited to Inj/Non-inj Employer Services & Screenings, CAS, Onsite, Telemedicine
Meets minimum quarterly/annual revenue goals established by Senior Management, Sales and Sales Operations
Identifies and pursues new customer opportunity and is able to articulate Concentra’s full scope of service with a focus on securing and growing new account revenue
Closes/Finalizes the sale, develops an implementation strategy across multiple disciplines as needed, with established inception dates
Communicates and solicits appropriate approvals on Pricing/Margin targets across multiple disciplines
Coordinates “set-up” of Concentra service offering/protocol and customer on-boarding to ensure smooth business transition and implementation
Establishes “open channel” communication with Concentra Management and service providers to create free flowing customer/market information
Coordinates marketing efforts with Field Sales and Regional Sales Directors across multiple territories as needed
Utilizes C4 on a daily, weekly, monthly and quarterly basis and communicates appropriate information
Submits weekly activity reports to designated management personnel
Able to interpret and deliver various customer related outcome data
Identify, interpret and develop customer proposal requirements and communicate accordingly with management and corporate proposal development team
Maintain current knowledge of industry partners, payors, adjuster teams, case management groups, provider networks (Primary Care, Specialist, PT), etc.