JOB DESCRIPTION & VALUABLE FINAL PRODUCT ATTESTATION

Position Title: Account Executive/ Senior Account Executive

Department: Sales and Marketing

Reports to: Director of Operations

Created by: Regional Vice President of Sales

Created on: January 2023

Position Summary: Represents the agency on various levels cultivating relationships. This position is responsible for meeting sales goals through referral generation and effective sales counseling. Helps create community initiatives, which allow the agency to raise its public exposure, create industry awareness, and develop referral relationships. This position reports to the Director of Operation /Business Operation Manager.

Essential Functions:

• Works closely with the Director of Operation/Business Operation Manager in the development and execution of the weekly outreach plan and outside community involvement.
• Develops relationships with professional referral sources and introduces home care services to the public. (i.e. physicians, hospitals, senior centers, SNF’s, etc.)
• Successfully meets weekly goals of referral outreach.
• Demonstrates a strong knowledge of personalized and individualized sales strategy and implementation.
• Successfully obtains organic Home Care leads and referrals, and participates in home visits and creative follow up.
• Works with Spring Hills Assisted Living Sales teams to assist their prospects with Home Care services
• Initiates and completes acquisition of lead/pipeline/caseload and conducts thorough home care assessment protocol and documentation adherence.
• Successfully communicates with hospital and other clinic recruiters to determine RN/MD placement needs and expedites that process.
• Maintains best placement practices and successful placement of clients into facility.
• Strong integration of referrals into our established continuum through telehealth, therapy, EP, life skills management, pharmacy, med management, etc.
• Increases and maintains sales goals. Converts prospects into clients.
• Facilitates agency networking events to promote home care services and company brand.
• Shares sales discovery with care team during conference meetings.
• Maintains a strong market understanding to obtain current knowledge of key competitor pricing, strengths, and weaknesses
• Maintains a detailed, manual tracking system on all prospects and referrals.
• Monitors sales call activity by daily activity sheets, completes weekly sales reports in a timely manner, and distributes census report to appropriate personnel.
• Ensures that the marketing plans meet all expectations for budget and sales goals.
• Collects information and completes quarterly marketing plan.
• Attends work as scheduled, including nights and weekends, and follows call-off procedures.

Non-Essential Functions:

• Attends all required training, in-service, and staff meetings.
• Maintains confidentiality of business policies & procedures, clients and prospective client’s information.
• Strives to maintain a safe working environment through the prevention of accidents, the preservation of equipment, and the achievement of safe working practices.
• Maintains a positive and professional demeanor toward clients, visitors, families, and co-workers.
• Adheres to all policies and procedures of Spring Hills Home Care Services.
• Performs other duties as assigned.

Valuable Final Products:

• Achieve monthly& quarterly revenue targets ($12,000 AE /$15,000 SAE)

• Achieve & maintain a minimum of 10 active referral sources

• Complete quarterly Marketing/SWOT Analysis & prepare secret shops to maintain a grasp on competitors

• Maintain an active client pipeline range of 5-10 clients at ALL times

• Achieve a minimum of (15 quarterly; Account Executive/20 quarterly; Senior Account Executive ) Unique Admissions (i.e. Therapy, Pharmacy, Telemedicine, Welcome Home, Life Skills Management, Care Management, Medication Management, Service Packages, Transitional Risk Management Programs, Nutritional Management, Signature Wellness, Placement, Senior Living Partners, Nursing Partners)

• Achieve a minimum of (15 quarterly; Account Executive/20 quarterly; Senior Account Executive) new Home Care Admissions

• Successfully conduct 30 quarterly professional presentations to area referral sources

• Achieve & Maintain a minimum of 20 Power Partner Guides with 10 active each month in your assigned region

• Assist in expanding Service Amenity usage to 70% minimum

• Conduct 5 monthly recognitions on I-recognize platform

• Maintain 100% compliance with Hub spot, sending weekly reports & entering leads/contacts on a weekly bases

• Achieve minimum placement requirements (placement of RNs, MDs, home care clients, etc.); ( 1 per Qtr. AE; 2 per Qtr. SAE)