Senior Account Executive

The Senior Account Executive is responsible for executing the sales strategy to increase company market share through account development and educating the medical community on services provided by the company while operating within set budget. 

• Achievement of monthly Personal Production Goals and MC admit budgets for assigned locations.
• Successfully executes a weekly, monthly, and quarterly strategy to increase market share through key account development including prospecting/diversification and call frequency/routing. Plans activity to maximize territory coverage of both existing and prospective accounts.
• Responsible for executing effective sales calls that identify and meet the needs of the referral community and clearly communicate the features and benefits of the LHC Group. These include pre and post call planning, establishing rapport, effective questioning skills, proposing solutions, handling objections and closing.
• Works closely with the Executive Director/Clinical Director to drive a vision of growth by focusing every team member on the needs and expectations of the referral community and patients.
• Responsible for all sales administration duties including, but not limited to Marketscape CRM, Oracle Expense Entry, payroll time sheets (including mileage), ASAP meetings with strategic updates, PTO requests, paperwork (485/F2F) delivery or pick-up when needed, timely cell phone and email correspondence. 
• Responsible for being a good steward of the company's financial resources by projecting are turn on monies spent and managing to a Sales and Marketing expense budget.
• Knows the features and benefits of the services provided by LHC Group. Is able to articulate competitive advantages, specialty programs, and Medicare guidelines. Educates the medical community about the services of our organization through effective sales calls and in- services with the appropriate tools and literature.
• Provides Mentorship, Assistance, and Support to assigned Account Executives and Locations training and corroborating on Territory Management, Sales Administration, Sales Skills, and Presentation: Provides support and assistance on resources needed for assigned Account Executives/Branches successful achievement of monthly, quarterly, and annual admission budgets.
• Supports the execution of growth strategies for assigned locations by maximizing/leveraging competitive advantages or differentiators with effective utilization of associated marketing resources: (Examples include Marketscape CRM, Marketscape Insights, Oracle, Business Courtesies, and Regional Support Staff).
• Supports a strategic partnership with the Regional and agency Operational Leadership teams in the assigned locations in order to create a shared vision for growth.
• Any other tasks that are assigned.

 

• Formal Education: High School Diploma or equivalent required; Bachelor's Degree Preferred
• Must be currently employed as an AE or CAE for a minimum of 12 months. 
• Achieves both PPG and location MC budgeted Admissions within assigned territory consistently (Prior 6 months performance must be an average of 25 or more admission credits per month)
• Must consistently be compliant and timely with all administrative tasks
• Has good rapport with Location, Regional, and Divisional Leaders and works collaboratively for the benefit of referral sources, patients and the organization.
• Excellent presentation, negotiation and relationship-building skills required.
• Demonstrated competent and compliant use of CRM & Trella. 
• Must not have any disciplinary actions, written warnings, or suspensions in the past year.
• Must have strong computer skills to meet Microsoft Outlook and CRM software requirements.
• Superior knowledge of the sales call process, demonstrates effective time and territory management utilizing the Marketscape Insights data, and understanding the value of executing a strategic weekly, monthly, and quarterly plan.
• Demonstrates the ability to lead people, trusted to teach and train new AE's.
• Must have the ability to work independently with minimal supervision and be self-motivated.