Senior Account Executive, Personal Injury

Senior Account Executive

The Senior Account Executive (SAE) is responsible for increasing patient start volumes at a customer level to ensure the market delivers same store growth (their budgeted volume commitments) within their assigned market and leads in the development and success of the Account Executive (AE) Team. The SAE is responsible for assuring the success of the outreach and sales program within their market. This role is responsible for analyzing physician referral trends and patterns to develop customer-level sales and growth plans, identifying opportunities to increase volume with existing referrers and develop new referral channels. The SAE will be responsible for assuring that their team has the tools they need to successfully meet same store growth volume targets, regardless of shifts in the market. Another key part of the role is to assure plans that backfill for losses that may occur in the market due to referring physician activity and change.

Specific duties include, but are not limited to:

• Works in conjunction with VP of Physician Sales, Operations leadership, Clinical Team, Marketing, and local partner(s) to establish sales and marketing plans that deliver on budgeted patient starts driving same store growth locally.
• Utilizes resources to include Mosaiq, Aria or Qlikview to track volume activity while leveraging SalesForce to document call activities with customers
• Analyzes market account referral patterns; monitors variances/trends associated with existing referral base in order to strategically plan time in the field and associated action plans to drive patient start referrals.
• Works with Sales, Marketing and Operations leadership to determine possible causes for changes in referral patterns.
• Implements solutions as necessary and capitalizes on opportunities that will support achievement of budgeted patient starts.
• Collaborates with Operations leadership to provide accurate monthly future volume forecasts.
• Works with the finance and operational leadership team on annual budget to set growth goals for the market and the AE team members.
• Is supportive of all aspects of the partnership and represents the company and the partnership equally.
• Serves as leader supporting the development and learning of their AE team; which includes, but is not limited to, leading and facilitating the annual continuing education task force & execution; supports the continued development and standardization of AE onboarding; adopts, practices & supports the conceptual selling concepts.
• Responsible for leading other special projects necessary in driving same store growth within market.
• Assists in the continued development and pull through of Physician Referral Mapping; Provides support/coverage in market as necessary; Actively promotes cross-divisional relationships and training opportunities.
• May train new representatives and provide continuing education to existing representative.
• Cultivates strong relationships with top strategic referrers to increase patient start volumes; owns Physician Referral Mapping work to understand the markets patient care continuum and the providers involved; identifies key customer drivers (time to treatment, quality patient care, technology, etc.); ensures that customer's needs are met and communicates any service deficiencies to the Operations Team, coming up with collective solutions, to ensure existing volume is preserved this includes taking a proactive approach to create and implement plans that compensate for lost business due to referring physician activity and change within the market.
• Builds/executes routing plan to include "other" and "new" referrers based on market trends and identified disease sites. Uses conceptual selling skills to engage these referrers and probes potential referrer to uncover competitive takeaways based on unmet needs. Utilizes sales expertise to create best practices that can be implemented within AE Team.
• Understands Disease Site trends and implements targeted outreach programs (referral base & patient) such as territory-level educational campaigns, healthcare fairs, tumor boards and other events to promote awareness/education.
• Participates in and/or leads business meetings providing status updates on territory, performance to plan and future strategies/tactics to implement. Serves as subject matter expert for their market and partners with marketing to identify areas for marketing to engage strategically to pull through key initiatives that support growth.

Position Requirements:

• Associate's Degree or equivalent experience.
• Radiology/Oncology: 5-7 years of medical office sales experience, and/or business to business experience with 5 years of successful healthcare sales (or service based sales role) or clinical experience in a healthcare environment with the aptitude to sell.
• Personal Injury: A minimum of 10 years of direct personal injury experience and documented success.
• Candidate must have the ability to Lead their peers and show an aptitude to develop and grow team members.
• Strong business acumen and demonstrates an understanding of the sales and physician space.
• Ability to successfully execute a territory development plan.
• Ability to build a Team Culture and Collaborative Relationships.
• A proven record of accomplishment of success in competitive selling environment.
• Exceptional communication and presentation skills.

Preferred:

• Prior Imaging and/or Oncology experience
• Strategic Thinker
• Self-Starter

Physical Requirements:

• Standard Office Environment and the employee may be exposed to environmental hazards such as exposure to noise, and travel.
• More than 50% of the time:
• Sit, stand, walk.
• Repetitive movement of hands, arms and legs.
• See, speak and hear to be able to communicate with patients.
• Less than 50% of the time:
• Stoop, kneel or crawl.
• Climb and balance.
• Carry and lift 10-20 lbs.