TASKS AND RESPONSIBILITIES:
Ensure all customer calls are conducted with a purpose that is meaningful to the customer.
Dropping by to “check on things” is not a valid reason for a call.
QA Attendance & Participation is a requirement of the position. The representative is expected to analyze the results of the QA report and provide an executive summary with actionable items to the facility management. In situations where QA attendance is not possible, the representative is responsible for meeting with the Administrator, Director of Nursing and Medical Director to share the same information.
Selling Value against Price including:
Our ability to impact Re-hospitalization
Increasing revenue and ROI
Being viewed as a Trusted Partner rather than a vendor
The representative is fully responsible for relationship development within each facility.
Representatives are expected to develop relationship with the Administrator, Director of Nursing and Medical Director in each of their facilities. Where applicable, a relationship with the Owner or VP/RDO should be established and developed as well.
Responsible for consultative sales and promotion of company services within customer segments in assigned territory.
Develop and maintain territory coverage plan with designated territory team
Routine coverage of key assigned accounts
Proper presentation of key products as directed
Communicate regularly with all members of assigned territory team
Full service line presentation
Efficient use of and knowledge of the web portal
Identifying and understanding the business sales cycle and approval process within prospective customers to determine process and methods securing financial approval.
Work with all parties to gain support and decision to purchase and implement recommended solutions. General understanding of ROI selling.
Hunter mentality required to build, grow and develop assigned territory
Identify prospects using all available resources and SUGAR database
Develop and maintain accurate prospect and account file using the SUGAR database and DDF
Qualify opportunities, set appointments and establish new client relationships
Maintain client relationships in assigned accounts
Develop proposals, manage contract discussions and rate negotiations
Introduce new service offerings as available
Conduct new facility set-ups
Conduct Review of Services for clients
Collect and update competitive information
Attend industry conferences and regional meetings
Actively participate in local networking and professional events
Submit timely and complete reports on a weekly and monthly basis
Proactively identify and resolve clinical and operational service issues, working cooperatively with operations team.
Track personnel changes within client facilities in SUGAR and DDF
Prepare QA Reports and when requested attend facility QA meetings
Identify opportunities to sell and introduce new services
Achieve or exceed established sales and retention goals
Establish positive public image of Company in all interactions with prospects, customers, colleagues and competitors
Commit to professional development as appropriate
Perform other related duties as assigned.