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.
Job Description & VFPs – Account Executive Jan2023
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: Account Executive
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)
Job Description & VFPs – DBD/AE Jan2023
Professional Development Career Eligibility
All new/existing associates in the Staffing Coordinator department will be eligible to participate in the Spring Hills Home Care Professional Development Program
SHHC Professional Development Program is subject to change based on organizational need and growth
The career tracks listed below will be available for all of our Sales & Marketing Associates4
Associates must meet ALL conduct and performance expectations in their current role to be considered for any/all professional development opportunities
Career Development Tracks:
AE > SAE > DBD > BopsM > RDO > RVPO > EVPO
AE >SAE >DBD > RADS > RDO > RVPO > EVPOS
SAE >DBD >RADS >RVPOS >VPO >EVPO
SAE >DBD >BopsM >RDO >RVPO >VPO >EVPO
DBD > BopsM > DO > RDO > RVPO > EVPO
DBD > RADS > RDBD > VPO > RVPO >EVPO
BOC – Business Office Coordinator
H&W— Health and Wellness Coordinator
DBD — Director of Business Development
BopsM — Business Operations Manager
H&WPM — Health and Wellness Program Manager
DH&W — Director of Health and Wellness
RDOH&W — Regional Director of Health & Wellness
DO — Director of Operations
AE- Account Executive
SAE- Senior Account Executive
RADS — Regional Area Director of Sales
RDBD- Regional Director of Business Development
RDO — Regional Director of Operations
RVPO- Regional Vice President of Operations
RVPOS- Regional Vice President of Sales
(E)VPO — (Executive) Vice President of Home Care Operations
Salary & Bonus Details:
All professional development & career advancement will be accompanied with a market rate adjustment in compensation per job description/title
All professional development positions will be accompanied with a discretionary bonus performance plan