Home Care Sales Specialist

Job Summary

The Home Care Sales Specialist is under the direct supervision and direction of the Director of Sales. The Home Care Sales Specialist will have a defined sales territory and will be responsible for cultivating new referral sources and maintaining relationships with the existing referral base. Performs direct marketing with physicians, hospital and discharge coordinators, develops territory business plan for the development of new referral sources – growing top line revenue along with bottom line profitability, manages the sales process from prospecting to closure according to the set objectives in the territory business plan.

FLSA Status: Exempt

Essential Job Responsibilities:

1. Call on physicians, hospital/skilled nursing facilities’ management, discharge planners, and case managers within an assigned territory to promote the sale of designated service lines

2. Prioritize accounts in accordance with the market or territory sales plan and tier level. Maintain target lists and territory management systems records

3. Prepare annual territory business plans for Supervisor or Manager’s review or approval. Implement business plans, prepare quarterly updates, and manage sales time/resources according to plan

4. Gather and organize account-related information and provide input on key customer opportunities, service line extensions, and proposal or contract pricing

5. Meet with market and branch management/staff to discuss sales activities, pricing, potential problems, and new opportunities

6. Act as a liaison between clients and Company staff to resolve problems and provide information on products and services and maintain positive relations

7. Maintain and update information on targeted accounts for use in proposal or contract pricing; forward information to appropriate management and staff to ensure consistency and profitability and track actual sales to account targets

8. Other duties as assigned

Requirements:

· Bachelor’s Degree in Marketing, Business, or a health-related science (e.g., nursing, pharmacy, etc.) or the equivalent preferred

· A minimum of one-year healthcare or related industry sales experience is generally required

· General knowledge of sales techniques and a basic knowledge of physician, hospital or skilled nursing facility, case management and discharge planning service needs required

· Computer literacy required

· Excellent interpersonal, organizational, communication, and presentation skills

· Ability to travel within assigned territory and to sales meetings as required

WORKING ENVIRONMENT:

Significant travel throughout the community is required. Building and maintaining productive relationships throughout the community requires regularly calling on the following: Hospitals, Nursing Homes, Hospice Providers, Residential communities, Medical Supply Facilities, Doctor’s Offices, Banks, Law Offices, Government Agencies, Local Businesses, and others.

· To be effective in this role, you must be able to meet basic physical demands which include the ability to participate in physical activity. You must be able to lift a minimum of 10 pounds and sit, stand, bend, lift, twist, and turn. Workplace accommodations may be available based on medical recommendations and when it does not create a hardship for the company.