Senior Account Executive, Healthcare

This is a fully remote position, open to applicants in Pennsylvania.

📋 Description

• Meet the revenue goals for the clinic and assigned territory.

• Establish collaborative and consultative relationships with the Hanger Clinic team.

• Formulate and execute strategies to enhance revenue from current referral sources and to generate new referral source sales.

• Operate in patient care environments within hospitals, skilled nursing, and rehabilitation facilities; complete all necessary vendor credentialing for hospitals/facilities.

• Create a Sales/Growth/Business plan tailored for each clinic within the assigned territory.

• Meet objectives for maintaining and expanding existing referral sources: Provide service support and follow up with referral sources.

• Address customer service challenges by facilitating solutions.

• Connect Hanger clinicians with referral sources through Hanger programs, continuing education, and community events.

• Finalize sales transactions and oversee business activities, following up as needed to secure business.

• Develop account management plans for clinics to assess and track business flow from key referral sources.

• Create a strategy for referral sources that have not been fully developed.

• Regularly review referral reports to monitor territory performance and identify any drops in business flow.

• Conduct quarterly business reviews with the internal local management team.

• Meet new referral source sales objectives: Document a minimum of 40 sales calls and 2 in-services per week in Salesforce.

• Execute a comprehensive new referral source development program, including customer in-service meetings with clinical partners, cold calls, and drop-ins.

• Meet minimum referral requirements for continuing education units and in-services with clinical partners.

• Establish a robust pipeline of potential new referral prospects.

• Connect Hanger clinicians to referral sources through Hanger programs, continuing education, and community events.

• Conclude sales transactions and monitor business, following up as necessary to secure business.

• Take on the responsibility of executing various sales growth initiatives and special projects in a designated geographic area as assigned by the appropriate Regional Sales Manager.

• Identify and assess trade shows and conference opportunities within the territory.

• Analyze the return on investment for all trade shows and conference opportunities to ensure alignment with the region's growth strategy.

• Assist in the onboarding and training of new hires, including Business Development Associates (BDAs) and Business Development Managers (BDMs): Participate in field rides with BDAs/BDMs as required.

• Empower human potential by consistently exemplifying Hanger values.

• Demonstrate a clear understanding of enterprise initiatives and the overall vision.

• Exhibit a solid understanding of all Hanger resources (intranet, OneSource, Salesforce, etc.).

• Maintain a high level of proficiency in all BDM administrative responsibilities.

• Display exceptional collaboration within the organization.

• Proven success in working with internal teams and achieving revenue growth.

• Facilitate networking opportunities within the national BDM and Ampower teams.

• Establish strategic partnerships with hospitals and Integrated Delivery Networks (IDNs) by identifying and pursuing alliances that foster growth in the territory/region.

• Manage any contracts or agreements as necessary according to company guidelines (financial and legal).

• Pursue and negotiate contract fee increases with institutions.

• Support the creation and presentation of proposals, presentations, and responses to Requests for Proposals (RFPs) aimed at enhancing contracting efforts with local or regional payers, large healthcare facilities, and other potential business sources in the local territory.

• Lead and coordinate responses to RFPs.

• Promote collaboration among all internal stakeholders to ensure alignment.

• Develop sales plans to optimize contract opportunities, collaborating with clinic management to create a clinical support plan.

• Work with all stakeholders to develop protocols and implementation plans.

• Monitor key performance indicators with both internal and external stakeholders.

• Conduct quarterly business reviews with internal and external stakeholders.

⛳️ Requirements

• Bachelor's degree in Healthcare Administration, Marketing, Business Administration, or a related field, or an equivalent combination of education and experience is required.

• At least 5 years of experience in professional sales preferred in the healthcare industry, or a minimum of 1 year as a BDA.

• Proficiency in CRM tools, particularly Salesforce.

• Proven history of meeting or exceeding sales targets.

• Working knowledge of Microsoft 365 (Word, Excel, PowerPoint, Outlook, Teams).

• A valid driver’s license and a driving record that complies with Hanger’s Motor Vehicle Safety Policy and Procedures.

• Previous experience engaging with hospitals, IDNs, clinics, and physician groups.

• Familiarity with procurement processes, Group Purchasing Organizations (GPOs), and payer dynamics.

• Strong negotiation and closing skills.

• Ability to work independently in a field-based role.

• Analytical skills to interpret sales reports, market trends, and customer data.

• Capability to maintain positive customer relations.

• Excellent relationship-building skills.

• Strong communication and presentation skills, both written and oral.

🏝️ Benefits

• 8 Paid National Holidays & 4 additional Floating Holidays.

• Paid Time Off (PTO) that includes vacation and sick time.

• Comprehensive medical, dental, and vision benefits.

• 401k Savings and Retirement Plan.

• Paid Parental Bonding Leave for new parents.

• Flexible work schedules and part-time opportunities.

• Generous employee referral bonus program.

• Mentorship programs for both mentors and mentees.

• Student loan repayment assistance available by location.

• Relocation assistance offered.

• Opportunities for regional and national travel as a CPO/CO/CP.

• Engage in volunteering for local and national events, such as Hanger’s BAKA Bootcamp and EmpowerFest.