Account Executive- Onsites

Job Id
183103
Job Location
Addison, TX
Employment Type
Full Time Regular
Industry
Health Care
Concentra
20211215T171919Z
Overview

Identifies new business opportunities, secures, manages and maintains business relationships with Onsite health and wellness center client accounts, brokers and consultants leading to expanded market share.  Meet sales growth objectives in accordance with Concentra onsite sales policies, practices, procedures and applicable regulations.  Achieve objectives related to sales and growth of Concentra’s complete service offering.

 

Ensures the delivery of exceptional customer service by putting all customers (internal and external) first and displaying:

  • A healing focus
  • A selfless heart
  • A tireless resolve
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Responsibilities
  • Major activities involved in the work performed.
  • Develop and execute strategy to expand market share through new customer prospects and/or existing accounts with significant growth opportunity.
  • Weekly Business Unit General Capabilities presentation delivery in person, via webex and/or phone conference. 
  • Grow and Maintain select existing customer relationships as identified collaboratively with VP Onsite Sales and National Onsite Leadership Team.
  • Maintains a Sales Funnel with expected values within each sales stage.
  • Meets minimum quarterly/annual revenue goals established by Senior Management.
  • Identifies and pursues new customer opportunity and is able to articulate Concentra’s full onsite scope of service with a focus on securing and growing new account revenue.
  • Leads Onsite Customer Strategy and Pursuit approval calls. Go/No Go Calls.
  • Closes/Finalizes the sale, develops an implementation strategy across multiple disciplines as needed (Operations, Clinical, Sales), with established inception dates. 
  • Communicates and solicits appropriate approvals on Pricing/Margin targets across multiple disciplines. 
  • Coordinates “set-up” of Concentra service offering/protocol and customer on-boarding to ensure smooth business transition and implementation.
  • Establishes “open channel” communication with Concentra Management and service providers to create free flowing customer/market information.
  • Coordinates sales/support activity with market/local leadership across multiple territories as needed. 
  • Submits weekly activity reports to designated management personnel via CRM system access.
  • Submits Monthly Productivity reports to designated management personnel via CRM system access. 
  • Able to interpret and deliver various customer related outcome data.
  • Identify, interpret and develop customer proposal requirements and communicate accordingly with management and corporate proposal development team.
  • Maintain current knowledge of industry partners, brokers, consultants, competitors, industry organizations and resources. 
  • Pursue and maintain key industry thought leaders (consultancies, brokerage houses) relationships and endorsements.
  • Attends Industry Trade shows and related events.
  • Present at highest levels of client organizational management (Senior, C suite).

WORKING CONDITIONS:

  • Office environment
  • Home Office environment
  • Extensive travel
  • Constant client contact
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Qualifications

EDUCATION/CREDENTIALS:

  • Graduate of accredited college or university
  • Advanced degree in public health, healthcare administration or business preferred.
  • Concentra leadership and customer service training.
  • 4 years of either on site account management or 8 years of general health care account management experience 

JOB-RELATED SKILLS/COMPETENCIES:

  • 5-7 years directly applicable experience in Onsite Health, Occupational Health Sales and/or Operations preferred. 
  • Existing onsite medical center client, broker and consultant relationships within the space a plus.
  • Demonstrated general knowledge of Onsite Health Care delivery, billing, case management, network applications and state regulation standards within the Onsite Health and Wellness industry.
  • Excellent interpersonal skills
  • Demonstrated sales and marketing success
  • Demonstrated Customer Focus approach
  • Demonstrated Ability to learn and apply new knowledge
  • Functional ability to operate PC applications, word processing, spreadsheets, and contact management.
  • Basic financial analysis and ROI trend review skills
  • Demonstrated excellent written and verbal communication skills
  • Demonstrated Deadline orientation
  • Demonstrated Organizational and project management skills
  • Demonstrated Time management
  • Demonstrated Sense of urgency and prioritization skills
  • Demonstrated Ability to form strong internal and external relationships
  • Demonstrated Attention to detail
  • Demonstrated Ability to follow-through and follow-up
  • Demonstrated Research and data application skills
  • Competitive analysis and counter response skills.

JOB-RELATED required EXPERIENCE:

  • 5-7 years directly applicable experience in Onsite Health and Wellness Center sales and/or Operations. 
  • Existing onsite medical center client, broker and consultant relationships within the space a plus.
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Benefits
  • Concentra is an Equal Opportunity Employer M/F/Disability/Veteran
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