Account Executive, Health Plan Case Management Sales

Territories: to be determined in the Eastern, Central and Mountain time zones

Account Executive Case Management

Department: Case Management Reporting to: Sr Manager, Case Management

Staff Supervised: None Supervision Required: Moderate FLSA Classification: Exempt

JOB SUMMARY

The Account Executive identifies, prospects, and builds relationships with case management teams associated with HCD health plans. The role is expected to provide sales presentations and education to the health plan highlighting the value of partnering with HCD. The Account Executive will work closely with internal representatives, clinical, and product teams to ensure referral execution to shipment and align with insurance requirements and member needs. Performance is measured by driving referral and revenue growth directly from the case management teams at the health plans to achieve sales targets, maintain a strong pipeline, and fostering daily relationships within the health plan to produce referrals. Success in this role demands strong communication skills, deep industry knowledge of health plan operations, and the ability to translate the value in partnering with HCD.

ESSENTIAL DUTIES

Perform pre- call planning, account management, and sales execution practices to maximize new referral sales for assigned health plans.
Manage book of business through CRM and reporting to ensure referral throughput and corresponding revenue generation.
Build, establish, and maintain a strong, trusting relationship with key stakeholders and case managers to be their preferred supplier of DME products within our portfolio.
Provide in-service presentations, condition and clinical education to case managers and stake holders within the health plan.
Work closely with internal teams on referral sales stream all the way through to shipment.
Utilize sales data to drive appropriate marketing strategies within the health plan, targeting specific case management groups and condition-based needs.
Assist with escalations from health plan and partner with internal teams for resolution. Providing resolution feedback to the health plan.

EDUCATION/EXPERIENCE

Bachelor’s Degree Required, Clinical Experience preferred
3 or more years of Sales Experience required
Case Management/ Health Plan expertise to assist in patient care coordination and solution-based selling.
Understanding of Health plan industry and ability to educate how HCD services and products can improve patient outcomes while streamlining their care plan process.
Proficient in territory management with a proven ability to build relationships and overcome objections
Experience interacting with Senior leadership and other departments on business updates, removing roadblocks and streamlining processes
Proficient in MS Outlook, Word, Excel, PowerPoint and general computer literacy.

PHYSICAL REQUIREMENTS

Sitting: Ability to sit for extended periods, typically 6-8 hours a day, while working at a computer station.
Manual Dexterity: Proficiency in using a keyboard, mouse, and other computer peripherals for data entry and communication purposes.
Visual Acuity: Ability to view a computer screen for prolonged periods, with good visual acuity to read small print and accurately enter data.
Hearing: Adequate hearing ability, with or without correction, to understand and respond to customer inquiries via telephone or other audio equipment.
Repetitive Movements: Regular use of hands, wrists, and fingers to perform repetitive tasks such as typing and using a mouse.

Account Executive Case Management Sales

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