Account Manager Il, Home Health, Hospice, Home Infusion, and Home Medical Equipment

10700 Home Office IL - Business DevelopmentFull timeYes40

M-F 8a-5p. Extensive travel required across the IL footprint of Advocate Health Care, including the specific geography around Good Samaritan, Illinois Masonic Medical Center and Trinity hospitals.

Pay Range

$40.30 - $60.45

Relationship development, sales, sales/growth planning, account management: managed assigned territory of physicians, hospital leaders, skilled nursing facilities, assisted living facilities and other referral sources for the purpose of relationship building, education, consultation/problem solving that results in increased volumes to key programs in the Continuing Health Division such as Home Health, Hospice, Home Infusion and/or Home Medical Equipment (Health at Home).

Major Responsibilities:

• Through rounding on key accounts, uses consultative selling and subject matter expertise to advise and educate physicians and other referral sources on a wide variety of clinical services and strategic topics which translates into increased referral volume to Home Health, Hospice, Home Infusion and Home Medical Equipment (Health at Home). Targets employed, aligned physicians as well as non-Advocate Aurora Health physicians, hospitals and other referral sources across multiple PSA’s.
• Identifies opportunities matching physician and other referral source needs with organizational offerings that benefit both the customer and AdvocateAurora Continuing Health (CH). Communicates messages on behalf of the organization about issues, value of solutions and Advocate Aurora Health at Home strategies. Responsible for preparing proposals and responding to requests for proposal.
• Develops and executes sales plans and growth strategies that produce an acceptable return, optimizes all available internal resources, and meets or exceeds individual targets within a defined market. Identifies future markets, new product offerings and opportunities to increase quality revenue for CH.
• Manages and maintains new and existing relationships with key non-AAH hospitals, physicians, and post-acute entities to deliver high satisfaction levels and support achievement of non AAH growth sales goals. Works directly with market leadership on appropriate tactical plans that deliver desired results. Works collaboratively with leaders and staff both within the market and from the division to manage key market based non-AAH relationships. Independently initiates outreach to local non-AAH organizations to promote CH products and services in a consultative manner that meet the customer's needs.
• Resolves customer service problems to the satisfaction of the physician/referral source by acting as a liaison between AdvocateAurora associates, the payor and/or the referral source. Takes a proactive position to identify potential problem areas and communicate this information to AdvocateAurora as well as the referral source. Has the responsibility to collaborate with operations to drive performance improvement areas, and notify executive management when a customer is not receiving, or going to receive, service excellence.
• Assists CH in assessing and reviewing post-acute network partnerships for specialty services. Identifies physicians and/or post-acute providers (such as SNF, Extended Care, Assisted Living partnerships, etc.) for potential partnership that supports the growth or total cost of care savings for the division, ACO and Enterprise Population Health (EPH). Reviews new partner potential and viability. Responsible for initiating key contract discussions, facilitating price negotiations, and operationalizing contracts between providers and AAH operations to ensure continuum alignment.
• Responsible for maintaining a broad knowledge of Continuing Health's products and services and detailed knowledge of CH’s Health at Home businesses. Articulates clinical and technical knowledge of each business unit and the respective value propositions to generate sales opportunities. Keeps all levels of Advocate Aurora Health at Home staff informed regarding sales activities with existing and potential referral sources and issues of importance to the referral source. Communication is conducted formally at division meetings, marketing meetings and clinical meetings, and informally daily.
• Attends multiple PSA and site of care leadership meetings as required to report on challenges, activities and share critical information as it relates to the business plans. Also builds productive relationships with Continuing Health's Leadership teams (12 business units) and integrative functions (peers and leaders). Attends multiple business unit growth meetings as required to report on challenges, activities and share critical information as it relates to the business plans.
• Actively participates in development, use and documentation of tracking reports for growth planning. Manages accountabilities by tracking and reporting results to Continuing Health leadership. Actively supports the development and use of dashboards for reporting success related to specific growth Key Result Areas, including market trends and intelligence.
• Supports all operational functions (including clinical staff) and intervenes whenever appropriate, and at the incumbent's discretion, to assure service excellence or resolve concerns on behalf of the consumer or referral source. Provides leadership, acts as a role model and provides direction to other CH team members in providing "breakthrough service" and service recovery. Arranges and executes appropriate training programs related to marketing and customer service.

Licensure, Registration, and/or Certification Required:

• None Required.

Education Required:

• Bachelor's Degree in Business or related field.

Experience Required:

• Typically requires 5 years of experience in sales and selling in a health system setting or related industry such as pharmaceutical, medical device, or post-acute sales.

Knowledge, Skills & Abilities Required:

• Strong self-motivation and self-direction.
• Ability to work autonomously with appropriate direction from supervisor.
• Excellent organization, time management and presentation skills.
• Excellent sales and personal sales management skills.
• Demonstrated, differentiated customer service commitment.
• Understanding of employed and independent physician practice models.
• Understanding value-based care models and health care reform.
• Fundamental understanding of managed care/insurance risk.
• Attention to detail follow up.
• Excellent communication and relationship management skills.
• Ability to work with data and think strategically and behave tactically for job results.
• Well-developed work and collaboration skills.
• Comfort with ambiguity and sharing control.

Physical Requirements and Working Conditions:

• Exposed to a normal office environment.
• Operates all equipment necessary to perform the job.
• This position requires travel so will be exposed to weather and road conditions

This job description indicates the general nature and level of work expected of the incumbent. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent may be required to perform other related duties.

Our Commitment to You:

Advocate Health offers a comprehensive suite of Total Rewards: benefits and well-being programs, competitive compensation, generous retirement offerings, programs that invest in your career development and so much more – so you can live fully at and away from work, including:

Compensation

• Base compensation listed within the listed pay range based on factors such as qualifications, skills, relevant experience, and/or training
• Premium pay such as shift, on call, and more based on a teammate's job
• Incentive pay for select positions
• Opportunity for annual increases based on performance

Benefits and more

• Paid Time Off programs
• Health and welfare benefits such as medical, dental, vision, life, and Short- and Long-Term Disability
• Flexible Spending Accounts for eligible health care and dependent care expenses
• Family benefits such as adoption assistance and paid parental leave
• Defined contribution retirement plans with employer match and other financial wellness programs
• Educational Assistance Program