Outreach Services Account Executive
Salt Lake City, UT
What does it mean to be a part of Intermountain Healthcare? It means that the quest for clinical excellence is not just a goal, but a given. It means building an environment where physicians and employees can deliver the best in healthcare. And it’s realizing each employee or volunteer is vital to the healing process, because we can only achieve the extraordinary together.
Being a part of Intermountain Healthcare means joining with a world-class team of over 36,000 employees and embarking on a career filled with opportunities, strength, innovation, and fulfillment. Our mission is: Helping people live the healthiest lives possible.
Our patients deserve the best in healthcare, and we deliver.
The Account Executive is the point person and key liaison between Intermountain Healthcare and referring physician offices in a designated geographical area. This position has a dual role of an account manager and a sales executive within the assigned territory. This is a field-based position with the responsibility to make routine office visits to referring offices, deliver key Intermountain messaging, develop relationships with physicians and the staff, reinforce appropriate utilization of Intermountain services, coordinate issue resolution, and act as a liaison between the referring office and Intermountain Healthcare. The Account Executive reports directly to Central Office Outreach leadership while having strong communication and correlation with regional, service line, and/or facility leadership. Under the direction of Outreach leadership, the Account Executive prospects and qualifies potential referral generating sources, strengthens relationships with existing referral sources, determines provider and patient needs, and effectively communicates solutions. The Account Executive works closely with multiple internal services lines, including scheduling, lab, homecare, and provider relations, and receives leads from within the Intermountain system as well as through networking and cold-calling. The Account Executive is held accountable to monthly goals and quotas that are determined by Outreach leadership, and is responsible for maintaining impeccable records of visits, expenditures, and mileage.
Essential Job Duties
Understands the business needs of referral sources and how Intermountain Healthcare can meet those needs.
Assesses referring practice exam mix and volume and their operational flow.
Develops and maintains superior knowledge of the assigned service lines and hospitals.
Builds and maintains positive relationships with physicians, office staff, hospital/service line managers, facility administration, technologists, schedulers, and other related personnel.
Evaluates the effectiveness of current sales activities utilizing reports and feedback from internal and external customers.
Identifies clients with low utilization and formulates a strategy to increase appropriate utilization of Intermountain Healthcare's services.
Regularly evaluates the marketplace to identify growth opportunities.
Assists Outreach leadership in developing sales and marketing plans for the territory that fit within the scope of the overall company strategy.
Meets or exceeds quotas and budget expectations determined by Outreach leadership.
Communicates effectively and in a positive manner with internal customers, including facility leadership, operations officers, facility administration, schedulers, corporate leadership, and other service line representatives.
Provides strong communication and appropriate leadership to resolve referring office issues and customer service problems.
Utilizes other internal personnel in regular sales calls to referring offices.
Maintains call logs and visits notes as instructed by Outreach leadership.
Correlates closely with other service line sales representatives in delivering a standard Intermountain Healthcare message and a unified approach for referring office satisfaction.
Under the direction of Outreach leadership, develops sales presentation pieces.
Delivers effective presentations in both group and individual settings.
Overcomes objections, answers questions, understands the customer's needs, and obtains commitments for referrals.
Listens to the customers to gain understanding and communicates how Intermountain can meet their needs.
Consistently strives to improve personal sales skills through internal and external educational opportunities, shadowing other sales staff, etc.
Bachelor's degree obtained through an accredited institution. Education is verified.
Current Driver's License
Two years of healthcare sales or field-based customer service experience.
Demonstrated interpersonal, communication, listening, and customer service skills.
Interact with others requiring the employee to communicate information
Operate computers and other office equipment requiring the ability to move fingers and hands.
See and read computer monitors and documents.
Remain sitting or standing for long periods of time to perform work on a computer, telephone, or other equipment.
A degree in sales, marketing, business, or a health-related field.
Experience in the health care industry.
Knowledge of medical terminology.