Ability to Apply a Consultative Sales Approach to Educate Medical Professionals About Hospice
Ability to apply a consultative sales approach to educate medical professionals about hospice services; meeting customer needs by providing end of life care solutions to improve quality of patient care.
All duties and responsibilities are to be performed in accordance with VITAS Healthcare Corporation’s policies, procedures, guidelines, contractual commitments and governmental regulations.
- Responsible to become a subject matter expert on Medicare Hospice Benefit, VITAS service offerings, disease specific clinical criteria and evidence-based medicine.
- Accountable for set goals and results. Focuses on providing solutions and executing them.
- Analyzes territory and develops call routing to establish correct targets, reach and frequency for maximal territory growth.
- Develops sales messaging and strategies that align to the customers’ needs to ensure hospice appropriate patients gain access to hospice services.
- Maintains professional and technical knowledge by reviewing professional publications; establishing personal networks; remaining current with changes in healthcare field in order to understand customer industry.
- Leverages provided resources and technology as a vehicle for success.
- Daily use of CRM tool in order to capture needs of customers and strategy for continued hospice utilization. Synchronization of updates is required daily.
- Leverages sales tools on provided devices as customer visual aids and learning tools to grow knowledge.
- Effective in professional verbal, written, and electronic communication
- Maintains professional relationships and collaborates with internal, clinical end of life care team. Attends team meetings on regular basis.
- Resolves customer feedback by investigating opportunities for development; developing solutions; preparing reports; collaborates on resolutions with program management.
- Able to apply training and leverage tools and resources when executing strategies with customers with a strong sense of urgency.
- Open to and proactively applies coaching feedback from direct manager with the intentions on improvement of various skillsets.
- Timely completion of administrative duties: expense reports, payroll entry, other administrative actions by required times.
- Works cohesively and leverages opportunities with VITAS internal customers: VITAS Medical Director & Team Physicians, Team Managers and overlapping team disciplines, PCAs, Admissions RNs, Sr. Leadership. Attends team meeting at least two times per quarter.
- Perform related duties as required. This position description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor or management.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Experience:
- Minimum 2 years sales experience or in healthcare services preferred
- Participated in competitive team environment that involved individual accountably and teamwork
- Able to demonstrate examples on critical thinking and created solutions
- Past military service a plus
- Experience with volunteer organization a plus
- Hospice experience preferred but, not required
- Evidence of achieving sales goals within the market and/or demonstrates track record of consistently exceeding corporate goals
- Strong customer service, sense of urgency and problem-solving skills
- Time Management and Organizational Skills
- Demonstrated knowledge and successful application of a need satisfaction selling process
- Ability to manage a territory, to conduct sales calls and to generate sales by building long term business partnerships
- Strong interpersonal skills within all levels of an organization
Expectations:
- Excellent presentation, negotiation and relationship-building skills
- Excellent oral and written communication skill
- Ability to work outside of normal business hours (8-5), evenings and weekends as needed.
- Ability to navigate within a CRM tool and proficiency in Outlook, Word and Excel— PowerPoint, iOS devices
- Ability to develop clinical knowledge base to support VITAS sales efforts
- Integrity and customer focus: ethical, moral conduct, customer services
- Reliable transportation
- Able to expense minimal (i.e. lunches, snacks, breakfasts) customer education when approved with expectation of reimbursement from company
Education:
Bachelor’s degree from an accredited college or university or the international equivalent preferred. Other acceptable licenses include: RN, LPN/LVN, SW