Job Description
Qsource is searching for a Healthcare Sales Representative. This position will be responsible to sell our new B2B service offering. This position will build and maintain client relationships as decision maker and influencer levels with contacts in the Nursing Home and Post-Acute Market. S/he will focus primarily on outbound lead generation calls, identify, develop, and close new sales opportunities while responding to inbound leads. He/she will have a mindset for Continuous Improvement and as such will look for opportunities to further improve the organization’s prospecting process and create demand for the organization's services by raising their profile with clients. Ultimately, this individual will achieve revenue targets by expanding into new accounts and territories, with a new service offering for the organization. S/he will complete contact research associated with individuals research associated with markets, contacts, organizations, and services as needed. This position is heavily focused on “smile and dial” activities.
- Participate in annual compliance reviews including but not limited to the development of quality assessment tools, scheduling, pre-assessment documentation review, onsite review activities and report preparation.
- Insides with lead generation and cultivation via phone and some in person contact.
- Research targets and creates/refines contact lists for campaigns.
- Research and utilize contact lists to produce high quality opportunities to accelerate growth.
- Support effective lead identification and complete follow-up activity with a straightforward approach that invites ongoing collaboration.
- Achieve prospecting KPI’s for new leads and opportunities.
- Prospect within new and existing accounts that results in up-selling and cross-selling opportunities.
- Assist with improvement of Salesforce workflows.
- Update and maintain the integrity of client information/data in Salesforce, including lead and contact entry, opportunity progression and contact interaction.
- Increase adoption of Salesforce utilization across the organization.
- Build pipeline and strategic sales account plan to achieve and exceed monthly pipeline revenue goals.
- Close new business deals in the post-acute care market to meet and exceed sales Quota.
Knowledge, Skills and Attributes:
- Microsoft Office Suite expertise required (Word, Excel, Outlook, PowerPoint)
- Able to navigate to key decision makers and influencers in the healthcare post-acute market
- Quick on his/her feet – able to ask thoughtful questions, able to respond to objections and identify ways for Qsource to gain access/contacts
- Able to go “off script” as necessary based upon direction of phone conversation yet remains focused on qualifying individual
- “Professionally social” – enjoys speaking on the phone with prospects and customers; demonstrates natural yet professional phone approach; able to build rapport during phone conversation
- Selling skills – passionate and motivated to drive monthly sales by building essential relationships with internal and external Clients
- Possess effective time management skills to prioritize daily tasks
- Monitor and strong follow-up with customers
- Strong computer skills; Salesforce database entry, “sales funnel”, proficient in MS Office and good working knowledge of Excel: able to conduct data entry to capture prospect / lead / customer contact information
- Bright and self-motivating– able to grasp nature of Qsource business, complexity of healthcare and healthcare legislation
- Tenacious and resourceful: unfazed by rejection/phone hang-ups, able to overcome objections and convert interest into growth opportunities
- Willingness to change directions frequently in the spirit of continuous improvement to be effective daily and monthly
- Strong communication, active listening, and negotiation skills
- Ability to work effectively with ambiguity
- 2 years of healthcare sales experience in nursing home, home health or post acute provider market required.
- 4 years of outside sales experience required.
- 2 years of experience with Salesforce is preferred.
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