Sales Representative (HME)

Description:

Position Summary:

The Sales Representative is responsible for: Building relationships with referral sources to generate steady referrals that meet sales growth goals and expectations; ensuring continuity between the community physician practice or post-acute setting and the home setting in order to maximize patient satisfaction with home care services; improving awareness and providing education to healthcare professionals, physicians, and patients regarding current home care options and capabilities; and coordinating referrals and documentation to ensure timely admission and appropriate patient care based on doctor’s referrals.

Essential Functions and Job Responsibilities:

• Be knowledgeable of and responsible for the current AdaptHealth policies and procedures that apply to this position.
• Identifies, contacts, and builds relationships with referral sources. Maintains ongoing business with referral sources in the medical community.
• Conducts sales calls in the field to maintain contact with referral sources with information regarding AdaptHealth’s products and services. Works with Sales Leadership to validate and develop territory call plans to grow business.
• Builds long-term, trusting relationships with referral sources.
• Promotes products and services provided to all health care professionals that they may encounter daily.
• Educates referral sources on product guidelines, documentation, and the use of products and services provided by AdaptHealth,
• Collaborates with intake, customer service, document collection as well as other functional areas within the company to help process orders and drive sales growth.
• Communicates and explains Medicare and private insurance procedures, pricing information, and product information to referral sources.
• Generates a steady stream of referrals, selling all offered services, to meet sales growth goals for this position and territory.
• Creates, executes, and manages a territory call plan, and utilizes the AdaptHealth Referral Management application to document sales calls, schedule, and sales plan.
• Increases referral volume from assigned accounts by promotion within business lines and cross-selling among business lines through regular and ongoing solicitation/facilitation of referral orders from assigned accounts.
• Understands and maintains focus on the most profitable business lines.
• Develops and maintains working knowledge of home equipment, insurance guidelines, eligibility, and reimbursement for patients.
• Works with the Intake team to obtain complete referral information and medical documentation to ensure complete, accurate, and timely processing of referrals.
• Accepts referrals based on current knowledge and understanding of Medicare, Medicaid, and private insurance reimbursement guidelines for services and/or equipment.
• Suggests alternative equipment as warranted based on reimbursement limitations.
• Acts as a resource to all external customers to facilitate resolution of AH patient issues in coordination with members of the operational teams within AdaptHealth to assure optimal patient and referral source outcomes.
• Evaluates the interrelationship of referral source, medical team, and reimbursement concerns and strive to make fact-based balanced decisions.
• Participates in obtaining MD orders/signatures for appropriate documentation and original prescriptions while onsite when the Intake team is unable to do so.
• Promotes ePrescribe platforms for streamlined referral and documentation processes. Delivers and picks up required paperwork from physicians such as doctors’ orders and chart notes.
• Conducts sales & service rounds in assigned facilities promoting availability for order processing, set-up, and patient equipment education. Assists in obtaining referral source profile information.
• Identifies programs or initiatives that potentially could increase company revenues, decrease costs, and/or increase referral source/patient satisfaction.
• Retain knowledge of and consistently adhere to procedures for the use of Personal Protective Equipment (PPE), infection control, and hazardous materials handling.
• Shares information and expertise with peers to enable them to be effective.
• Participates in team meetings as requested.
• Completes Boot Camp Sales Training courses
• Completes assigned compliance training and other educational programs as required.
• Maintains compliance with AdaptHealth’s Compliance Program.
• Perform other related duties as assigned.

Competency, Skills, and Abilities:

• Knowledge of DME, Diabetes, Incontinence services, products, and industry
• Motivation for sales
• Strong persuasion skills
• Excellent relationship building skills and personality
• Excellent verbal and written communication skills
• Excellent presentation skills
• Ability to work independently and with a team
• Strong analytical and problem-solving skills with attention to detail
• Ability to prioritize and manage multiple projects
• Mental alertness and the ability to properly treat confidential information.
• Proficient computer skills and knowledge of Microsoft Office

Requirements:

Education and Experience Requirements:

• Bachelor’s Degree from an accredited college or equivalent experience in B2B or B2C Sales is preferred.
• Five (5) years of work-related experience in Healthcare Sales is preferred.
• Valid and unrestricted driver’s license in the state of residence

Physical Demands and Work Environment:

• Must be able to bend, stoop, stretch, stand, and sit for extended periods.
• Due to extensive computer use, the ability to perform repetitive motions of wrists, hands, and/or fingers.
• At times, the work environment may be stressful as overall activities and work levels fluctuate.
• Subject to long periods of sitting and exposure to the computer screen.
• May be exposed to hazardous materials, loud noise, extreme heat/cold, direct, or indirect contact with airborne, bloodborne, and/or another potentially infectious pathogen
• Ability to utilize a personal computer and other office equipment.
• Must be able to lift 30 pounds as needed.
• Physical and mental ability to provide clinical assessments and perform the essential functions of the position.
• Requires travel throughout the service area and use of personal vehicles
• Excellent ability to effectively communicate both verbally and written with customers with the ability to demonstrate empathy, compassion, courtesy, and respect for privacy
• Ability to work after non-business hours as needed