Sales Representative, Tuscaloosa, AL - ProHealth Home Health & Hospice

ProHealth Group | Home Health & Hospice
Care Transition Coordinator Job Description

Reports to Director of Marketing and/or Region Manager

Job Summary: Care Transition Coordinators serve as the primary liaison between the company and referral sources. Responsible for developing, maintaining and servicing community relations in several settings. Serves as a resource to provide education and information on company’s programs and services to patients, caregivers, physicians, case managers, discharge planners, social workers and others. CTC is responsible for obtaining patient referrals within the assigned territory for the company.
Works Closely With: Branch Directors/ Admission Services/ Hospice/ Physicians/ Patients/ General Public/ Health Care Facilities

• Experience
• Required: One year of sales experience. One or more years of related nursing experience may be substituted for sales experience.
• Desired: Two to five years of sales experience. One or more years of sales or nursing experience in home Health or Hospice.

• Licenses, Certifications, and/or Registrations:
• Current Alabama Driver’s License

• Current Automobile Liability Insurance

• Equipment
• Reliable Transportation
• Cell Phone

• Specialized Knowledge and Skills
• Medicare guidelines for home care services
• Communication and relationship development skills
• Problem identification, resolution and strategic planning
• Communications, public relations and health education
• Basic knowledge of sales
• Community assessment identification related to geriatric needs

• Personal Traits, Qualities and Aptitudes
• Knowledge of physician, hospital, skilled nursing facility, case management and discharge planning service needs.
• Ability to effectively communicate homecare and hospice services with all levels of the healthcare industry.
• Ability to accept responsibility for the direction, control and planning of activities.
• Ability to handle stressful situations and deadlines.
• Ability to demonstrate strong communication skills.
• Promotes team efforts and works well with others.
• Recognizes the rights and responsibilities of company and patient confidentiality.
• Ability to manage multiple assignments and can redirect priorities on short notice.
• Ability to travel within assigned territory and to sales meetings.

Primary Job Functions:

• Manage Sales Performance
• Monthly Home Health and/or Hospice budgets are met on a consistent basis.
• Review of territory on a regular basis and discussed with manager in order to optimize market potential.
• Sales meetings are held to work with operations in order to achieve goals of the company. CTC is expected to be prepared, organized and engaged in all subject matters.

• Territory Management
• Assigned territory is effectively and efficiently targeted to include communication and education of home health and hospice services while utilizing available resources.
• Developing and implementing weekly and monthly call plans with optimal territory productivity.
• Strategic planning for the territory.
• Identify new referrals sources and maximize the opportunity to grow business within the entity.
• Efficiently cover assigned territory on a weekly, monthly, and quarterly basis.
• Knowledge and understanding to is be maintained on all systems used to track referrals and referral sources so that data can be obtained to discuss trends at sales meetings.
• Territory specific daily and weekly call quotas are met to optimize territory.
• Assignment report will be accurately maintained.

• Customer Knowledge and Market Dynamics
• Knowledge of referral sources businesses and practices
• Understand of referral sources organization structure and key decision makers
• Aware of market conditions and trends to include but not limited to specific opportunities and challenges
• Ability to assess market potential and differentiate between physician and facility opportunities
• Strengths and weakness of home health and hospice competition, including but not limited to competitive sales efforts and market share
• Determining referral source potential and productivity is maintained

• Strong Selling Skills
• Pre call planning and objectives are appropriate and demonstrated
• Knowledge of sales process
• Relationship building and maintaining
• Resources such as sales material, branch staff, medical directors and marketing budget are used in an appropriate manner
• Ability to problem solve and resolve conflict

• Administrative Duties
• Prompt attendance and engaged in all meetings.
• All assignment given by manager are completed on time.
• Sales calls are document appropriately and by deadline of Monday at 8am.
• Expenses logged and reporting done by deadline
• Follow up on all pending referrals
• Timesheets and mileage are completed by 9am Monday morning.

Working Conditions:
Travel by car to physician offices, hospitals, community centers, and events with exposure to all extremes of weather. Environments may be unpredictable and not under control of the Agency.