The Sales Representative must have the 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.
- 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.
QUALIFICATIONS
- 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
Job Type: Full-time
Pay: $75,000.00 - $85,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Paid training
- Vision insurance
Schedule:
- 8 hour shift
- Day shift
- Evening shift
- Monday to Friday
- Night shift
- On call
- Weekends as needed
Ability to Relocate:
- Torrance, CA: Relocate before starting work (Required)
Work Location: On the road