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Company:

OhioHealth at Home in partnership with Compassus

 

Position Summary

The Hospice Physician Account Executive is responsible for growing Compassus' hospice admissions within a defined Book of Business of physician practices to help more patients and families get the care they need. This role focuses on growing hospice admissions by prospecting, opening, and deepening relationships with physicians, advanced practice providers, practice managers, and referral coordinators, communicating disease state specific information on how hospice fits into the patient journey.

This dynamic, high-performing "hunter" sales professional is expected to meet or exceed clear admissions goals through new-account development and expanded share within currently referring physician offices. The ideal candidate is highly-motivated to achieve growth objectives, energized by prospecting and cold outreach, able to learn and confidently discuss how hospice fits within complex disease states, and comfortable working through difficult situations with professionalism and care. They take complete ownership of their work, stay organized under pressure, and bring a passion for helping people receive high-quality care when they need it most.

Position Specific Responsibilities

• Drive significant growth within an assigned Book of Business of physician practices (primary care, geriatrics, oncology, cardiology, pulmonology, nephrology, neurology, and other key specialties) by aggressively opening new accounts and expanding existing accounts. Leverage Compassus-provided tools to identify new opportunities through detailed market and referral data analysis
• Prospect daily through cold calls, drop-ins, scheduled meetings, lunches, and in-services to secure access to physicians and key decision-makers in offices that have not previously referred to Compassus
• Secure referrals from physicians, advanced practice providers, office staff, and practice administrators and partner with the operations team to ensure all clinically-eligible patients are rapidly admitted
• Take full ownership of meeting or exceeding weekly performance goals, including new account activations, face-to-face activity, and referral conversion. Grow productivity levels on / ahead of pace with tenure-based company expectations
• Cultivate and manage strong, trust-based relationships with physicians, NPs, PAs, practice managers, and referral coordinators leveraging a personal, needs-based consultative sales approach
• Always prioritize the patient. Maintain flexibility around physician-office and facility schedules — occasionally outside standard hours — to provide timely, responsive support to referral sources and patients
• Seek out feedback from referral sources on service levels, quality, patients, etc. and demonstrate rapid, attentive responsiveness to protect the referral source relationship. Relay valuable insights to the operations team and help facilitate change where it is needed
• Exhibit at medical conferences to communicate the value of Compassus hospice services to specialty physicians
• Demonstrate adaptability and readily embrace change (e.g. business priorities, team structure, and market dynamics) if / when it arises. Be ready to do what's required to best-support the team / business
• Coordinate closely with Hospice Care Consultants to ensure a seamless experience for shared referral sources and patients moving across care settings

Education and/or Experience

• Bachelor's degree in Business strongly preferred
• Five (5) plus years of successful outside sales experience in relevant roles, with a strong preference for healthcare sales (pharmaceutical, medical device, imaging, diagnostics, or similar experience)
• Proven "hunter" track record of meeting / exceeding sales goals through cold outreach and new account development
• Excellent customer relationship management skills that drive continued growth in long-standing accounts
• Existing relationships with physician practices, referral coordinators, and/or specialty offices in the assigned territory is a significant plus

Skills

• Language Skills: Ability to communicate effectively with physicians, clinical staff, practice administrators, and organizational leadership. Ability to read, analyze, and interpret professional journals, business publications, technical procedures, and governmental regulations. Ability to prepare reports, business correspondence, and presentations. Excellent verbal, written, presentation, and interpersonal communication skills.
• Other Skills and Abilities: Ability to understand, read, write, and speak English. Articulates and embraces hospice philosophy. Ability to quickly adapt and respond to job, environmental, and industry changes. Ability to effectively manage assigned accounts in terms of driving appropriate, eligible referrals, customer relationship management, problem resolution, and business planning. Ability to learn hospice eligibility criteria and confidently engage physicians, advanced practice providers, clinical staff, and practice managers to present a compelling value proposition. Proficiency with CRM systems (e.g. Salesforce) and the discipline to maintain accurate, timely activity and pipeline data. A professional presence that influences desired results with both external and internal stakeholders.

Physical Demands and Work Environment

The demands of this role necessitate a team member to effectively perform essential functions. Adaptations can be made to accommodate team members with disabilities. Regular standing, walking, and manual dexterity are fundamental, along with the ability to lift and move objects up to 25 pounds. Daily local travel within the assigned territory by personal vehicle is required, and a valid driver's license and reliable transportation are essential. Visual acuity requirements include close and distance vision, color and peripheral vision, depth perception, and the ability to adjust focus. This description provides a general overview and may vary by role and department, capturing the nuanced demands and conditions inherent to positions in our organization.

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