Account Manager Il, Home Health, Hospice, Infusion, and Medical Equipment

Position: Account Manager Il, Home Health, Hospice, Home Infusion, and Home Medical Equipment

Department

10700 Home Office IL - Business Development

Status

Full time

Benefits Eligible

Yes

Hours Per Week

40

Schedule Details/Additional Information

M-F 8a-5p. Extensive travel required across the IL footprint of Advocate Health Care, including the specific geography around Good Samaritan, Illinois Masonic Medical Center and Trinity hospitals.

Pay Range

$41.10 - $61.65

Relationship development, sales, sales/growth planning, account management

managed assigned territory of physicians, hospital leaders, skilled nursing facilities, assisted living facilities and other referral sources for the purpose of relationship building, education, consultation/problem solving that results in increased volumes to key programs in the Continuing Health Division such as Home Health, Hospice, Home Infusion and/or Home Medical Equipment (Health at Home).

Major Responsibilities

• Through rounding on key accounts, uses consultative selling and subject matter expertise to advise and educate physicians and other referral sources on a wide variety of clinical services and strategic topics which translates into increased referral volume to Home Health, Hospice, Home Infusion and Home Medical Equipment (Health at Home). Targets employed, aligned physicians as well as non-Advocate Aurora Health physicians, hospitals and other referral sources across multiple PSA’s.
• Identifies opportunities matching physician and other referral source needs with organizational offerings that benefit both the customer and Advocate Aurora Continuing Health (CH). Communicates messages on behalf of the organization about issues, value of solutions and Advocate Aurora Health at Home strategies. Responsible for preparing proposals and responding to requests for proposal.
• Develops and executes sales plans and growth strategies that produce an acceptable return, optimizes all available internal resources, and meets or exceeds individual targets within a defined market. Identifies future markets, new product offerings and opportunities to increase quality revenue for CH.
• Manages and maintains new and existing relationships with key non-AAH hospitals, physicians, and post-acute entities to deliver high satisfaction levels and support achievement of non AAH growth sales goals. Works directly with market leadership on appropriate tactical plans that deliver desired results. Works collaboratively with leaders and staff both within the market and from the division to manage key market based non-AAH relationships.
  
  Independently initiates outreach to local non-AAH organizations to promote CH products and services in a consultative manner that meet the customer's needs.
• Resolves customer service problems to the satisfaction of the physician/referral source by acting as a liaison between Advocate Aurora associates, the payor and/or the referral source. Takes a proactive position to identify potential problem areas and communicate this information to Advocate Aurora as well as the referral source. Has the responsibility to collaborate with operations to drive performance improvement areas, and notify executive management when a customer is not receiving, or going to receive, service excellence.
• Assists CH in assessing and reviewing post-acute network partnerships for specialty services. Identifies physicians and/or post-acute providers (such as SNF, Extended Care, Assisted Living partnerships, etc.) for potential partnership that supports the growth or total cost of care savings for the division, ACO and Enterprise Population Health (EPH). Reviews new partner potential and viability. Responsible for initiating key contract discussions, facilitating price negotiations, and operationalizing contracts between providers and AAH operations to ensure continuum alignment.
• Responsible for maintaining a broad knowledge of Continuing Health's products and services and detailed knowledge of CH’s Health at Home businesses. Articulates clinical and technical knowledge of each business unit and the respective value propositions to generate sales opportunities. Keeps all levels of Advocate Aurora Health at Home staff informed regarding sales activities with existing and potential referral sources and issues of importance to the referral source.
  
  Communication is conducted formally at division meetings, marketing meetings and clinical meetings, and informally daily.
• Attends multiple PSA and site of care leadership meetings as required to report on challenges, activities and share critical information as it relates to the business plans. Also builds productive relationships with Continuing Health's Leadership teams (12 business units) and integrative functions (peers and leaders). Attends multiple business unit growth meetings as required to report on challenges, activities and share critical information as it relates to the business plans.
• Actively participates in development, use and documentation of tracking reports for growth planning. Manages accountabilities by tracking and reporting results to…