Respiratory Sales Representative

Overview

Vie Med Healthcare is the largest independent specialized provider of non-invasive ventilation (NIV) in the US home respiratory health care industry. We specialize in treating the most challenging respiratory patients inside the home by pairing best-in-class technology and equipment with the clinical care of a full-time Respiratory Therapist. Our Disease Management program has earned national attention, making us the number one independent ventilation provider in the United States.

In recent studies of our patient population, the 30-day COPD readmission rate is 5.7% compared to the industry average of 20-22%.

Our mission is to educate, nurture, and inspire our patients to lead better lives. The Sales Representatives work in conjunction with healthcare decision-makers to ensure a smooth transition for patients from hospital to home, improving management of length of stay and readmission rates while delivering personalized clinical care at home.

This is a field-based, business development, hands-on clinical sales position requiring drive, patient advocacy, and positive representation of Vie Med. The role identifies and initiates dialog with new potential referral sources and maintains positive relationships with existing sources. The incumbent will design and develop sales strategies to drive Vie Med’s disease management program and respiratory products to new markets within the assigned territory.

The candidate will spend 80% or more of time in the field networking, building relationships, and educating referral sources within hospitals on the benefits of Vie Med’s disease management program for patients with chronic respiratory failure. Referral sources include pulmonologists, hospitalists, critical care physicians, case managers, and social workers.

• Market Vie Med’s disease management program to potential and existing referral sources
• Develop sales territory action plans and call strategies to maintain ongoing business with current accounts; apply clinical, consultative, and strategic selling skills to grow within the territory
• Coordinate and provide educational presentations and in-services for healthcare providers
• Manage account activity, sales documentation, reports, and territory management
• Collaborate with clinical, managerial, sales staff, and other internal departments to promote home respiratory therapy services
• Work with office staff to ensure prompt and accurate billing and documentation of services; provide information to satisfy third-party payor guidelines for coverage
• Provide availability for patient contact and respond to patient needs
• Maintain performance to meet or exceed sales quotas
• Other duties/projects as assigned

• Ability to build and maintain relationships with internal and external referral sources within the territory
• Effective oral and written communication with physicians, staff, patients, and referral sources
• Plan, implement, and execute strategies independently to achieve sales goals
• Sense of urgency for goal achievement with a strong results orientation
• Builds relationships with referral sources, patients, and caregivers
• Strong organizational, prioritizing, and territory management skills
• Self-driven, accountable for results, autonomous, yet collaborative with team efforts

• Must be a resourceful problem solver who thrives in a fast-paced environment
• Must be well-connected with Pulmonary, Critical Care, and Hospitalist physicians within the territory
• Must provide three informal letters of recommendation from Pulmonologists
• Must have a current, valid driver’s license with a clean driving record and own reliable transportation

• Proven sales experience in a healthcare setting, with experience working with physicians, nursing management, discharge planners, case managers, and social workers
• Two or more years of full sales cycle healthcare sales experience (lead generation, educating the referral source, follow-up, and closing)
• Two or more years of experience as a Clinical Liaison, preferably within LTACH
• Marketing experience in LTACH or healthcare settings; clinical liaison experience…