Account Executive- HME

Title

Account Executive- HME

Directly Reports to

Chief Growth Officer (CGO)

Summary of Job Requirements

An Account Executive is a professional responsible for managing relationships between Prochant and its clients/prospects. Their primary role is to serve as the main point of contact for clients and prospective clients, understanding their needs, and matching those needs to Prochant’s available products. Account executives act as sales representatives, helping to secure new business opportunities and negotiating contracts. They also work to maintain and strengthen existing client relationships, address any concerns or issues that may arise, and strive to achieve overall client satisfaction. Additionally, account executives collaborate with various internal teams to ensure the successful execution of client projects and to facilitate effective communication between the client and the company. Ultimately, account executives are responsible for the achievement of Prochant’s quarterly sales goals. 

Essential Functions

• Develop sales programs and promotional tools to profitably grow market share in the HME space, leveraging Prochant’s suite of existing services & technology. as well as develop new products and systems.
• Continually monitor marketplace for trends and conditions to assemble facts and information to effectively manage sales activities resulting in increased sales revenue and profits.
• Establish work goals to be achieved by direct reports, evaluates performance, conducts performance reviews, and provides frequent feedback and reinforcement.
• Makes decisions on hiring, promotions, and terminations.
• Assures sales force has proper tools to effectively promote and sell company products, including sales and marketing collateral, advertising, technical support, product mix, and competent managerial support.
• Maintain closeness to marketplace via traveling to industry events such as conferences and trade shows, was well as visiting clients/revenue partners.

Key Competencies

• Develop plans and strategies for developing business and achieving the company’s sales goals
• Create and execute on value-add sales and growth strategies leveraging our vision and values to differentiate us from our competitors.
• Develop and grow client relationships
• Create a culture of success and ongoing business and goal achievement – possibly more important than the first item on this list
• Manage the sales teams, operations and resources to deliver profitable growth
• Mange the use of budgets
• Define optimal sales force structure
• Hire and develop sales staff
• Become known as an employer of choice and a sales force that top salespeople want to join
• Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sale targets
• Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
• Manage customer expectations and contribute to high level of customer satisfaction
• Define sales processes that drive desired sales outcomes and identify improvements where and when required
• Put in place infrastructure and systems to support the success of the sales function
• Provide detailed and accurate sales forecasting
• Compile information and data related to customer and prospect interactions
• Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
• Work closely with the marketing function to establish successful support, channel and partner programs
• Manage key customer relationships and participate in closing strategic opportunities
• Travel for in person meetings with customers and partners to develop key relationships

Critical Success Factors

• Communication - The ability to relate to people in situations involving more than giving and receiving instructions.
• Direction, Control and Planning- Adaptable to accepting responsibility for the direction, control, or planning of an activity. The employee may be in a position to negotiate, organize, direct, formulate practices, or make final decisions.
• Feelings or Ideas- Adaptable to situations involving the interpretation of feelings or ideas in terms of personal viewpoint. The employee may be called upon to use creativity, self-expression, or imagination.
• Influencing - Adaptable to influencing people in their opinions, attitudes, or judgments. The employee may be in a position to motivate, convince, or negotiate.
• Measurable or Verifiable Criteria- Adaptable to making generalizations, judgments, or decisions based on measurable or verifiable criteria. The employee may make evaluations on the basis of data.
• Performing Under Stress - Adaptable to situations requiring the precise attainment of set limits, tolerances, or standards. The employee may need to be precise, thorough, exacting, or meticulous in regard to material worked; or in activities such as numerical determinations, record preparation, or inspecting.
• Sensory or Judgmental Criteria - Adaptable to making generalizations, judgments, or decisions based on sensory or judgmental criteria. The employee may rely on one or more of the five physical senses, or rely on knowledge gained by experience to make evaluations.
• Set Limits, Tolerances, or Standards- Adaptable to performing under stress when confronted with emergency, critical, unusual, and/or dangerous situations; or in situations in which working speed and sustained attention are make or break aspects of the job.
• Variety and Change- Adaptable to performing a variety of duties, often changing from one task to another of a different nature without loss of efficiency or composure. Several duties in a job that require different significant differences in technologies, techniques, procedures, working conditions, physical demands, and/or work situations constitute this factor.

Other Responsibilities

The list above is not intended to represent the totality of responsibilities of the Vice President of Business Development. Other duties may be assigned as needed for program expansion and efficient operation of the organization.

Education and Experience

• Bachelor’s degree, Master’s degree preferred.
• Five (5) years’ experience in RCM or HME industry, either as a provider or as an RCM vendor.
• Exceptional computer skills to include competency in Microsoft Office suite of products.

Prochant offers some of the best benefits in the industry! We take great care of our employees. Prochant’s Fortune 500 level benefits package includes:

• Health Insurance
• Gap Insurance
• Dental Insurance
• Vision Insurance
• Short Term / Long Term Disability (company paid)
• Term Life Insurance (company paid, employee can elect additional)
• Full suite of supplemental insurance plans, including:
• Disability Income
• Level Term Life
• Accident Insurance
• Critical Illness Insurance
• Floating holidays and paid time off
• 401K with company match
• Employer Paid Family Teledoc plan