Account Executive

Summary:

Under the leadership of the Directors of Business Development and other leadership and in partnership with the Account Executive team, the Account Executive (AE) will serve as subject matter expert for each of the Rogers service lines leveraging knowledge and expertise from operational and clinical leadership to promote Rogers services to key stakeholders in the community. This is achieved through territory management using a traditional sales model developing new and maintaining existing referral relationship strategic planning and implementation, meeting and/or exceeding quotas, relationship development, continued self-assessment, and adaptability in an ever-changing marketplace.

Job Duties & Responsibilities:

The Account Executive is responsible for developing, managing, and furthering enduring alliances with existing and prospective referring providers; identifying new referral and partnership opportunities; developing, maintaining, advancing strategic referent relationships; developing and enhancing alliance workflow and standards; and planning and implementation of proactive growth tactics on a daily basis.
 

Business development and alliances – at Rogers we empower our Account Executives to approach their territory within entrepreneurial spirit and strive to provide industry-leading support to all stakeholders.Successful Account Executives will be subject matter experts for each of their identified service lines, are self-motivated, and can manage themselves daily with the following skills and activities.

• Ability to be persistent and engage customers to deliver an action-oriented, patient- focused sales message. Customers include psychologists, therapists, social workers, psychiatrists, school counselors, and other sources of referrals.
• Possesses the business acumen to manage a dynamic territory, routing, goal attainment, time allocation, etc.
• Foster and maintain enduring alliances with key internal and external stakeholders.
• Dedication to an empathetic and solution-focused consultive sales approach
• Daily face to face and virtual customer meetings (includes regular cold calling to new or existing customers)
• Daily activities such as: Lunch & Learns, breakfasts, dinner programs, professional networking events, and other results-orientated appointments and activities.
• Monitor expenditures and effectively utilize budget allocation Assist in planning and executing continuing education events and promoting CE (CONTINUED EDUCATION) webinars and in person events in referent meetings.
• On-site campus and program tours
• Effectively use phone calls, email, social media, and other communications to maintain frequent contact with referents and remain top of mind.
• Ability to meet activity, census, and individual objectives from department leadership.

Knowledge, Training, and Communication – Rogers is an industry leader in sub-specialty behavioral health with clinical outcomes to back it up.Account Executives must possess the desire and dedication to knowledge, learning, and the ability to effectively communicate complex behavioral health topics. Training and support will be provided.

• Maintain knowledge of a wide variety of behavioral health programming, diagnoses, and trends.
• Ability to effectively communicate the efficacy, patient types, and outcomes of all Rogers programming.
• Demonstrate local, regional, and national market knowledge.
• Participate in training and other educational opportunities to build and maintain expertise.

Documentation, Reporting, and Analytics – Rogers strives to make evidence-based decisions with patients and other stakeholders in mind.Account Executives must be committed to proper documentation, reporting, and timely analysis to make efficient and effective decisions.

• Enter and maintain record of all referent interactions within CRM software in a timely manner.
• Complete monthly operational and other reporting requirements.
• Possess ability to analyze reporting and make timely and effective decisions based on reporting.
• Submit expense reports (mileage, credit card, purchase requests, check requests) in a timely manner.

Collaboration, Integrity, and Service – The One Rogers framework is successful dependent on the collaboration of all team members in maintaining the highest-level commitment to the Rogers Values of Compassion, Excellence, and Accountability.

• Be open and welcoming to all through our presence, tone, words, and body language.
• Speak up when we see problems or conflict in the workplace with a solution-focused, strength-based perspective.
• Seek to understand and value diverse perspectives while always utilizing teamwork to accomplish organizational goals.
• Seek support when needed, respond to requests for help, and offer to assist team- members when possible.
• Use transparent, direct communication through whatever medium of communication.
• Hold self, peers, and others accountable to these values.

Comply with all system policies and procedures including Human Resources, infection Control, Employee Health, and Patient Safety policies and programs.

Perform other duties as assigned.

Promote a team atmosphere by treating individuals with respect and honesty and by using direct communication and active listening skills.

• Be open to change and actively support change.
• Be open to others’ ideas and points of view.
• Evaluate employees objectively and provide employees with periodic feedback.
   

Promote department goals as well as the mission of the hospital.

• Communicate goals to fellow staff members.
• Maintain department policies and procedures.
• Include requirements and guidelines from external agencies (i.e., Joint Commission, State of Wisconsin).
• Maintain and/or communicate to appropriate party function backlog at a set time.
• Educate new staff regarding regulations or requirements of those functions that relate to their areas or departments, as directed.
• Demonstrate acceptance and training of student interns in the department, as directed.
   

Participate in hospital committees, performance improvement team meetings, and team projects, as directed.

• Demonstrate punctuality and preparedness.
• Demonstrate effective communication skills.
• Demonstrate good organizational skills.
• Contribute in a positive, solution-focused manner.

Conduct self in a professional manner.

• Demonstrate organizational skills that promote timely response to all inquiries and to task completion.
• Communicate with all individuals in a positive and professional manner.
• Attempt to resolve individual issues with peers in a positive, calm manner, with a focus on solution.
• Communicate concerns and provide solutions for same.
• Project a professional image by wearing appropriate, professional attire.
• Ability to influence departments within Rogers and provide technical guidance.

Additional Job Description:

Physical/Mental Demands:

• Function with a great deal of autonomy.
• Able to travel by car and/or air and be away from home for extended periods of time.
• Verbal and hearing ability required to interact with patients and employees.
• Numerical ability required to maintain records and operate a computer.
• Strong interpersonal skills and emotional intelligence required to interact effectively with employees and professional staff. Logical thinking and discretion required to make decisions in initiating and implementing policies and procedures and standards.
• Must be able to present information in an engaging and efficient manner to individuals, small, and large groups.
• Ability to plan, control, and direct all aspects of employee relations. Tact and critical thinking skills required dealing effectively with employees and professional staff.
• Logical thinking and discretion required making decisions in initiating and implementing policies and procedures and standards.
• Must be able to read and communicate through written, verbal, and auditory skills and abilities with reasonable accommodations.
• Be physically/mentally able to perform job duties as verified by a physical exam by a licensed physician per post-employment physical.
• Note: this role requires extensive travel with approximately 80% of time outside of the office representing Rogers throughout a designated territory.  An Account Executive must have the ability to include overnight and weekend travel throughout the year as necessary. The percentage of overnight travel

Education/Training Requirements:

• Bachelor's degree required, preferably majoring in business, communications, psychology, social work, and/or related major.
• Minimum of two (2) years’ business development and/or related experience.
• Experience with strategic planning, new business development, and negotiation.
• Computer proficiency and working knowledge of software programs, including Word and Excel
• Valid driver’s license. Must be granted insurable status by the Rogers insurance policy.
• Lived experience valued

With a career at Rogers, you can look forward to a Total Rewards package of benefits, including:

• Health, dental, and vision insurance coverage for you and your family 
• 401(k) retirement plan 
• Employee share program 
• Life/disability insurance 
• Flex spending accounts  
• Tuition reimbursement 
• Health and wellness program
• Employee assistance program (EAP)

Through UnitedHealthcare, UMR and HealthSCOPE Benefits creates and publishes the Machine-Readable Files on behalf of Rogers Behavioral Health.To link to the Machine-Readable Files, please visitTransparency in Coverage (uhc.com)