SUMMARY:

Under the direction of the AD Business Strategy and Development, the Account Executive identifies and nurtures new referral relationships to increase physician referrals and patient census within assigned markets. Responsible for managing marketing budget and expenses.

EDUCATION/CERTIFICATIONS & LICENSES:

• Bachelor’s degree required.

EXPERIENCE:

3.+ years of consultative sales experience or 3+ years of business-to-business sales or business development experience. Intermediate understanding of medical terminology. Established relationships with physicians and/or strategic partners within the assigned geographic territory. Ability to leverage pre-call planning and current company service offerings to create differentiating message points for referral targets. Use of data collection and reports to enhance and build appropriate strategic initiatives for territory. Understands patient and payor pathways specific to each referring specialty. Succinct and strategic communication to internal and external stakeholders. Experience with CME/Dinner events, community outreach and sponsorships. Track record of sales and development success. Willing to tackle additional assignments and projects. Subject matter specialists (I.E Salesforce).

CORE COMPETENCIES, KNOWLEDGE/SKILLS/ABILITIES:

• Analysis & Critical Thinking: Critical thinking skills including complex problem solving, analysis, decision-making, planning, time management and organizational skills. Must be detail-oriented with the ability to exercise independent judgment.
• Interpersonal Effectiveness: Strong interpersonal skills, emotional intelligence, diplomacy, tact, conflict management, delegation skills, and diversity awareness. Ability to work effectively with sensitive and confidential material and capable of effectively managing emotionally charged matters.
• Communication Skills: Good command of the English language. Second language is an asset but not required. Effective communication skills (oral, written, presentation) is an active listener, and effectively provides balanced feedback.
• Customer Service & Organizational Awareness: Strong customer focus. Ability to build an engaging culture of quality, performance, effectiveness, and operational excellence through best practices. Must possess strong business and political acumen. Must be able to foster strong stakeholder relations, collaborations, and partnerships, also fostering positive employee, physician, and community relations.
• Self-Management: Must be adaptable and able to self-manage. Must be able to work autonomously, effectively navigating an environment of ambiguity. Effectively manages own time, conflicting and competing priorities, self, stress, and professional development. Self-motivated and self-starter with ability to work independently with limited supervision. Ability to work remotely effectively as required. Must be able to work effectively in a fast-paced, multi-site environment with demonstrated ability to juggle competing priorities and demands from a variety of stakeholders and sites.
• Computer Skills: Proficiency in MS Office Word, Excel, Power Point, and Outlook required. Proficiency in Microsoft Power BI, CRM Software (ex; Salesforce)
• Analysis & Critical Thinking
• Strong interpersonal skills to include effective verbal and written communication.
• Solid time management with the ability to prioritize multiple tasks.
• Ability to collaborate across various levels of management, departments, and teams.
• Comfortable negotiating problems and exploring solutions with physician population.

• Works closely with AD of Business Strategy and Development to maintain an in-depth understanding of market dynamics, relationships, and competitors and actions on opportunities to increase FCS market share.
• Identifies and prioritizes new referral relationship opportunities within assigned market and develops tactics to target and increase physician referrals and new patient census.
• Proactively tracks performance of short-term and long-term strategies and reports performance, tactics/plans, and necessary adjustments out to leaders and key stakeholders. Adjustments are made to plan when growth is stagnant and/or performance is not meeting targets.
• Utilizes CRM software to effectively manage and track sales activities and program development in a timely manner. Maintains accurate and up-to-date records of sales activities and progress.
• Engages in critical solution discussions with physicians and other key stakeholders when related to continuity of care processes associated with new patient referrals to FCS and overall new patient experience.
• Strengthens referral relationships with company physicians and other key stakeholders through planning and scheduling in person meetings, community events, meetings/events that occur outside normal business hours, and other relevant interactions. Referral relationships may include referring specialty physicians, primary care physicians, hospital administration.
• Stays up to date on new service offerings and physicians at FCS, insurance changes, and other relevant changes that may impact the referral relationship experience and adjust field strategies and tactics to align with related changes.
• Achieves KPI targets by effectively promoting and selling the company’s services and FCS physicians to key internal and external stakeholders. Implements sales strategies, including identifying new business strategies and cross-selling to existing referral physicians and specialists.
• Maintains existing referral relationships by providing exceptional customer service and addressing referring specialists’ unique needs and concerns.
• Understands internal stakeholders and internal cultural dynamics and maintains productive working relationships to effectively manage the referral relationship and the patient experience.
• Facilitates issue resolution discussions with the appropriate internal stakeholders to relieve bottlenecks and/or challenges experienced by a referring provider and/or referring provider’s patient(s).
• Stays up to date on larger changes within oncology and healthcare, to include industry and regulatory changes, and related news.
• Follows and adheres to all federal and state regulations regarding safety, HIPAA, and patient care with the highest integrity.
• Fosters trust in ambiguous situations and without direct authority.
• Demonstrates financial stewardship and accountability of Company resources and submission of expenses.
• Adheres to all departmental expectations around KPIs, Salesforce, monthly reports, expense reports and special projects.
• Fosters a high level of integrity and diplomacy in all interactions, and always exhibits FCS Code of Conduct and Ethics behaviors.
• Demonstrates working knowledge of all facets of role, relevant regulations, and organizational and departmental policies and procedures. Performs all duties in accordance with regulatory requirements and organizational policies and procedures.