Healthcare Account Executive

About the role

You will be the primary external sales representative for A Place for Mom, acting as the face of the brand within your assigned geographic territory. This role owns the end-to-end sales process with hospitals and skilled nursing facilities, from initial contact through to warm introductions and final placement. You are accountable for generating and converting qualified patient referrals into move-ins or home care placements on a consistent monthly basis. The position requires you to build and maintain a robust portfolio of referral partners, including social workers, case managers, and discharge planners. You will proactively cultivate new relationships through targeted networking, cold outreach, and educational presentations while diligently following up on referral outcomes. A key part of this role is educating both families and healthcare professionals on available senior care options and coordinating closely with Healthcare Senior Living Advisors to close moves. You will leverage data within our CRM to analyze performance, manage your pipeline, and identify growth opportunities. You are expected to pilot new sales initiatives, test different processes, and provide actionable feedback to improve tools and resources in your territory. Success in this role hinges on your ability to thrive in a fast-paced, ever-changing environment with a high degree of independence and accountability.

Key facts

• 401(k) plus match
• Dental insurance
• Health insurance
• Vision Insurance
• Paid Time Off

What you'll do

Work in a fast-paced, growing industry to help families and professional referral sources with seniors urgently needing to be discharged into a community meeting their needs or with a home care agency as they transition out of a hospital or skilled nursing facility.

Deliver on your target quota of families selecting a senior care option each month by generating daily qualified patient referrals from your assigned market plan accounts.

Currently maintains a portfolio of clients (social worker, case managers, and discharger planners) specifically in hospitals and skilled nursing centers within this open territory.

Develop, own, and grow your book of accounts to increase referral volume in your territory.

Cultivate new contacts within each account through networking, cold calls, and service presentations, following up with each referral source on discharge outcomes to reinforce the value A Place for Mom delivers.

Educate families on their care options and how they will work with you and a Healthcare Senior Living Advisor to find the right senior living option as they are discharged.

Work with your partner Healthcare Senior Living Advisors to deliver on your target quota of families in moving into a community or hiring in home care.

Leverage and analyze reports in our CRM and internal structure to develop and manage your pipeline.

Pilot new initiatives, tests, and processes (e.g., account scoring, CRM changes) in your territory and provide feedback to improve the tools and resources at your disposal.

Attend scheduled presentations at accounts, calls, and impromptu drop-ins to meet with case managers, discharge planners, doctors, and the patients being discharged.

Utilize strong time management skills to prioritize daily activities and ensure consistent follow-up with referral sources on patient outcomes.

Demonstrate effective communication skills with both internal and external stakeholders at all levels to build trust and credibility.

Employ technological proficiency in Microsoft Office, Google Sheets, and a CRM (Salesforce preferred) to maintain accurate records and track performance metrics.

Maintain a strong competitive approach and eagerness to learn and improve tactics in order to consistently exceed monthly sales quotas.

Requirements

Bachelor's degree preferred.

3-5 years of outside sales experience as an individual contributor with exceptional prospecting and lead generation abilities.

Knowledge of the Senior Living Industry.

Hospital/skilled nursing facility sales experience.

Proven track record of exceeding sales quotas and collaborating with other teams to do so.

Must be relationship driven with a strategic mindset.

Successfully demonstrated experience in presenting to target customers and overcoming objections.

Thrives in a fast-paced, change infused, independent environment with a willingness to roll up your sleeves, test new processes, and get the job done.

Hungry to learn and improve with a strong competitive approach.

Expected to travel daily into the accounts in your territory during the 5-day business week (locally).

Strong communication skills with both internal and external stakeholders at all levels.

Effective time management skills.

Technologically focused and proficient in Microsoft Office, Google Sheets and a CRM (Salesforce preferred).

Practical notes

You will be in the field daily, working with your Regional Director to build your account plan each week to build, nurture, and grow your accounts to deliver on your monthly targets.

Your time in the field will include scheduled presentations at accounts, calls, and impromptu drop-ins to meet with case managers, discharge planners, doctors, and the patients being discharged.