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 referrals and final placement. You are tasked with generating and converting qualified patient referrals on a daily basis to ensure consistent move-in volume from your book of accounts. The position requires building deep, consultative relationships with healthcare professionals while persistently refining your approach to maximize growth in every account. You will educate referral partners and families on available senior care options, translating complex care needs into clear, actionable pathways. Success in this role depends on your ability to thrive in a fast-moving, independent environment where testing new processes and iterating quickly is essential. You will leverage data and reporting to manage your pipeline effectively and pilot new initiatives that improve efficiency and results across your territory.

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 through strategic relationship building.

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 from the facility.

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, ensuring a coordinated approach to every referral.

Leverage and analyze reports in our CRM and internal structure to develop and manage your pipeline, identifying opportunities and addressing gaps proactively.

Pilot new initiatives, tests, and processes such as account scoring or CRM changes in your territory and provide structured feedback to improve tools and resources available to you.

Maintain strict adherence to daily plans for territory coverage, ensuring that scheduled presentations, calls, and impromptu drop-ins are executed effectively.

Build trust with case managers, discharge planners, and physicians by consistently delivering accurate information and timely follow-up on patient outcomes.

Track and report on key performance metrics to identify trends, optimize activities, and drive continuous improvement in your sales approach.

Coordinate closely with internal teams to ensure seamless transitions for families, reinforcing the mission-driven focus of A Place for Mom.

Utilize time management skills to balance multiple accounts, prioritize high-value opportunities, and maximize productivity within the Norfolk, VA market.

Stay current on senior living trends, healthcare regulations, and competitor offerings to maintain a strong positioning when speaking with referral sources and families.

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 is required for success in this role.

Hospital/skilled nursing facility sales experience is a necessary qualification for managing key accounts.

You must have a proven track record of exceeding sales quotas and collaborating with other teams to achieve those results.

Being relationship driven with a strategic mindset is essential for building long-term partnerships with healthcare providers.

Successfully demonstrated experience in presenting to target customers and overcoming objections during the sales process.

You must thrive in a fast-paced, change infused, independent environment with a willingness to roll up your sleeves and test new processes.

A strong competitive approach and hunger to learn and improve are required to sustain high performance in this position.

Daily travel into the accounts in your territory during the 5-day business week (locally) is an expected part of this role.

Strong communication skills with both internal and external stakeholders at all levels are necessary to represent A Place for Mom professionally.

Effective time management skills are required to manage a complex portfolio of accounts and prioritize competing demands.

Technologically focused proficiency in Microsoft Office, Google Sheets, and a CRM (Salesforce preferred) is required to perform essential job functions.

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.

Schedule: Daily field work is structured around weekly planning with your Regional Director to ensure alignment with territory priorities and quota objectives.