Account Executive - Revenue Cycle Management Services (RCM)

Territory & Pipeline Management

• Independently manage and develop a sales territory to generate new business from mid-sized to large Physical Therapy practices.
• Consistently build and maintain a robust sales pipeline.

Expert Sales Engagement

• Drive the full sales cycle, from initial customer engagement to closure, with a specific focus on selling our RCM services.
• Articulate the value proposition of improving cash flow, reducing claim denials, and enhancing overall financial performance for clients.

Prospecting & Lead Management

• Proactively prospect for new clients through direct methods (calls, networking).
• Effectively engage with inbound marketing leads.

Demonstration & Negotiation

• Expertly demonstrate our RCM solutions, providing clear, concise, and compelling product overviews.
• Lead contract negotiations with prospective clients to secure profitable business.

Market Intelligence

• Develop and maintain a high level of domain knowledge on RCM, the Physical Therapy market, and competitive offerings.
• Provide valuable feedback to the sales management and marketing teams.

Strategic Planning

• Develop and maintain key account plans that identify opportunities to deliver value.
• Identify strategic motivators, key stakeholders, buying processes, and forecasted sales.

Reporting & Forecasting

• Accurately track all sales activities and opportunities within the CRM system (Salesforce.com).
• Provide consistent, accurate sales forecasts on a monthly basis.

Travel

• Travel within the assigned territory and/or for industry events up to 50% of the time to engage with clients and represent the company.

Position Proficiencies and Requirements

• Experience: A minimum of five years of documented success in sales, specifically with SaaS products within a highly regulated industry (e.g., Healthcare IT).
• RCM Expertise: Proven experience selling Revenue Cycle Management (RCM) or related billing services. A deep understanding of the RCM lifecycle is highly preferred, including patient intake, claims management, denials, and collections.
• Domain Knowledge: Robust knowledge of the healthcare IT industry. Experience in the Physical Therapy market is a significant plus.
• Technical Proficiency: General computer proficiency, including working knowledge of Google Suite, Microsoft Office Applications, and CRM systems (preferably Salesforce.com).
• Communication Skills: Exceptional verbal, listening, and written communication skills with a strong ability to build relationships both internally and externally.
• Competencies to Drive Success: Problem-Solving, Organizational Skills, Customer Focus, Negotiation & Tact.