Field Sales Account Executive

About the Role

Are you looking for a career that transcends the ordinary? At Concentra, we offer opportunities beyond patient care. As a valued member of our team, you'll be part of our efforts to provide exceptional service to our employer clients and exceptional care to their employees. Our values define our path forward – always working to ensure welcoming, respectful, and skillful care. Join Concentra, and see what makes us different and better.

In this role, the Field Account Executive (FAE) is primarily responsible for facilitating customer and prospect meetings to identify and sell Concentra’s suite of services. The FAE is supported by a lead development representative who schedules initial meetings with qualified leads. The FAE will guide the customer through the buying cycle.

Responsibilities

• Strategically evaluates and assesses customer and prospect needs through various activities conducted throughout the sales cycle.
• Analyzes organizational charts of prospects and customers to uncover decision-makers, influencers, and buying centers to progress the sale.
• Thoroughly researches decision-makers by persona and industry types to formulate a solution value proposition.
• Works with sales leadership to create a close plan, including multi-level engagement of the customer through various scheduled meetings along the sales process.
• Facilitates all customer meetings using various technologies.
• Identifies internal Concentra stakeholders to include in customer meetings throughout the sales process.
• Gains formal commitment from the customer to utilize Concentra’s services.
• Exceeds sales targets and expectations.
• Coordinates the timely set-up of the Concentra Service Package to ensure smooth implementation for the customer.
• Communicates weekly achievements and customer pipeline status to Concentra leadership.
• Meticulously manages a clean, thorough, and up-to-date sales funnel via CRM to forecast customer usage accurately and timely as needed.
• Maintains a thorough understanding of the competitive landscape within the territory.

Qualifications

• Bachelor’s Degree from an accredited college or university or equivalent experience.
• In lieu of an undergraduate degree, the ratio is 1:1, meaning one year of college is equal to one year of directly related work experience in sales and vice versa.
• Customarily has at least 1 or more years of sales experience.

Skills

• Concentra Core Competencies: Service Mentality, Attention to Detail, Sense of Urgency, Initiative, and Flexibility.
• Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions.
• Outstanding customer service skills and the ability to deal with people in a manner that shows tact and professionalism.
• Ability to handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies.
• Experience with solution and value-based selling.
• Demonstrated use of Zoom and/or other customer-interacting technology.
• Proven successful service sales experience.
• Proficiency in all Microsoft Office applications and Customer Relationship Management (CRM) software.
• Strong negotiation and consultative sales skills.
• Excellent analytical and problem-solving skills.
• High ability to manage time effectively.
• Outstanding organization and leadership skills.
• Effective communication skills.
• Exceptional customer service skills.

Benefits

• 401(k) Retirement Plan with Employer Match
• Medical, Vision, Prescription, Telehealth, & Dental Plans
• Life & Disability Insurance
• Paid Time Off & Extended Illness Days
• Colleague Referral Bonus Program
• Tuition Reimbursement
• Commuter Benefits
• Dependent Care Spending Account
• Employee Discounts

This job requires access to confidential and critical information, requiring ongoing discretion and secure information management. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.