Field Sales Account Executive

About the role

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 evaluate and assess customer and prospect needs through various activities conducted throughout the sales cycle.
• Analyze organizational charts of prospects and customers to uncover decision makers, influencers, and buying centers to progress the sale.
• Thoroughly research decision makers by persona and industry types to formulate a solution value proposition.
• Work with sales leadership to create a close plan, including multi-level engagement of the customer through various scheduled meetings along the sales process.
• Facilitate all customer meetings using various technologies.
• Identify internal Concentra stakeholders to include in customer meetings throughout the sales process.
• Gain formal commitment from the customer to utilize Concentra’s services.
• Exceed sales targets and expectations.
• Coordinate the timely setup of the Concentra Service Package to ensure smooth implementation for the customer.
• Communicate weekly achievements and customer pipeline status to Concentra leadership.
• Meticulously manage a clean, thorough, and up-to-date sales funnel via CRM to forecast customer usage accurately and timely as needed.
• Maintain 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 as well as the ability to deal with people in a manner that shows tact and professionalism.
• Ability to properly 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 as well as 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 Offered
• Colleague Referral Bonus Program
• Tuition Reimbursement
• Commuter Benefits
• Dependent Care Spending Account
• Employee Discounts

Pay

This position is eligible to earn a base compensation rate in the range of $60,000 to $70,000 base plus uncapped commissions, depending on job-related factors as permitted by applicable law, such as level of experience, geographic location where the work is performed, and/or seniority.