Senior Account Executive (Healthcare)- New Jersey

About the role

With a mantra of Empowering Human Potential, Hanger, Inc. is the world’s premier provider of orthotic and prosthetic (O&P) services and products, offering advanced O&P solutions, clinically differentiated programs and unsurpassed customer service. Hanger’s Patient Care segment is the largest owner and operator of O&P patient care clinics nationwide. Through its Products & Services segment, Hanger distributes branded and private label O&P devices, products and components, and provides rehabilitative solutions to the broader market. With 160 years of clinical excellence and innovation, Hanger’s vision is to lead the orthotic and prosthetic markets by providing superior patient care, outcomes, services and value.

The Business Development Manager (BDM) is responsible for achieving sales objectives through the cultivation of new and existing referral sources. These sources include physicians, institutions (hospitals, skilled nursing facilities, etc.) and allied health professionals, who participate in the provision of prosthetic and orthotic products. The primary function of this role is to manage and be accountable for achieving the forecasted sales and margin targets for the territory by developing and maintaining current business-to-business accounts and to consistently seek out and establish new business for the company.

Responsibilities

• Achieve clinic and territory revenue objectives.
• Build collaborative and consultative relationships with Hanger Clinic team.
• Develop and implement strategies to maximize revenue from existing referral sources and generate new referral source sales.
• Work in hospital, skilled nursing and rehab-type facility patient-care settings; complete all hospital/facility vendor credentialing.
• Develop Sales/Growth/Business plan with each clinic in assigned territory.
• Achieve existing referral source maintenance and expansion objectives:
  • Provide service support and follow-up to referral sources.
  • Facilitate solutions around customer service challenges.
  • Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE and community events.
  • Close sales transactions and monitor business; follow up as necessary to secure business.
  • Develop clinic account management plans to measure and monitor business flow from key referral sources.
  • Develop plan for referral sources that are not fully penetrated.
  • Monitor territory performance through regular review of referral reports, looking for drops in business flow.
  • Conduct quarterly business reviews with internal local management team.
• Achieve new referral source sales objectives:
  • Achieve a minimum of 40 sales calls and 2 in-services per week documented in Salesforce.
  • Conduct extensive new referral source development program including customer in-service meetings with clinical partners, cold calls, drop-ins, etc.
  • Achieve minimum requirements with referral sources for CEUs and in-services with clinical partners.
  • Develop ample pipeline of potential new referral prospects.
  • Facilitate connection of Hanger clinicians to referral sources through Hanger programs, CE and community events.
  • Close sales transactions and monitor business; follow up as necessary to secure business.
• Assume responsibility for executing various sales growth initiatives and special projects in a geographic area, as assigned by the appropriate RSM.
• Identify and validate trade shows and conference opportunities throughout territory; analyze ROI for all trade shows and conference opportunities and ensure they are in alignment with the growth strategy for the region.
• Support new hire onboarding and training of BDAs & BDMs: field rides with BDAs/BDMs as needed.
• Empower human potential by consistently demonstrating the Hanger values.
• Demonstrate clear understanding of the enterprise initiatives and focus, “big picture.”
• Demonstrate clear understanding of all Hanger resources (intranet, OneSource, Salesforce, etc.).
• Demonstrate high level of proficiency around all BDM administrative duties.
• Demonstrate exceptional internal collaboration.
• Have a proven track record of success with internal team and revenue growth.
• Facilitate networking within the national BDM and Ampower teams.
• Develop strategic alliances with hospitals/IDNs through:
  • Identify and pursue strategic alliances that drive growth within the territory/region.
  • Coordinate any contract/agreement as necessary in accordance with company guidelines (financial and legal).
  • Pursue and sell institution contract fee increases.
  • Support the development and delivery of proposals, presentations, responses to RFPs, etc. in an effort to improve contracting efforts with local or regional payers, large healthcare facilities, and other potential sources of business in local territory.
  • Lead and coordinate RFP responses.
  • Drive collaboration throughout all internal stakeholders to ensure alignment.
  • Create sales plans to maximize full contract opportunity; collaborate with clinic management to create clinical support plan.
  • Collaborate with all stakeholders to build protocols and implementation plan.
  • Monitor key performance indicators with both internal and external stakeholders.
  • Conduct quarterly business reviews with internal and external stakeholders.

Requirements

• BA/BS in Healthcare Administration, Marketing, Business Administration or another related field OR an equivalent combination of education and experience required.
• Minimum 5 years of experience in professional sales preferred in healthcare industry or 1 year as BDA.
• Must have, or be eligible to obtain, a valid driver’s license and driving record within the standards outlined within Hanger’s Motor Vehicle Safety Policy and Procedures.

Qualifications

• Strong relationship-building and presentation skills.
• Knowledge of the medical community.
• Ability to maintain customer relations.
• Strong communication skills, both written and oral.
• Ability to drive company initiatives through colleagues/peers.
• Advanced knowledge of Microsoft software applications, such as Word, Excel, PowerPoint, etc.
• Act with integrity in all ways and at all times, remaining honest, transparent, and respectful in all relationships.
• Keep the patient at the center of everything that you do, building lifelong trust.
• Foster open collaboration and constructive dialogue with everyone around you.
• Continuously innovate new solutions, influencing and responding to change.
• Focus on superior outcomes and calibrate work processes for outstanding results.

Benefits

• Competitive compensation packages.
• 8 Paid National Holidays & 4 additional Floating Holidays.
• PTO that includes Vacation and Sick time.
• Medical, Dental, and Vision Benefits.
• 401k Savings and Retirement Plan.
• Paid Parental Bonding Leave for New Parents.
• Flexible Work Schedules and Part-time Opportunities.
• Generous Employee Referral Bonus Program.
• Mentorship Programs—Mentor and Mentee.
• Student Loan Repayment Assistance by Location.
• Relocation Assistance.
• Regional & National traveling CPO/CO/CP opportunities.
• Volunteering for Local and National events such as Hanger’s BAKA Bootcamp and EmpowerFest.