Company Overview:Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that offers a growing portfolio of services and solutions to support the diverse and complex needs of the alternate site health care provider. MHA provides expertise in Group Purchasing, Managed Care and Payer Contracting, Reimbursement Management, Specialty Pharmacy Solutions, Pharmaceutical Data Analytics, Consultant Pharmacy Software and Legislative Advocacy. Through the delivery of innovative health care services and solutions, MHA helps members increase operational efficiency, maximize business growth, and provide optimum care for their patients.Founded in 1989, MHA was purchased by Roper Technologies, Inc. in mid-2013. Roper Technologies is a constituent of the S&P 500, Fortune 1000, and the Russell 1000 indices. Roper designs and develops software (both software-as-a-service and licensed), and engineered products and solutions for healthcare, transportation, food, energy, water, education and academic research markets worldwide. To learn more please visit www.mhainc.comJob Purpose: The primary responsibility of the Account Executive position is to plan and carry out direct sales and customer service activities for MHA's Post Acute Sales division. The Account Executive is responsible for the development and growth of their member base, covering the Long-Term Care class of trade. The Account Executive will be responsible for developing an overall strategy to meet the business sales goals through conversion of competitive accounts, new business acquisition, and penetration of existing member accounts. The Account Executive will monitor sales and work with internal operations to resolve pricing discrepancies, provide exceptional service to assigned members and maximize opportunities for growth through contract portfolio expansion. The Account Executive must be able to understand and present the array of MHA contracts, including pharmaceuticals, business products, medical supply, technology, as well as present MHA's overall value proposition.Essential Duties & Responsibilities:
- Maintain and grow assigned territory sales budget.
- Plan and carry out internal sales and customer service activities via email and phone calls.
- Establish, develop, and maintain positive business and customer relationships with existing accounts within the assigned territory.
- Prospect new business through cold calling, referrals, and lead generation to develop new business opportunities.
- On-board new accounts by obtaining and processing required documentation.
- Provide proactive Data Analytics to identify, track, quantify and present member business trends and contract opportunities through individual interactions and or reports that enable members to make timely decisions.
- Utilize all MHA sales and marketing reports to support and articulate the value prop and review the opportunities for our member providers.
- Monitor and maintain accurate Member information in MHA database and use Salesforce to manage sales pipeline and sales communications/initiatives.
- Work collaboratively with Post Acute Sales Team members, including Senior Director, and Executive VP of the division.
- Communicate with management team on progress and issues.
Minimum Qualifications & Competencies:
- BS/BA degree required.
- 1-3 years account management experience and or customer service experience, preferably in healthcare, with demonstrated past sales achievements in support of quota attainment and customer retention.
- Ability to manage a territory and coordinate a high level of activity under a variety of conditions and constraints.
- Possess excellent organization and time management skills with ability to prioritize work and function independently and within a team environment.
- Strong analytical skills with proficiency in MS Office applications including Excel (Pivot Tables, V-lookup), Word, Outlook and Salesforce
- Territory includes Ohio, Michigan, Indiana, Kentucky & Tennessee
- 50% to 70% travel in territory
Internal Responsibilities:
- Adheres to all company policies and procedures including, but not limited to those identified within the Standards of Business Conduct and the Employee Handbook, as may be amended from time to time. Adheres to all applicable laws and regulations and the company's governance/compliance program.
- Responsible for reporting violations of the company's policies and procedures, Standards of Business Conduct, governance program, laws and regulations through the company or other mechanism that may be available at the time of the violation. Assists with internal control failure remediation efforts.
- Becomes knowledgeable of internal control responsibilities through training and instruction. Responsible and accountable for internal control performance within their area of responsibility. Participates in the internal controls self-assessment process.
- Ensures concerns with internal control design or performance and process changes that impact internal control execution are communicated to management.
Job/Functional KnowledgeUnderstands duties and responsibilities, has necessary functional and technical knowledge for task completion, keeps job knowledge current, applies knowledge and skills that lead to success in the job.
- Effectively applies background & experience to current role.
- Demonstrates a comprehensive knowledge of particular field.
- Keeps informed of latest trends, developments, and best and current practices in particular field.
Use of TechnologyAdapts to new technology, keeps abreast of changes and keeps knowledge up-to-date, learns new programs quickly, follows technology practices and standards.Creativity/ InnovationGenerates new ideas, challenges the status quo, takes risks, supports change, encourages innovation, solves problems creatively.Culture FitDemonstrates integrity and ethics in day-to-day tasks and decision making, adheres to MHA's core values of doing what's right, exceeding customer expectations, driving results and value, innovate to improve, treat people with respect, embrace teamwork and collaboration and have fun while achieving business goals.
- Sincerely passionate for and committed to the mission of Managed Health Care Associates
- Exhibits integrity in all actions and communication
- Works well autonomously, while acting as a team-player
- Demonstrates a vested interest in self-development
Travel: 50-75% travel Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)