Job Description
A successful Vitas Sales Representative will have a consultative sales approach to educate medical professionals about hospice services; meeting customer needs by providing end of life care solutions to improve quality of patient care and will:
- Become a subject matter expert on Medicare Hospice Benefit, VITAS service offerings, disease specific clinical criteria and evidence based medicine.
- Be accountable to achieve set goals.
- Analyze territory and develops call routing to establish correct targets, reach and frequency for maximal territory growth.
- Develops sales messaging and strategies that align to the customers' needs to ensure hospice appropriate patients gain access to hospice services.
- Stay current with the changes in healthcare by reviewing professional publications and establishing personal networks.
- Leverage provided resources and technology as a vehicle for success.
- Use CRM toold daily in order to capture needs of customers and strategy.
- Leverage sales tools on provided devices as customer visual aids and learning tools.
- Effective in professional verbal, written, and electronic communication
- Maintain professional relationships and collaborate with internal, clinical end of life care team. Attends team meetings on regular basis.
- Resolve customer feedback by investigating opportunities for development; developing solutions; preparing reports; collaborates on resolutions with program management.
- Be open to coaching and feedback with the intention on improvement of skillsets.
- Timely completion of administrative duties: expense reports, payroll entry etc.
- Works cohesively and leverages opportunities with VITAS internal customers: VITAS Medical Director & Team Physicians, Team Managers and overlapping team disciplines, PCAs, Admissions RNs, Sr. Leadership. Attends team meeting at least two times per quarter.
QUALIFICATIONS
- Minimum 2 years sales experience or in healthcare services preferred
- Participated in competitive team environment that involved individual accountably and teamwork
- Able to demonstrate examples on critical thinking and created solutions
- Past military service a plus
- Experience with volunteer organization a plus
- Hospice experience preferred.
- Evidence of achieving sales goals within the market and/or demonstrates track record of consistently exceeding corporate goals
- Strong customer service, sense of urgency and problem solving skills
- Time Management and Organizational Skills
- Demonstrated knowledge and successful application of a need satisfaction selling process
- Ability to manage a territory, to conduct sales calls and to generate sales by building long term business partnerships
- Strong interpersonal skills within all levels of an organization
Expectations:
- Excellent presentation, negotiation and relationship-building skills
- Excellent oral and written communication skill
- Ability to work outside of normal business hours (8-5), evenings and weekends as needed.
- Ability to navigate within a CRM tool and proficiency in Outlook, Word and Excel,PowerPoint.
- Ability to develop clinical knowledge base to support VITAS sales efforts
- Integrity and customer focus: ethical, moral conduct, customer services
- Reliable transportation
- Able to expense minimal (i.e. lunches, snacks, breakfasts) customer education when approved.