Home Health Account Executive

h/care was born in 2018 with a serendipitous meeting between two visionary healthcare entrepreneurs as they waited for their elevator in Birmingham, Alabama. United by a shared passion for transforming post-acute care, they spent thousands of hours visiting agencies, listening to caregivers, and gathering feedback from residents and their families. This journey culminated in the founding of h/care in 2023-a company built on a foundation of high touch, high tech, and unwavering trust, dedicated to delivering exceptional care and experiences for both our internal and external customers.

The Community You Will Join

At h/care, we are passionate about transforming the way home-based healthcare is delivered. As part of our Phoenix home health agency, you will be joining a team that is deeply rooted in the local community, committed to providing exceptional care, and dedicated to building meaningful relationships. Our local h/care team thrives on collaboration, innovation, and compassion, ensuring every patient receives care that is high-touch, high-tech, and built on trust. We foster a welcoming and supportive environment where every team member's contribution is valued. You'll be part of a mission-driven organization that prioritizes both the success of our team and the well-being of our patients, making a lasting impact in the lives of those we serve.

h/care's Unique Approach to Care

At h/care, we're revolutionizing healthcare delivery for patients and families of all ages. Frustrated with unpredictable and impersonal care experiences? We've got the solution. Our team of healthcare experts and entrepreneurial leaders has developed the PerfectVisit™ - a standardized approach ensuring high-quality, consistent care every time. By combining compassion with cutting-edge technology, we deliver transformative home-based services, from health visits to hospice care. We implement the Entrepreneurial Operating System ("EOS") to streamline decision-making, cutting through bureaucracy and eliminating unnecessary red tape. With h/care, you're not just receiving a service; you're experiencing care built on community, dignity, and trust. Available 24/7, we ensure you're never alone in your healthcare journey.

The Impact You Will Have

At h/care, we believe every patient deserves compassionate, high-quality care in the comfort of their home. As a Home Health Account Executive, you will play a critical role in connecting patients, families, and referral partners to the services they need to thrive.

Your mission: build meaningful relationships with referral partners, physicians, and community organizations to increase awareness and grow our patient base. You'll be the face of h/care in the community, identifying opportunities to educate partners about our services and ensuring seamless transitions for patients into home health care.

By creating and executing strategic plans, you'll drive referrals, expand our reach, and position h/care as the trusted leader in home health services. Your work will ensure more patients receive the exceptional care they need, families feel supported, and referral partners trust us as their go-to resource. If you are a relationship-driven professional who thrives on making a difference, this is the role for you.

Key Responsibilities

Visionary Leadership & Strategic Direction

• Market Expansion & Growth: Develop and execute strategies to expand home health services, identifying new referral sources, markets, and opportunities. Build partnerships with hospitals, physicians, and community organizations to drive growth and increase patient referrals.
• Sales Strategy: Design and implement targeted sales initiatives, setting and achieving ambitious goals for patient census and revenue growth while enhancing market share.

Market Expansion & Growth

• Develop and Execute Strategies: Formulate and implement plans to expand home health services, identifying new referral sources, geographic markets, and service lines.
• Build Partnerships: Establish and maintain relationships with hospitals, physicians, and community organizations to drive growth and increase patient referrals.

Sales Strategy

• Design Targeted Initiatives: Create and implement sales initiatives aimed at achieving ambitious goals for patient census and revenue growth while enhancing market share.
• Achieve Sales Targets: Set and meet sales targets to drive business growth.

Strategic Marketing

• Lead Marketing Efforts: Oversee the development and execution of marketing initiatives to enhance brand presence, generate leads, and support sales efforts.
• Collaborate with Marketing Teams: Work with marketing teams to create impactful campaigns that resonate with patients and referral partners.

Sales Operations

• Oversee Daily Activities: Manage daily business development activities, ensuring alignment with organizational goals and growth strategies.
• Collaborate with Clinical and Operational Leaders: Work together to ensure seamless service delivery that supports sales efforts.

KPIs & Performance Tracking

• Establish Metrics: Set performance metrics for referrals, patient acquisition, and retention.
• Analyze Data: Track and analyze these metrics to identify opportunities for improvement and inform decision-making.

Team Collaboration

• Partner with Cross-Functional Teams: Align sales strategies with patient care objectives, fostering a collaborative and results-driven environment.

Revenue Growth

• Focus on Increasing Revenue: Implement effective sales planning and efficient resource utilization to increase revenue.
• Maintain Budget Alignment: Ensure alignment with budgets and growth projections while meeting financial goals.
• Compliance
• Ensure Regulatory Compliance: Ensure all sales activities meet regulatory and ethical standards, fostering trust with patients, families, and referral sources.

Partnership Development

• Identify and Nurture Partnerships: Develop relationships with key stakeholders to unlock new growth opportunities.
• Drive Expansion: Expand into new territories and explore untapped patient populations.

Lead by Example

• Represent h/care in the Phoenix MSA: Lead key engagements, build relationships, and demonstrate best practices for the team to emulate.

Patient Impact

• Ensure Exceptional Care: Center all growth initiatives on delivering exceptional care that positively impacts patients and their families, fostering trust and loyalty.

A Typical Day

• Morning Strategy Session: Start your day by reviewing referral trends, key performance indicators (KPIs), and market insights to identify growth opportunities. Develop a targeted outreach plan focusing on high-potential referral sources, including hospitals, physicians, and community organizations.
• Client and Referral Source Engagement: Conduct face-to-face meetings with existing and prospective referral partners to understand their needs and present tailored home health solutions. Utilize a consultative selling approach to position h/care as a trusted advisor in patient care.
• Afternoon Follow-Ups and Documentation: Engage in follow-up communications with referral sources to address inquiries, provide additional information, and reinforce relationships. Document all interactions and updates in the CRM system to maintain accurate records and facilitate data-driven decision-making.
• Community Outreach and Networking: Participate in local events, health fairs, and networking opportunities to raise awareness of h/care's services and establish new referral channels. Leverage these platforms to educate the community about the benefits of home health care and build the company's brand presence.
• End-of-Day Coordination: Send an end-of-day activity email to leadership summarizing referral activities, progress, and key updates. Review clinician availability, send out availability updates to referral sources, and ensure all completed patient consultation documents are submitted to intake so referrals are processed without delay.
• Consistency is King: You win by showing up and being consistent in your efforts. Building trust and credibility with referral sources comes from reliability and delivering results day in and day out.
• Evening Reflection and Planning: Wrap up the day by reviewing accomplishments and planning your outreach and engagement priorities for the next day. Evaluate the success of strategies and make adjustments to keep driving growth.

Your Expertise

• Education: Bachelor's degree in Marketing, Business Administration, Healthcare Administration, or a related field is required; a Master's degree is preferred but not mandatory.
• Experience: Minimum of 2 years in home health care or hospice, with a proven track record of success in business development and consistently achieving or exceeding sales targets.
• Sales Success: Demonstrated ability to grow referral networks, secure partnerships with healthcare providers, and generate revenue growth through consultative sales strategies.
• Industry Knowledge: Deep understanding of home health and hospice industry trends, regulatory requirements, and patient care needs, ensuring compliance and alignment with market demands.
• Communication Skills: Outstanding relationship-building skills with the ability to engage stakeholders, negotiate effectively, and present tailored solutions to meet referral partners' needs.
• Strategic Vision: Expertise in creating and executing growth strategies, including expanding market presence, entering new territories, and developing service lines to meet patient needs.
• Tech-Savvy: Proficient in using customer relationship management (CRM) platforms, such as WellSky, and leveraging technology to manage sales pipelines and improve efficiency.
• Financial Understanding: Familiarity with Medicare, Medicaid, and private insurance reimbursement processes, as well as the ability to assess financial implications of growth initiatives.
• Data-Driven Decision-Making: Ability to analyze referral and sales data to identify trends, optimize strategies, and prioritize high-impact opportunities for growth.

Your Work Environment

• Location: Based in our Phoenix office with regular travel across the Greater Phoenix market to connect with referral sources, clients, and community partners. Your work will place you at the heart of our mission to expand access to compassionate, high-quality care for patients and families.
• Pace: Thrive in a dynamic, relationship-focused environment where every day brings new opportunities to achieve ambitious growth goals, build lasting partnerships, and make a difference in the lives of patients. You'll balance fast-paced decision-making with a commitment to excellence.
• Challenges: Tackle the complexities of a competitive healthcare market with confidence. You'll address diverse client needs, navigate changing industry regulations, and tailor solutions to meet market trends-all while staying focused on providing outstanding service and patient-centered care.

How Success Will Be Measured

• Referral Growth and Relationships: Build strong, trust-based partnerships with referral sources, increasing referrals by at least 20% within the first year and maintaining high levels of repeat business from key partners like hospitals, physicians, and skilled nursing facilities.
• Patient Census and Access: Drive patient census growth by ensuring a seamless transition from referral to admission, with a focus on improving access to compassionate care for every patient in need.
• Market Expansion: Open doors to new service areas or patient populations, leveraging local healthcare knowledge to identify untapped opportunities and expand h/care's footprint.
• Operational Excellence: Collaborate with intake and clinical teams to ensure referrals are processed efficiently, resulting in timely admissions and positive patient experiences.
• Regulatory Compliance and Quality: Maintain high ethical standards and ensure all referral and sales activities comply with home health industry regulations and policies.
• Community Presence: Establish American Premier as the trusted provider of choice in home health by increasing brand visibility through participation in local events, health fairs, and educational seminars.
• Technology and Data Utilization: Use platforms like a CRM to track referral pipelines, analyze performance metrics, and continuously improve strategies to drive measurable growth.