Account Manager Il, Home Health, Hospice, Home Infusion, and Home Medical Equipment

Department :

10700 Home Office IL - Business Development

Status : Full time

Benefits Eligible : Yes

Hou rs Per Week : 40

Schedule Details / Additional Information :

M-F 8a-5p. Extensive travel required across the IL footprint of Advocate Health Care, including the specific geography around Good Samaritan, Illinois Masonic Medical Center and Trinity hospitals.

Pay Range

$40.30 - $60.45

Relationship development, sales, sales / growth planning, account management : managed assigned territory of physicians, hospital leaders, skilled nursing facilities, assisted living facilities and other referral sources for the purpose of relationship building, education, consultation / problem solving that results in increased volumes to key programs in the Continuing Health Division such as Home Health, Hospice, Home Infusion and / or Home Medical Equipment (Health at Home).

Major Responsibilities :

• Through rounding on key accounts, uses consultative selling and subject matter expertise to advise and educate physicians and other referral sources on a wide variety of clinical services and strategic topics which translates into increased referral volume to Home Health, Hospice, Home Infusion and Home Medical Equipment (Health at Home). Targets employed, aligned physicians as well as non-Advocate Aurora Health physicians, hospitals and other referral sources across multiple PSA’s.
• Identifies opportunities matching physician and other referral source needs with organizational offerings that benefit both the customer and AdvocateAurora Continuing Health (CH). Communicates messages on behalf of the organization about issues, value of solutions and Advocate Aurora Health at Home strategies. Responsible for preparing proposals and responding to requests for proposal.
• Develops and executes sales plans and growth strategies that produce an acceptable return, optimizes all available internal resources, and meets or exceeds individual targets within a defined market. Identifies future markets, new product offerings and opportunities to increase quality revenue for CH.
• Manages and maintains new and existing relationships with key non-AAH hospitals, physicians, and post-acute entities to deliver high satisfaction levels and support achievement of non AAH growth sales goals. Works directly with market leadership on appropriate tactical plans that deliver desired results. Works collaboratively with leaders and staff both within the market and from the division to manage key market based non-AAH relationships. Independently initiates outreach to local non-AAH organizations to promote CH products and services in a consultative manner that meet the customer's needs.
• Resolves customer service problems to the satisfaction of the physician / referral source by acting as a liaison between AdvocateAurora associates, the payor and / or the referral source. Takes a proactive position to identify potential problem areas and communicate this information to AdvocateAurora as well as the referral source. Has the responsibility to collaborate with operations to drive performance improvement areas, and notify executive management when a customer is not receiving, or going to receive, service excellence.
• Assists CH in assessing and reviewing post-acute network partnerships for specialty services. Identifies physicians and / or post-acute providers (such as SNF, Extended Care, Assisted Living partnerships, etc.) for potential partnership that supports the growth or total cost of care savings for the division, ACO and Enterprise Population Health (EPH). Reviews new partner potential and viability. Responsible for initiating key contract discussions, facilitating price negotiations, and operationalizing contracts between providers and AAH operations to ensure continuum alignment.
• Responsible for maintaining a broad knowledge of Continuing Health's products and services and detailed knowledge of CH’s Health at Home businesses. Articulates clinical and technical knowledge of each business unit and the respective value propositions to generate sales opportunities. Keeps all levels of Advocate Aurora Health at Home staff informed regarding sales activities with existing and potential referral sources and issues of importance to the referral source. Communication is conducted formally at division meetings, marketing meetings and clinical meetings, and informally daily.
• Attends multiple PSA and site of care leadership meetings as required to report on challenges, activities and share critical information as it relates to the business plans. Also builds productive relationships with Continuing Health's Leadership teams (12 business units) and integrative functions (peers and leaders). Attends multiple business unit growth meetings as required to report on challenges, activities and share critical information as it relates to the business plans.
• Actively participates in development, use and documentation of tracking reports for growth planning. Manages accountabilities by tracking and reporting results to Continuing Health leadership. Actively supports the development and use of dashboards for reporting success related to specific growth Key Result Areas, including market trends and intelligence.
• Supports all operational functions (including clinical staff) and intervenes whenever appropriate, and at the incumbent's discretion, to assure service excellence or resolve concerns on behalf of the consumer or referral source. Provides leadership, acts as a role model and provides direction to other CH team members in providing "breakthrough service" and service recovery. Arranges and executes appropriate training programs related to marketing and customer service.

Licensure, Registration, and / or Certification Required :

Education Required :

Experience Required :

Knowledge, Skills & Abilities Required :

Physical Requirements and Working Conditions :

Our Commitment to You :

Advocate Health offers a comprehensive suite of Total Rewards : benefits and well-being programs, competitive compensation, generous retirement offerings, programs that invest in your career development and so much more – so you can live fully at and away from work, including :

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About Advocate Health

is the third-largest nonprofit, integrated health system in the United States, created from the combination of Advocate Aurora Health and Atrium Health. Providing care under the names in Illinois; in the Carolinas, Georgia and Alabama; and in Wisconsin, Advocate Health is a national leader in clinical innovation, health outcomes, consumer experience and value-based care. Headquartered in Charlotte, North Carolina, Advocate Health services nearly 6 million patients and is engaged in hundreds of clinical trials and research studies, with serving as the academic core of the enterprise. It is nationally recognized for its expertise in cardiology, neurosciences, oncology, pediatrics and rehabilitation, as well as organ transplants, burn treatments and specialized musculoskeletal programs. Advocate Health employs 155,000 teammates across 69 hospitals and over 1,000 care locations, and offers one of the nation’s largest graduate medical education programs with over 2,000 residents and fellows across more than 200 programs. Committed to providing equitable care for all, Advocate Health provides more than $6 billion in annual community benefits.