Account Executive

SUMMARY:

The Account Executive is the primary strategic and relationship client advisor role for Homecare Homebase.  This individual provides strategic alignment of the Homecare Homebase Expansion and Retention objectives within each assigned account.  The Account Executive is also responsible for developing and maintaining c-suite and senior-level relationships for assigned accounts and working collaboratively with the assigned Customer Experience Manager to ensure consistent demonstration of value-add.    

The Account Executive role is focused on achieving outstanding client satisfaction & reference-ability ratings, user adoption and relationship expansion, and account retention.

ESSENTIAL DUTIES AND RESPONSIBILITIES:                

• Creation and management of annual account plans focused on Account Retention long term, Expansion of new business and Expansion of c-suite and senior level account relationships. Account plans should include at a minimum:
  • Client's Annual strategic objectives
  • Homecare Homebase's strategic objectives and quarterly tactics to grow new sales
  • Homecare Homebase's strategic objectives and quarterly tactics to expand relationships
  • Homecare Homebase's calendar of events for quarterly meetings and relationship building events
• Collaboration with Sales on development, management and execution of Pipeline supporting quarterly and annual new business closure.
• Management and execution of client organization chart from CEO down to VP level identifying:
  • Current relationship status
  • Current Homecare Homebase's support status
  • Up keep of tactics to engage all and neutralize any negative client individuals
• Ensure the overall quality of all account engagements, applying knowledge of industry trends and best practices and suggesting alternative solutions/approach when appropriate in order to meet client objectives most effectively.
• Establish & maintain a clear understanding of the client's business in order to drive continued utilization and adoption of Homecare Homebase solutions for assigned account(s).  This includes
  • Facilitation of training & user outreach campaigns tailored to solutions implemented and account user-base.
  • Identification of adoption barriers and threats, and creating actionable and measurable plans to proactively address.
  • Establishing new relationships within the user community and ensuring regular touch points with existing users.
  • Understanding and appreciation of operations roadmap, priorities and key operational activities for assigned account(s), which will be managed by the Customer Experience Manager
• Point of contact for Client Senior Leadership escalations.  All issues should be collaboratively reviewed by Customer Experience Manager, Director of Client Services, and AVP of Client Services.
• Contributes to contract, statement of work, and change order documentation with Sales.
• Manage time & expenses (T&E) for assigned account(s).
• All other duties as assigned.

REQUIREMENTS:

• Bachelor's degree in a related field.
• Masters degree preferred
• Minimum of 7+ years relevant client management and consulting experience
• Minimum of 10 years relevant experience, preferably within a home health or hospice organization or healthcare-focused management/strategy firm.
• Working knowledge of basic home health / hospice operations.
• Demonstrated knowledge/subject matter proficiency in at least two of the following areas:
  • Change Management
  • Evolution of Health Care, specifically as it relates to the post-acute arena
  • Contractual Negotiations and Licensing
  • Operational Excellence
  • Executive Strategy Deployment
• Demonstrated ability to establish credibility and lead as a trusted advisor to Director-level and above in order to influence decisions at all levels of an organization.
• Ability to clearly define and articulate account vision for assigned clients, that places appropriate emphasis on client satisfaction, operational excellence and account profitability.
• Ability to translate Homecare Homebase product and/or strategic direction into client-specific recommendations, using consultative selling skills to obtain client buy-in and adoption.
• Ability to establish and maintain a clear understanding of the client's business and strategic objectives in order to frame operations & services engagements that can be executed on.
• Travel required (approximately 75%).

QUALIFICATIONS: