Job Description

This position is primarily remote, with work conducted through consultative sales calls, virtual meetings, and online presentations.

Job Summary

The Healthcare Sales Consultant will conduct business development activities that focus primarily on outbound lead generation calls, direct face-to-face interactions with clients, and participation in activities and events to build a pipeline and secure new business. Identify, develop, and close new sales opportunities while responding to inbound leads to achieve the company's sales targets and growth objectives. This role involves close collaboration with marketing to develop lead generation strategies, conduct outreach, and qualify leads.

This role involves implementing sales strategies and ensuring the achievement of sales targets in the designated territory. The Consultant will focus on expanding the customer base and driving revenue growth.

Essential Duties and Responsibilities

1. Gain and maintain a comprehensive understanding of all company services, including their features, benefits, and value propositions. Articulate how the company’s services align with client goals and deliver measurable value.
2. Research and identify potential leads via databases, online platforms, and marketing campaigns, and cultivate and qualify leads via phone and in-person contact to build a pipeline.
3. Partner with the marketing team to convert marketing-qualified leads into sales opportunities through targeted outreach.
4. Present proposed solutions in formal meetings, both face-to-face and virtually. Ensure the proposal clearly outlines the scope of work, deliverables, timeline, and pricing.
5. Promote, enroll, and actively participate in group service campaigns, onsite events, training sessions, workshops, and industry events to engage potential clients, showcase consulting solutions, and build trusted relationships with decision-makers.
6. Act as the primary point of contact for assigned accounts, conduct follow-ups, including meetings and outreach to address outstanding questions, and secure next steps.
7. Address customer objections or concerns, provide possible solutions, and summarize next steps or timeframe for future follow-ups.
8. Collaborate to determine deal strategies for complex leads (e.g., multi-facility or high-value prospects) with senior team members.
9. Prospect, build pipeline, and close deals to achieve and exceed Key Performance Indicators, individual and team revenue, personal quota,s and customer acquisition goals.
10. Prospect within new and existing accounts that result in up-selling and cross-selling opportunities.
11. Update and maintain the integrity of client information/data in the system, including lead and contact entry, opportunity progression, and contact interaction.
12. Participate in compliance reviews, including but not limited to the development of quality assessment tools, scheduling, pre-assessment documentation review, onsite review activities, and report preparation.
13. Stay up to date with changes or additions to services to ensure accurate communication with clients.

Knowledge, Skills & Abilities

1. Proficient computer skills (MS Word, Excel, PowerPoint).
2. Excellent oral, written, and customer service-oriented communication skills.
3. Excellent and demonstrated critical thinking ability.
4. Excellent organizational skills with the ability to respond to and coordinate multiple activities simultaneously under short time frames.
5. Customer service-oriented when working with internal and external customers.
6. Familiarity with CRM systems and lead generation tools (Salesforce, HubSpot, etc.)

Education, Experience, & Licensing Requirements

Education

1. High School diploma or equivalent required. Bachelor’s degree in business, Marketing, Healthcare Administration, or a related field preferred.

Experience

1. 4 years of outside sales experience required, 2 years of healthcare sales experience in a nursing home, home health, or post-acute provider market required.
2. 2 years of experience with consulting services, admissions, or program enrollment is preferred.
3. Experience with reporting and documentation in CRM systems and lead generation tools is required (Salesforce, HubSpot, etc.)

Travel Requirements

1. This position is home office-based, with the expectation that the employee will work remotely from a dedicated home office. Travel of up to 50% is required to meet with clients and potential customers, attend industry events, and participate in in-person meetings or corporate functions as needed, including occasional visits to the Memphis corporate office for event preparation, attendance, and follow-up.
2. Flexible working hours, including evenings and weekends, may be required based on customer needs and business demands.

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

1. Employee will constantly communicate with others regarding employment-related information or instruction and must be able to exchange accurate information in these situations.
2. This role requires constant use of standard office equipment, such as computers and telephones, to receive and share information.
3. Employee must be able to read and interpret information displayed on a computer screen.
4. Employee must be able to remain in a stationary position for extended periods of time.
5. This role occasionally requires the employee to lift light objects up to 25 pounds.

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