Concentra, Inc
Strategic Account Manager
Location:
US-TX-Addison
Job ID:
354732
Position Category:
Sales
Position Type:
Full Time
Recruiter:
Enrique Camblor
Overview Concentra is recognized as the nation's leading occupational health care company. With more than 40 years of experience, Concentra is dedicated to our mission to improve the health of America's workforce, one patient at a time. With a wide range of services and proactive approaches to care, Concentra colleagues provide exceptional service to employers and exceptional care to their employees.
Within assigned accounts the Strategic Account Manager will secure, manage, grow and maintain business relationships and revenue while identifying new opportunities within accounts leading to expanded market share. Meet sales growth objectives in accordance with Concentra sales policies, practices, procedures and applicable regulations. Achieve objectives related to sales and growth of Concentra's complete service offering.
Responsibilities
Secure, manage, maintain and deepen the business relationships with strategic employer accounts leading to expanded market share and referrals into Concentra
Leverage strategic CESs and local CLT, DLT and VP teams to drive consistent quality of delivery, ensure customer satisfaction and expansion (organic growth)
Act as escalation point for Concentra and the account when local resources are unable to resolve concerns
60% account management focus overseeing account retention strategies leveraging employer, payor and internal resources. 40% sales focus to identify and onboard new employer locations while also implementing revenue-maximizing strategies to reduce w/c ecosystem network discounting and/or direction of care away from Concentra
Develop and execute strategy to expand market share through new customer prospects and/or existing accounts with significant growth opportunity
Grow and maintain select existing customer relationships as identified collaboratively with sales leadership. Select service options include but not limited to Inj/Non-inj Employer Services & Screenings, CAS, Onsite, Telemedicine
Meets minimum quarterly/annual revenue goals established by Senior Management, Sales and Sales Operations
Identifies and pursues new customer opportunity and is able to articulate Concentra's full scope of service with a focus on securing and growing new account revenue
Closes/Finalizes the sale, develops an implementation strategy across multiple disciplines as needed, with established inception dates
Communicates and solicits appropriate approvals on Pricing/Margin targets across multiple disciplines
Coordinates "set-up" of Concentra service offering/protocol and customer on-boarding to ensure smooth business transition and implementation
Establishes "open channel" communication with Concentra Management and service providers to create free flowing customer/market information
Coordinates marketing efforts with Field Sales and Regional Sales Directors across multiple territories as needed
Utilizes C4 on a daily, weekly, monthly and quarterly basis and communicates appropriate information
Submits weekly activity reports to designated management personnel
Able to interpret and deliver various customer related outcome data
Identify, interpret and develop customer proposal requirements and communicate accordingly with management and corporate proposal development team
Maintain current knowledge of industry partners, payors, adjuster teams, case management groups, provider networks (Primary Care, Specialist, PT), etc.
Qualifications
Education Level: Bachelor's Degree Major: Degree must be from an accredited college or university.
3-5 Years Concentra Sales Organization Experience
4-5 years minimum direct sales and marketing experience to major employer accounts
Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
Results-Oriented
Customer/Relationship-Oriented
Demonstrated general knowledge of Care delivery, billing, case management, network applications and state regulation standards within the Occupational Healthcare industry
Excellent interpersonal skills
Proven sales and marketing success
Customer Focus approach
Ability to learn and apply new knowledge
Functional ability to operate PC applications, word processing, spreadsheets, and contact management
Basic financial analysis and visit trend review skills
Ability to prioritize
Excellent written and verbal communication skills
Ability to meet deadlines
Organization and project preparation skills
Time management
Sense of urgency and prioritization skills
Ability to form strong internal and external relationships Attention to detail
Sense of follow-through and follow-up
Research and data application skills
Job Requirements While performing the duties of this job, the employee is continuously sitting for extended periods, frequently standing and occasional walking. May continuously utilize hands and fingers for typing, flex or extend wrist to perform other job-related tasks. The employee is continuously required to use hands and fingers to feel, handle, or operate PC, office equipment and/or other equipment. Due to the nature of this position, an employee can expect heavy computer usage requiring wrist flexion/extension for at least 8 hours per day. Occasional stooping, pushing, pulling, reaching or overhead reaching, and climbing in the performance of work. The ability to hear and understand with clarity and detect sound, and have conversations with staff, customers, management, etc. Hearing within the acceptable range for telephone and in-person contacts. Normal or corrected vision to acceptable levels for office work. The ability to lift/carry up to 10 pounds.
The mental demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. In this position, the employee may have imposed pressure on a routine and frequent basis to meet various deadlines, contact with people in stressful and unpredictable situations and to handle confidential and sensitive information and situations with care.
Moderate overnight travel up to 30% by land or air may be required of employee in this position. While travelling the employee may encounter varying weather conditions, road and walking surfaces and will need to adjust to those conditions (i.e., inclement weather, slippery surfaces, wet surfaces, uneven surfaces, humid, cold or hot temperatures, etc.) Also, while travelling the employee will need to adjust to the physical demands that may include: lifting to place luggage in overhead bin(s), standing in line(s), walking, sitting for unknown periods of time, and other physical demands that travelling may impose on a person.
Additional Data Employee Benefits
401(k) Retirement Plan with Employer Match
Medical, Vision, Prescription, Telehealth, & Dental Plans
Life & Disability Insurance
Paid Time Off
Colleague Referral Bonus Program
Tuition Reimbursement
Commuter Benefits
Dependent Care Spending Account
Employee Discounts
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation, if required.
Concentra is an equal opportunity employer that prohibits discrimination, and will make decisions regarding employment opportunities, including hiring, promotion and advancement, without regard to the following characteristics: race, color, national origin, religious beliefs, sex (including pregnancy), age, disability, sexual orientation, gender identity, citizenship status, military status, marital status, genetic information, or any other basis protected by federal, state or local fair employment practice laws.
*This job requires access to confidential and sensitive information, requiring ongoing discretion and secure information management*
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US-TX-Addison
Job ID:
354732
Position Category:
Sales
Position Type:
Full Time
Recruiter:
Enrique Camblor
Overview Concentra is recognized as the nation's leading occupational health care company. With more than 40 years of experience, Concentra is dedicated to our mission to improve the health of America's workforce, one patient at a time. With a wide range of services and proactive approaches to care, Concentra colleagues provide exceptional service to employers and exceptional care to their employees.
Within assigned accounts the Strategic Account Manager will secure, manage, grow and maintain business relationships and revenue while identifying new opportunities within accounts leading to expanded market share. Meet sales growth objectives in accordance with Concentra sales policies, practices, procedures and applicable regulations. Achieve objectives related to sales and growth of Concentra's complete service offering.
Responsibilities
Secure, manage, maintain and deepen the business relationships with strategic employer accounts leading to expanded market share and referrals into Concentra
Leverage strategic CESs and local CLT, DLT and VP teams to drive consistent quality of delivery, ensure customer satisfaction and expansion (organic growth)
Act as escalation point for Concentra and the account when local resources are unable to resolve concerns
60% account management focus overseeing account retention strategies leveraging employer, payor and internal resources. 40% sales focus to identify and onboard new employer locations while also implementing revenue-maximizing strategies to reduce w/c ecosystem network discounting and/or direction of care away from Concentra
Develop and execute strategy to expand market share through new customer prospects and/or existing accounts with significant growth opportunity
Grow and maintain select existing customer relationships as identified collaboratively with sales leadership. Select service options include but not limited to Inj/Non-inj Employer Services & Screenings, CAS, Onsite, Telemedicine
Meets minimum quarterly/annual revenue goals established by Senior Management, Sales and Sales Operations
Identifies and pursues new customer opportunity and is able to articulate Concentra's full scope of service with a focus on securing and growing new account revenue
Closes/Finalizes the sale, develops an implementation strategy across multiple disciplines as needed, with established inception dates
Communicates and solicits appropriate approvals on Pricing/Margin targets across multiple disciplines
Coordinates "set-up" of Concentra service offering/protocol and customer on-boarding to ensure smooth business transition and implementation
Establishes "open channel" communication with Concentra Management and service providers to create free flowing customer/market information
Coordinates marketing efforts with Field Sales and Regional Sales Directors across multiple territories as needed
Utilizes C4 on a daily, weekly, monthly and quarterly basis and communicates appropriate information
Submits weekly activity reports to designated management personnel
Able to interpret and deliver various customer related outcome data
Identify, interpret and develop customer proposal requirements and communicate accordingly with management and corporate proposal development team
Maintain current knowledge of industry partners, payors, adjuster teams, case management groups, provider networks (Primary Care, Specialist, PT), etc.
Qualifications
Education Level: Bachelor's Degree Major: Degree must be from an accredited college or university.
3-5 Years Concentra Sales Organization Experience
4-5 years minimum direct sales and marketing experience to major employer accounts
Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
Results-Oriented
Customer/Relationship-Oriented
Demonstrated general knowledge of Care delivery, billing, case management, network applications and state regulation standards within the Occupational Healthcare industry
Excellent interpersonal skills
Proven sales and marketing success
Customer Focus approach
Ability to learn and apply new knowledge
Functional ability to operate PC applications, word processing, spreadsheets, and contact management
Basic financial analysis and visit trend review skills
Ability to prioritize
Excellent written and verbal communication skills
Ability to meet deadlines
Organization and project preparation skills
Time management
Sense of urgency and prioritization skills
Ability to form strong internal and external relationships Attention to detail
Sense of follow-through and follow-up
Research and data application skills
Job Requirements While performing the duties of this job, the employee is continuously sitting for extended periods, frequently standing and occasional walking. May continuously utilize hands and fingers for typing, flex or extend wrist to perform other job-related tasks. The employee is continuously required to use hands and fingers to feel, handle, or operate PC, office equipment and/or other equipment. Due to the nature of this position, an employee can expect heavy computer usage requiring wrist flexion/extension for at least 8 hours per day. Occasional stooping, pushing, pulling, reaching or overhead reaching, and climbing in the performance of work. The ability to hear and understand with clarity and detect sound, and have conversations with staff, customers, management, etc. Hearing within the acceptable range for telephone and in-person contacts. Normal or corrected vision to acceptable levels for office work. The ability to lift/carry up to 10 pounds.
The mental demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. In this position, the employee may have imposed pressure on a routine and frequent basis to meet various deadlines, contact with people in stressful and unpredictable situations and to handle confidential and sensitive information and situations with care.
Moderate overnight travel up to 30% by land or air may be required of employee in this position. While travelling the employee may encounter varying weather conditions, road and walking surfaces and will need to adjust to those conditions (i.e., inclement weather, slippery surfaces, wet surfaces, uneven surfaces, humid, cold or hot temperatures, etc.) Also, while travelling the employee will need to adjust to the physical demands that may include: lifting to place luggage in overhead bin(s), standing in line(s), walking, sitting for unknown periods of time, and other physical demands that travelling may impose on a person.
Additional Data Employee Benefits
401(k) Retirement Plan with Employer Match
Medical, Vision, Prescription, Telehealth, & Dental Plans
Life & Disability Insurance
Paid Time Off
Colleague Referral Bonus Program
Tuition Reimbursement
Commuter Benefits
Dependent Care Spending Account
Employee Discounts
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation, if required.
Concentra is an equal opportunity employer that prohibits discrimination, and will make decisions regarding employment opportunities, including hiring, promotion and advancement, without regard to the following characteristics: race, color, national origin, religious beliefs, sex (including pregnancy), age, disability, sexual orientation, gender identity, citizenship status, military status, marital status, genetic information, or any other basis protected by federal, state or local fair employment practice laws.
*This job requires access to confidential and sensitive information, requiring ongoing discretion and secure information management*
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