Key Account Manager

About This Role

This Key Account Manager role focuses on securing, managing, and growing business relationships and associated revenue with local/regional employer accounts within the occupational healthcare industry. The primary goal is to expand market share and achieve sales retention and growth objectives.

Responsibilities

• Establish and expand relationships within assigned Key Accounts to uncover additional opportunities
• Utilize Personas, Sales Process and Job Aids for all sales campaigns and upsell opportunities
• Retain Key Account customers and defend from competition through management of resources region-wide to drive ongoing satisfaction
• Work with Director Leadership Team to include in necessary and periodic meetings with Key Account decision makers and personnel
• Dedicate 80% of time to retaining/defending and 20% to upside growth and expansion of assigned Key Accounts
• Conduct weekly touches for all Key Accounts
• Meet minimum quarterly/annual revenue goals established by Senior Management, Sales and Sales Operations
• Finalize upsell opportunities and develop implementation strategy across multiple disciplines
• Communicate and solicit appropriate approvals on Pricing/Margin targets across multiple disciplines
• Coordinate "set-up" of Concentra service offering and customer on-boarding to ensure smooth business transition and implementation
• Establish "open channel" communication with Concentra Management and service providers to create free flowing customer/market information
• Coordinate marketing efforts with local Account Executives, Payor Sales group and Sales Directors across multiple territories as needed
• Work with marketing and SAEs to effectively transition closed Key employers to implementation and account management status
• Utilize C4 on a daily, weekly, monthly and quarterly basis and communicate appropriate information
• Submit weekly activity reports and Monthly Productivity reports to designated management personnel
• 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

Requirements

• 3-5 years direct sales and marketing experience to local/regional employer accounts
• Demonstrated general knowledge of care delivery, billing, case management, network applications and state regulation standards within the Occupational Healthcare industry
• Ability to perform complex selling skills – including dealing with senior executives and multiple decision makers
• Demonstrated complex sales and multi-services success
• Demonstrated CRM skills and history
• Functional ability to operate PC applications, word processing, spreadsheets, and contact management
• Basic financial analysis and visit trend review skills
• Excellent written and verbal communication skills
• Demonstrated organization and project preparation skills
• Demonstrated time management and prioritization skills
• Demonstrated attention to detail and follow-through/follow-up

Qualifications

• Bachelor's degree or equivalent experience
• 3-5 years minimum direct sales and marketing experience to local/regional employer accounts.

Skills

* Required skills