Account Executive

Account Executive

Location: San Antonio, TX

Posted: 11/11/16

Status: Full Time


The Account Executive will provide education regarding home hospice benefits and services to the community. He/she serves as a liaison between the agency and its patients, physicians, and discharge planners. The Account Executive is a hunter territory manager with the highest quota expectations and is responsible for new business development and networking. He/she will partner with the Clinical Care Coordinator’s per market with the target of client census growth.

Key Accountabilities: 

Census Growth: 

  • Educate Physicians about the services available through home health.
  • Maintain contact with referral sources to update them on changes in Medicare/Medicaid regulations.
  • Assist agency in maintaining compliance by delivering physician orders to offices and facilitate in obtaining signatures.
  • Enhance awareness of hospice services in the community by interfacing with discharge planners, hospitals and physician staff.
  • Maintain committed and cooperative attitude with all job duties.
  • Be available to assist the community with wellness and prevention.
  • Participate in community-sponsored events and expositions.
  • Stay current with regulatory changes in the home health industry.
  • Prepare educational materials.
  • Know your company and the product lines.
  • Make a minimum of 50 contact calls (referral sources) weekly to include following objectives: 
    • Develop relationships with physician offices, discharge planners, and other potential referral sources.
    • Utilize consultative sales training to manage Top 30 accounts above and beyond monthly expectations.
    • Partner with CCC and HCC teams to effectively manage time and expand visibility and service to additional referral sources.
    • Identify decision-makers at various sites and know their names.
    • Maintain calendar and activities in RSL.
    • Provide educational information related to the home health industry.
    • Follow up with referral sources at least once per month: provide outcomes.
    • Deliver and pick up Dr.’s orders as needed.
    • Discuss problem patients with the ADON, DON or Administrator on potential issues that relate to physicians.
    • Relay complaints related to any JHS patient to the appropriate ADON, DON or Supervisor. 
  • Performs other duties as directed by the Supervisor.
  • Maintains availability at all times during schedules work hours.
  • Generates company minimum of 4 Medicare admissions per calendar week.

Administrative Reporting:

  • Prepare and turn in daily, weekly and bi-weekly reports to your Supervisor, as required.
  • Record and maintain daily activities in RSL.
  • Attend scheduled Staff planning and assessment meetings, as required.
  • Understands, adheres to, and performs all duties in accordance with established agency policies and procedures as addressed in the JHS/Cima Employee Handbook and Administrative Policy/Procedure Manual.
  • Understands and agrees to comply with JHS/Cima Corporate Compliance Plan and HIPAA Notice of Privacy Practices and Security Standards.
  • Agrees to not advertise false, misleading, or deceptive information that is not readily subject to verification nor in compliance with established agency and/or federal/state policies and procedures.

Knowledge, Skills, Abilities, and other Characteristics:


  • College degree or work related experience required.
  • Two or more years of documented sales success.
  • Must have knowledge of healthcare industry with specific focus on hospice and home care healthcare.

Skills & Abilities: 

  • Must be self motivated with high energy and work ethic.
  • Must have a passion for senior care.
  • Maintains a positive attitude in dealing with co-workers, consumers, and referral sources.
  • Must have good verbal and written communication skills.
  • Possesses well developed interpersonal skills.
  • Has the ability to organize work and schedule time effectively.
  • Has the ability to operate equipment such as fax machines, handheld computer, phone systems, printers and copiers.
  • Possesses or is willing to learn the use of computers in relation to his/her responsibilities.