Job description

Overview

The Area Sales Manager is responsible for implementing and carrying out the sales initiatives set forth by the company, throughout his/her assigned territory and to support the day-to-day business development operations of the account executives. This includes assisting the account executives in establishing and developing new business contacts, establishing and refining market analyses, maintaining current relationships; developing and implementing a sales and marketing plan and achieving their established growth quota's. The position will require travel and timely completion of required reports, summaries and recommendations. The ASM will be assigned an individual account(s) with a quota and a territory/market, in which ASM will supervise and oversee the performance of Account Executives from care centers within the assigned territory.
Responsibilities

JOB DUTIES/KNOWLEDGE Sets and achieves goals for growth, including:
Meets admission and payor-mix goals (understand profitability).
Meets short and long-term target account goals.
Participates in setting territory goals for admissions.
Ensures each care center has evolving market analyses.
Establishes a culture of accountability for performance in entire area.
Fosters a sense of teamwork between and amongst Operations and Sales. Meets the minimum workday/week standards:
Required to make a set number of quality sales calls per day and ensure the Account Executives under direct supervision do the same.
Utlilize, update and manage information related to territory by using the designated Sales Management Tools, such as SMARTbook. Ensure that direct report employees understand and use the tools as well. Serves as subject matter expert in the following essentials of the selling process and serve as mentor for direct reports: Selling Skills
Rapport building
Probing
Handling objections
Supporting
Closing
Presentation skills
SMARTbook utilization Market/ Program Knowledge
Be well versed in Amedisys services and capabilities.
Understanding of specific features and benefits of Amedisys' marketing goals and objectives.
Working knowledge of best practices within home care or hospice and within CMS guidelines.
Understands selling tools available to discuss services.
Has an understanding of other job disciplines within Amedisys.
Knowledeable of all necessary data for Market Analysis.
Knowledgeable of how to run all necessary data reports to for review of business trends and those essential to conducting weekly BD meetings. Account and Territory Penetration
Be able to identify target accounts and the potential volume in an account.
Ability to prioritize call-point and accounts.
Understand "Total Office Selling".
Has the ability to ask for the business.
Utilize all internal and external data for developing market analysis.
Has knowledge and relationship with all "C level" suite executives in hospitals in market. Competitive Knowledge Understand the facts about the key competitors
Their major accounts and why they have the business
Their services and capabilities
Their contracting and pricing strategies
Their marketing and sales strategy in your territory
Their strengths and weaknesses
Their service area
Their employee's Reimbursement Knowledge
Has an understanding of local Medicare and Medicaid
guidelines/procedures as well as private insurance guidelines/procedures.
Has knowledge of all non Medicare payors, their demographics and how to do business with.
Has an understanding of Amedisys' guidelines and procedures for accepting new business. Understands order-taking and billing procedures (Collection and Revenue), the Rx collection process, account receivable management and other requirements mandated by CMS and other governing bodies within and related to Home Health and Hospice. Profitability
Has an understanding of service and payor profitability and region profitand loss statement
Has an understanding of care center budget and care center income statement NIFO (Net Income From Operations) Quality
Understand the key parameters all care centers in market have to deem themselves Best In Class in Quality as it relates to such componenets as: Outcomes, ACH Rate, Timely admissions, Referral Intake, etc. Attend Weekly Region Meetings. Discussion should include:
Admission Plans - Let them know about new or lost business
Service Issues - What you have seen and what they have seen and develop solutions to minimize or correct the causes
Billing and Collections
Special instructions for special or target accounts
What you are telling referrals and your primary objectives
New Programs
Region profitability and objectives versus plan
Availability of Specialty Programs and potential staffing issues

VIP Accounts Abide by minimum administrative standards:
All weekly paperwork should be submitted the following Monday.
Use the Sales Management Tool(SMARTbook) to maintain account information records on a daily basis.
Maintain a complete, up-to-date account of key accounts through SMARTbook.
Work by a weekly and daily call plan through SMARTbook, which include the purpose of each call.
Maintain a current account of all referrals for self and team in SMARTbook or log.
Return all messages as soon as possible, and no later than 24 hours after the telephone call.
Participate in key referral organizations by regularly attending their meetings and trying to become members of key committees, as applicable.
Report on and be thoroughly familiar with competitive activity.
Submit timely, thorough, informative call reports and expense accounts on a weekly basis.
Approves timesheets and expense reports for direct reports in accordance with company policy.
Be familiar with all technical aspects of home health or hospice care, depending on your business unit.
Work trade shows when needed. JOB PERFORMANCE
Demonstrates initiative and skills in planning and organizing work
Demonstrates a desire to set and meet objectives and to find increasingly efficient ways to perform tasks and assists direct report with efficiencies.
Understands and practices the Four Disciplines of Execution
Focuses on Wildly Important Goals - Understands the difference between meerly important and mission specific goals and sets focus to a few wildly important goals.
Creates a visable and compelling score card - understands the difference between lead and lag measures, defines goals, measures current and target results.
Translates goals into specific actions and weekly and individual goals and tasks - identify behaviors needed to achieve goals.
Hold each other accountable at all times - gains commitment to key goals and clears the path for others to achieve goals.
Completes work with accuracy and within required time frames.
Requires minimal supervision and is self-directed. MISSION/ORGANIZATION STANDARDS Demonstrates organizational awareness and commitment
Understands and appropriately applies the chain of command in relation to job position and supervision.
Knows and understands the Company's mission in relation to own job position.
Exhibits behavior indicative of an understanding of homecare and/or hospice philosophy
and mission. Understands objectives, goals and core beliefs of Amedisys.
Protects, honors and respects confidential and sensitive information related to Company Business. Locks patient and other confidential files away from public viewing or secure in a way to comply with Company privacy policies.
Protects, honors and respects employee confidentiality policy at all times
Protects and honors customers' and coworkers' confidentiality. Observes attendance and attire policies
Meets region policy with regard to punctuality and attendance.
Demonstrates cooperation with scheduling requests to meet the region's needs.
Consistently adheres to dress code. Complies with all other related policies, procedures and requests
Demonstrates awareness of location and knowledge of company Policy and Procedure Manual and resource materials.
Adheres to policies and procedures and is flexible to changes in duties and responsibilities.
Conserves agency resources
Maintains property, supplies and equipment per company policy.
Maintains the work area to reduce the likelihood of safety hazards. COMMUNICATION SKILLS
Demonstrates interpersonal understanding and utilizes effective communication skills
Considers effects of words and actions on others.
Utilizes listening skills that indicate understanding and promotes accurate interpretation of others' concerns, motivations and feelings.
Recognizes when others are in need of information, assistance or direction and offers and provides help.
Regularly reads and appropriately applies information to practice.
Uses words that demonstrates respect, patience and understanding in interactions with others.
Acknowledges others verbally and nonverbally (eye contact, expression, tone of voice) promptly and courteously.
Utilizes appropriate phone etiquette. Exhibits behaviors of cooperation
Develops cooperation and collaborative work efforts that generally benefit all involved parties.
Demonstrates the initiative to meet the needs of the region by assisting coworkers when work load permits. PERSONAL/PROFESSIONAL DEVELOPMENT
Continuing education and personal/professional development responsibilities
Maintains personal health status requirements in relation to job position.
Maintains current personnel file information and provides information to Human Resources in a timely manner.
Sets own development challenges and volunteers to learn.
Assists with orientation of new personnel.
Attends agency-provided in-service programs, when required. Exhibits adaptability, flexibility, self-control and maturity in work and behavior
Maintains stable performance and emotions when faced with opposition, pressure and/or stressful conditions.
Develops work relationships that honor and respect others. PROBLEM SOLVING Exhibits critical thinking abilities and applies them for continuous improvement of services and the agency.
Uses knowledge, experience and other resources to make logical decisions and solve problems.
Analyzes work processes and makes suggestions for improvement.
Qualifications

Bachelor's Degree in business and/or management preferred.
Three (3) years sales experience in the health care industry.
Supervisory experience a plus.
Must demonstrate the ability to communicate effectively with all members of the
home health delivery team.
Must demonstrate the ability to support the philosophy, objectives and goals of your region.
The ability to forecast needs and set priorities.
Formal sales training.
Competent organizational skills.
Ability to handle stressful situations/deadlines.
Excellent oral/written communication and interpersonal skills.
Must have working knowledge and practical application experience with general office computer systems (i.e. Microsoft Excel), internet, email and desktop navigation.
Amedisys is an equal opportunity employer. All qualified employees and applicants will receive consideration for employment without regard to race, color, religion, sex, age, pregnancy, marital status, national origin, citizenship status, disability, military status, sexual orientation, genetic predisposition or carrier status or any other legally protected characteristic.

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