Director of Corporate Accounts

Job Description

Summary

The Director of Corporate Accounts is a strategic, accounts-focused leadership role and is responsible for driving revenue growth, planning, building and maintaining long-term strategic relationships with prioritized skilled nursing corporate accounts as defined by Aria Sales leadership. The objective of this role is to develop and execute a strategic plan to achieve sales targets and expand Aria’s presence within the skilled nursing facility industry. Also manage and cultivate relationships with key corporate accounts, ensuring customer satisfaction and long-term business growth.

This role requires a leader who has a clear vision and an ability to articulate direction in alignment with the shifts in the long-term care industry. The National Director must be skilled at clearly communicating and effectively partnering with all senior leaders in the organization (sales, clinical, revenue cycle management, marketing, and training).  The National Director needs to be particularly well-studied and preferably have experience in long-term care operations, understanding KPI metrics on which key accounts measure business performance including business finances, quality care outcomes/metrics and clinical care pathway processes/decisions.

This role is externally focused and national in scope.  Responsible for building best-in-class key account capabilities.  Responsible for establishing and managing relationships with key customers, with healthcare professionals and with internal stakeholders.  Also involves managing, where appropriate, business actions required to successfully support the function (e.g. policies/procedures, budgets, data, analytics, systems, etc.).

The Director of Corporate Accounts leads the way and leads by example by demonstrating full knowledge and commitment to all applicable policies.  Monitors adherence to Aria policies and guidelines and acts according to established procedures to ensure all issues are addressed and resolved as required.

Essential Duties & Responsibilities

• Directs and develops business strategies and tactics directed at Key Accounts to achieve defined performance objectives.
• Responsible for leveraging and building C-Suite relations in Corporate Accounts and growing that segment of long-term care for Aria Care Partner.  This includes the development of business reviews, systems, and best practice process associated with the attainment and management of corporate account business relationships.
• Develops said strategies and tactics in close collaboration with Marketing, Sales, RCM, Training and Clinical Operations colleagues, through effective analysis of available data, conducting account analysis and considering market information and trends – all while ensuring alignment with approved product strategies and messages.
• Works in close collaboration with Sales counterparts (Regional Sales Directors) as appropriate in assigned geographies and with key corporate accounts.
• Identify and pursue new business opportunities within the skilled nursing facility market, including potential partnerships and new client contracts.
• Analyze market trends, competitor activities, and customer needs to inform sales strategies and product development.
• Present solutions to prospective clients that align with their business needs and demonstrate the value of the Aria’s offerings.
• Is accountable for development of best-in-class account management competencies and for recommending performance metrics for the achievement of those metrics.
• Continuously monitors field activities and regularly visits and works with other team members, helping to ensure goals and objectives are met in a customer-focused, compliant, sustained and scalable manner.
• Stays abreast of and, in fact, helps forecast trends regarding the environment in which Account Managers operate. 
• Provide strategic input to Marketing personnel for development and continued evolution of the marketing strategies.

Education & Training Requirements

Required:

• Bachelor’s degree – BS/BA
• Minimum of 7 years of leadership level experience in the long-term care industry which may include regional management, sales, specialty account management, marketing management, and/or product management experience or the equivalent.
• Demonstrated business and strategic planning skills to identify unique selling opportunities and adaptability to changing market conditions.
• Demonstrated ability to analyze financial drivers of healthcare decisions within large accounts.
• Proven track record for consistently meeting or exceeding sales targets, as well as qualitative goals.
• Demonstrated ability to analyze and understand complex data to develop strategic and actionable business plans to deliver sales results.
• Demonstrated strong change management and collaborative abilities.
• Demonstrated ability to coach, delegate, and motivate leaders of leaders providing timely feedback.
• Strong communication skills – Verbal, written and presentation skills.
• Reside within close proximity to a major airport.
• Valid driver’s license.

Preferred:

• Account-based sales (e.g. nursing home, health system, infusion centers and large group practice) experience.
• Experience in selling service-related products into the long-term care industry.
• Product launch experience

Other Qualifications

• Problem solving — Identify and resolve problems in a timely manner
• Customer service — Manage difficult client/customer situations, respond promptly to customer needs, solicit customer feedback to improve service, respond to requests for service and assistance and meet commitments
• Planning/organizing — Prioritize and plan work activities and use time efficiently
• Quality control/Attention to detail — Demonstrate accuracy and thoroughness; monitor own work to ensure quality and apply feedback to improve performance
• Proficient with Microsoft Word and Excel – Basic functionality in Excel and Word, including mail merge
• Adaptability — Adapt to changes in work environment, manage competing demands and deal with frequent change, delays or unexpected events.
• Dependability — Consistently at work and on time, follow instructions, respond to management direction and solicit feedback to improve performance
• Able to work in team environment
• Ability to lift 15-20 lbs

Physical Effort & Working Conditions

Travel Requirements:

• Ability to drive to or fly to various meetings/client sites to work with AE team members, attend meetings on a local and national basis, meet with key account leadership.
• Overnight travel to support teams.
• Travel 50-70%.