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Concentra · 1 day ago

Key Account Manager

Chicago, IL

Full-time

Onsite

Mid Level

3+ years exp

Concentra is a company focused on providing healthcare services, and they are seeking a Key Account Manager to secure, manage, and grow business relationships with local and regional employer accounts. The role involves identifying new service offerings, meeting sales objectives, and ensuring exceptional customer service.

Health CareHospitalMedicalPrimary and Urgent CareTherapeuticsWellness

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

80% of time retaining/defending and 20% to upside growth and expansion of assigned Key Accounts

Weekly touches for all Key Accounts

Meets minimum quarterly/annual revenue goals established by Senior Management, Sales and Sales Operations

Closes/Finalizes upsell opportunities, 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 (Service Package) 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 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

Utilizes C4 on a daily, weekly, monthly and quarterly basis and communicates appropriate information

Submits weekly activity reports to designated management personnel

Submits Monthly Productivity 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

Qualification

Sales ManagementCustomer Relationship ManagementOccupational Healthcare KnowledgeComplex Selling SkillsCRM SkillsFinancial AnalysisInterpersonal SkillsTime ManagementAttention to DetailWritten Communication

Required

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

Ability to perform complex selling skills – which includes dealing with senior executives, multiple decision makers in large diverse organizations

Excellent interpersonal skills

Demonstrated complex sales and multi-services success

Demonstrated CRM skills and history

Demonstrated Customer Focus approach

Demonstrated 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

Demonstrated ability to prioritize

Demonstrated excellent written and verbal communication skills

Demonstrated Deadline orientation

Demonstrated Organization and project preparation skills