SUMMARY: Responsible for all sales activities in a specified territory and for growing profitable top line revenues. The AE implements territory sales activities and is responsible for achieving sales objectives. The AE’s customers include physicians, hospitals, skilled nursing facilities, nursing companies, and payors in the territory.
To perform this job successfully, an individual must be able to perform each essential function
satisfactorily, with or without reasonable accommodation.
Research and Market Intelligence
- Identifies prospective customers by using business directories, following leads from existing clients, participating in organizations and clubs, and attending trade shows and conferences;
updates salesforce.com© with latest information to aid in the account planning and targeting
- Proactively monitors the competition’s activity and evaluates and adjusts sales plans as necessary to ensure preservation of market share. This behavior is evidenced by customer
retention and quota goals being attained.
- Maintains a comprehensive database of branch capabilities to inform customers during sales calls.
- Maintains contact management, updates account activity and progress and records sales activity in salesforce.com©.
- Participates in meetings with intake personnel to inform them of changes and updates based on field experience.
- Demonstrates the ability to maintain strong customer relationships while protecting gross margins. This behavior is evidenced through customer retention and meeting gross margin
- Ensures that the operations team is kept aware of customer service issues, both positive and negative. Demonstrates a collaborative working relationship with operations team as evidenced
by their involvement with customer satisfaction issues and the ongoing improvement of
Account Planning and Targeting
- Meets or exceeds manager’s expectation of quality sales calls per week – face to face with a buying influence.
- Meets and exceeds revenue, referral and admission targets as set by sales management to meet individual sales quotas.
- Participates in sales training programs and in-services to referral sources.
- Participates in regional and area sales management conference calls as scheduled by manager.
- Attends and participates in weekly branch meetings to include: Branch Management, CSLs,
- AEs, and others as needed, to review prior week activity and current week plans (reference agenda topics for this meeting from Business Development Sales/Ops weekly agenda guide).
- Participates in product training or other training and development workshops or conference calls as scheduled.
- Qualifies revenue potential in new and existing accounts.
- Prepares sales presentations and proposals that explain product specifications and applications based on information about accounts.
- Reviews and updates, as required, all active COE accounts.
- Conducts sales calls on targeted accounts. Prepares and delivers sales presentations to effectively address clients' needs. Gathers and organizes information on targeted accounts for
use in proposal/contract pricings. Follows up to provide additional information, answer
questions, resolve outstanding issues, and close sales. This is evidenced by the attainment of
budgeted quota goals.
- Identifies and targets new customers to discuss their needs and to explain how these needs could be met by specific products and services.
- Emphasizes product features based on analyses of customer needs, and on technical knowledge of product capabilities and limitations.
- Communicates details of referral to intake personnel and follows up with intake personnel to determine status of referral.
- Updates status of referrals in salesforce.com©.
- Has solid knowledge of and guarantees compliance with: state and federal regulations, accrediting body standards, BioScrip policies and procedures, and standards of performance.
- Gives high priority to client satisfaction and customer needs.
- Maintains a positive relationship with internal customers; listens to different viewpoints andworks collaboratively with others throughout the company to resolve conflicts. Treats people
with respect and dignity. Cultivates mutual trust and confidence as evidenced by peer
recognition as a resource and positive leader.
- Maintains high level of professionalism. Follows through on commitments to others, delivers on promises, maintains personal integrity, presents professionally at all times, is easily accessible
at all times, and serves as a role model for others as evidenced by peer feedback and letters of
recognition and support.
- Demonstrates skill and ability in effective professional written and verbal communications.
- Completes expense reports, sales reports and assigned paper work timely, accurately, and in compliance with company policy.
- Completes all company required in-services and trainings as required.
- Completes BioScrip Compliance trainings and updates per company policy.
- Completes HIPAA trainings and updates per company policy.
- Completes Self-Performance review annually.
- Performs other duties as assigned.
No supervisory responsibilities.
The physical demands described here are representative of those that must be met by an
employee to successfully perform the essential functions of this job, with or without reasonable
• The employee is frequently required to stand, walk, sit, reach outward, and handle/finger.
• The employee is occasionally required to reach above shoulder, climb, crawl, squat, kneel
• The employee must be able to frequently push/pull 15lbs or less and occasionally push/pull
up to 50lbs.
• The employee must be able to lift/carry up to 15lbs frequently and up to 35lbs occasionally.
• Specific vision abilities required by this job include close vision, distance vision, peripheral
vision, and the ability to adjust focus.
• The employee will occasionally spend prolonged periods sitting in airplanes, cars or other
means of transportation.
• Employee must be able to manipulate keyboard or otherwise access computer, telephone
and hand-held devices.
The work environment characteristics described here are representative of those an employee
encounters while performing the essential functions of this job, with or without reasonable
• Work is normally performed in a typical interior/office work environment.
• May occasionally be exposed to moving mechanical parts.
• The noise level in the work environment is usually quiet to moderate.
• The employee is exposed to outside weather conditions when traveling.
EDUCATION, TRAINING AND EXPERIENCE REQUIREMENTS
Bachelor's degree required; at least two (2) years of experience directly related to the duties
and responsibilities specified required. Educational requirements may be waived in lieu of
evidence of progressive growth in and attainment of the skills necessary to perform the required
duties. Must have a valid driver’s license and maintain a driving record which meets company’s
standards. Must have auto insurance in effect at all times.
KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED
The requirements listed below are representative of the knowledge, skill, and/or ability required,
with or without reasonable accommodation.
• Solid knowledge of BioScrip policies and procedures.
• Solid knowledge of home infusion industry, as well as a solid knowledge of respiratory, HME
and enteral lines of business.
• Knowledge of local, state, federal, and other regulations applicable the industry.
• Knowledge of accreditation standards and requirements
• Ability to work independently and demonstrate leadership.
• Ability to foster a cooperative work environment.
• Strong interpersonal and communication skills and the ability to work effectively with other
• Knowledge of computerized information systems.
• Knowledge of infusion pharmacy reimbursement: state, federal and commercial.
• Ability to develop and maintain recordkeeping systems and procedures.
• Knowledge of current business issues and trends.
• Ability to develop and implement financial plans and manage resources.
• Ability to analyze and interpret financial data.
• Knowledge of marketing strategies, processes, and available resources.
• Ability to develop, plan, and implement short- and long-range goals.
• Excellent interpersonal and communication skills.
• Ability to assume flexible work schedule. Ability to travel between locations during the
business day as necessary to fulfill the job duties described herein. Ability to travel overnight
Ability to read, analyze and interpret business information, professional journals, technical
procedures, or government regulations. Ability to write reports and business correspondence.
Ability to effectively present information and respond to questions from physicians, managers,
patients, employees, payors and the general public.
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions,
percentages, and volume. Ability to read and interpret profit and loss statements. Ability to
prepare budgets and revenue projections.
Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to
interpret an extensive variety of abstract variables