Account Executive

🕒 January 7

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Hearst Health

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

⚕️ Healthcare Insurance

☁️ SaaS

🏢 Enterprise

Healthcare Insurance • SaaS • Enterprise

Hearst Health is a division of Hearst Communications that focuses on guiding important care moments in healthcare by delivering vital information to all those involved in a person's health journey. It provides evidence-based clinical guidelines and healthcare workforce management solutions through its various subsidiaries including FDB (First Databank), Zynx Health, MCG, Homecare Homebase, MHK, and QGenda. Hearst Health aims to improve care quality and efficiency by using scalable technology to deliver clinical decision support and workforce management solutions, impacting the majority of people in the U. S. Its mission is supported by prominent leaders in the healthcare and technology sectors at Hearst Health.

📋 Description

• Creation and management of annual account plans focused on long-term account retention, expansion of new business, and expansion of C-suite and senior-level relationships. Account plans should include at a minimum: • - Client’s annual strategic objectives • - Homecare Homebase strategic objectives and quarterly tactics to grow new sales • - Homecare Homebase strategic objectives and quarterly tactics to expand relationships • - Calendar of executive meetings, business reviews, and relationship-building activities • Accountability for revenue retention and renewal strategy across assigned accounts, including forecasting, contract planning, and executive alignment conversations. • Lead strategic conversations related to licensing and pricing model evolution, aligning financial outcomes with customer growth and value realization. • Collaboration with Sales on development, management, and execution of pipeline supporting quarterly and annual new business closure, including generation of high-quality sales-qualified leads (SQLs). • Drive expansion opportunities across the Homecare Homebase ecosystem ensuring client readiness and measurable value realization. • Management and execution of the client organization chart from CEO through VP level, identifying: • - Current relationship status • - Current Homecare Homebase support touchpoints • - Tactics to deepen engagement and address detractors • Identify early indicators of account risk, develop mitigation strategies, and lead cross-functional coordination to stabilize relationships and reduce churn. • Ensure the overall quality of account engagements by applying knowledge of industry trends and best practices, and by recommending alternative approaches when appropriate to most effectively meet client objectives. • Establish and maintain a clear understanding of the client’s business and strategic objectives to drive continued utilization and adoption of Homecare Homebase solutions for assigned account(s), including: • - Facilitation of training and user-outreach campaigns tailored to the account • - Identification of adoption barriers and threats, with actionable remediation plans • - Regular touch points with key executive and operational stakeholders • - Understanding of client operational roadmap, priorities, and initiatives • Actively manage Voice of Customer (VOC) and NPS responses, developing documented healing plans for detractors and strengthening relationships with promoters. • Collaborate cross-functionally with Sales, Client Services, Implementation, Product, and Finance teams to ensure execution of account objectives, renewals, escalations, and expansion initiatives. • Contribute to contract, statement of work, and change order documentation in partnership with Sales and Legal. • Manage time and expenses (T&E) for assigned account(s). • All other duties as assigned.

🎯 Requirements

• Bachelor’s degree in a related field. • Minimum of 7+ years relevant client management and consulting experience • Minimum of 10 years relevant experience, preferably within a home health or hospice organization or healthcare-focused management/strategy firm. • Working knowledge of basic home health / hospice operations. • Demonstrated knowledge/subject matter proficiency in at least two of the following areas: • - Change Management • - Evolution of Health Care, specifically as it relates to the post-acute arena • - Contractual Negotiations and Licensing • - Operational Excellence • - Executive Strategy Deployment • Demonstrated ability to establish credibility and lead as a trusted advisor to Director-level and above in order to influence decisions at all levels of an organization. • Ability to clearly define and articulate account vision for assigned clients, that places appropriate emphasis on client satisfaction, operational excellence and account profitability. • Ability to translate Homecare Homebase product and/or strategic direction into client-specific recommendations, using consultative selling skills to obtain client buy-in and adoption. • Ability to establish and maintain a clear understanding of the client’s business and strategic objectives in order to frame operations & services engagements that can be executed on.

🏖️ Benefits

• Travel required