COPD Provider Relationship (Healthcare Sales) Manager

Company Summary

Hometown Healthcare is a Respiratory Home Medical Equipment & care management company whose purpose is to alleviate the burdens of healthcare. Founded as Watervliet Pharmacy in 1953, Hometown Healthcare has transitioned serving the respiratory needs of patients and their loved ones in the home. Now headquartered in Clifton Park, Hometown Healthcare has evolved over time by adding high-touch and high-tech respiratory products and services, a comprehensive sleep therapy program (for CPAP and Bi-Level patients), non-invasive ventilation, and other home medical equipment. Hometown Healthcare serves a 70-mile radius from the headquarters in New York’s greater Capital Region.

Position Summary

Reporting to the Director of Provider Loyalty, the COPD Provider Relationship Manager is an individual contributor responsible for developing and managing referral-source relationships, driving appropriate NIPPV and O2 patient referral growth, and promoting Hometown Healthcare’s programs, products, and services through consultative sales, education, relationship management, and responsive customer support.

This role plays a critical part in expanding provider engagement, supporting revenue growth, and ensuring a consistently positive referral-partner experience. The COPD Provider Relationship Manager educates and guides various clinicians (physicians, nurses, RTs, etc.) and supporting staff members who influence COPD patient care within hospitals and outpatient practices on Hometown Healthcare’s respiratory therapy solutions, with a focus on non-invasive positive pressure ventilation (NIPPV) for patients with COPD and other qualifying respiratory conditions.

The ideal candidate is energized by making sales calls to referral source targets while continually advancing the relationship with each. Furthermore this person possesses the ability to communicate clinical and operational information clearly, navigate complex order workflows, and collaborate effectively with internal teams to help ensure timely, accurate, and successful patient setup.

How You’ll Make an Impact

• Become a subject matter expert in Hometown Healthcare’s service and product portfolio
• Execute the provider relationship lifecycle (sales, service, and account maintenance), ensuring exceptional service while turning challenges into opportunities.
• Drive new orders by maintaining existing accounts and identifying new account opportunities
• Continually develop and improve business to business relationships with referring providers (doctors, hospitals, etc.) and encourage them to select HTHC therapy options when appropriate for patients
• Leverage key provider customer relationships to achieve Hometown Healthcare’s annual order goals
• Provide ongoing education to staff on the home medical equipment sales process and best practices for serving key provider customers.
• Take end-to-end ownership of each NIPPV referral, coordinating all required activities and communication to drive timely patient setup through effective use of HTHC's task management system.
• Leverage the HTHC Customer Relationship Management (CRM) tool in the execution and follow-up of hospital and outpatient provider sales calls
• Responsible for running interference on all orders as necessary to help maximize value to the provider customers
• Address and resolve provider customer complaints
• Expected to be a contributing force in the continuous improvement of Standard Work within area of cognizance

What You Must Bring to This Role

• Associates degree from a 2-year college and/or 4 years related experience or training; or equivalent combination of education and experience - required
• Proven success in business to business relationship development - required
• A history of excellence in communication (verbal and written), active listening, overcoming objections, risk mitigation & problem solving - required
• Demonstrated success rapidly building and maintaining relationships - required
• A desire to continue learning, and proven success learning quickly and translating learning into practice and results -required
• Consistently follows through and delivers results with speed, accuracy, and discipline - required
• Pursues goals with energy, initiative, and determination despite obstacles, rejections, or setbacks - required
• Accurately understands perspective of others and adjusts behavior to build trust, influence, and long term relationships that create mutual value - required
• Manages time, priorities, and details to execute consistently in a complex environment - required
• Track record of working effectively across teams to deliver exceptional customer outcomes - required
• A working knowledge of MS Office or Google Office Suite - required
• Success executing in a regulated industry - desired
• Success building a new sales territory - desired

Values

• Serve to WOW!
  • Creating experiences that cause those we serve to become Hometown Healthcare evangelists
• Empathy & Grace
  • The glue that bonds and preserves a beneficial and long-standing relationship that is comprised of two ideas:
  • Empathy (cognitive): A decision to pause your thoughts and feelings long enough to engage with the thoughts and feelings of another person
  • Grace: Favor (patience, kindness, goodness, gentleness, self-control, etc.) demonstrated to someone especially when they don't deserve it.
• Teachable Spirit for the Pursuit of Better
  • "It got me to where I am, but won't get me to where I need to go, so therefore I must learn and grow"
• Warrior's Heart
  • Working hard AND producing the results required in spite of the circumstances

Compensation, Benefits & Fun Stuff

• Be a part of a locally owned & operated business, who values treating everyone with integrity & respect
• Be a part of a progressive company challenging the status quo
• Company sponsored benefits program, including retirement plan
• Generous paid time off and paid holidays

Working Conditions & Physical Efforts

• Work is performed in an office work environment with 90% travel time
• May be required to lift up to 30 lbs.
• Ability to sit for a prolonged period of time
• Visual functions being those of near vision, depth perception, and ability to adjust focus
• Talking and hearing occur continuously in the process of communicating with leadership & client businesses
• Transportation to & from work locations
• Finger dexterity is needed to access, enter, and retrieve data using a computer keyboard or operate equipment

No or very limited exposure to physical risk

This role is posted in partnership with HR Resolved, Inc.