Account Executive in at Valley Vital Care LLC

Position Title: Account Executive (AE)

Tri-Cities TN Territory

Reports To: Vice President of Business Development (Dotted Line to Sales Manager)

Position Summary:

The Account Executive (AE) serves as the primary relationship manager and growth leader within an assigned territory. This field-based position is responsible for developing referral partnerships, driving infusion referral growth, educating healthcare providers on Valley Vital Care services, and supporting patients through access-to-care solutions.

The AE builds strategic relationships with physicians, advanced practice providers, nurses, referral coordinators, discharge planners, office managers, and healthcare stakeholders to increase awareness and utilization of Valley Vital Care's infusion services. The role requires a consultative approach focused on solving provider challenges, improving referral workflows, and ensuring exceptional patient experiences.

Essential Responsibilities:

Referral Growth & Business Development

• Develop and maintain productive relationships with referral sources throughout the assigned territory.
• Identify, target, and secure new referral opportunities.
• Grow specialty and acute infusion referrals within existing accounts.
• Execute territory business plans to achieve revenue and gross margin objectives.
• Collaborate with internal stakeholders to convert referral opportunities into patient starts.
• Support market expansion initiatives and strategic growth priorities.

Provider Relationship Management

• Serve as the primary liaison between Valley Vital Care and provider offices.
• Conduct routine provider visits, educational presentations, and account reviews.
• Build relationships with physicians, advanced practice providers, nurses, office managers, referral coordinators, and discharge planners.
• Facilitate issue resolution and improve referral processes to enhance customer experience.
• Identify opportunities to strengthen partnerships and increase referral penetration.

Service & Disease State Education

• Educate providers on Valley Vital Care service offerings, including:
  • Home Infusion
  • Ambulatory Infusion Suite (AIS)
  • Specialty Infusion
  • Acute Infusion Services
  • Specialty Pharmacy Services
• Demonstrate knowledge of specialists and disease states including:
  • Immunology
  • Neurology
  • Gastroenterology
  • Pulmonology
  • Rheumatology
  • Dermatology
  • Infectious Disease
• Communicate payer requirements, site-of-care considerations, and access solutions.

Territory Management

• Maintain a structured weekly call plan and territory development strategy.
• Utilize Trella platform to document activity, opportunities, follow-up actions, and account intelligence.
• Monitor referral trends, market dynamics, and competitor activity.

Cross-Functional Collaboration

• Partner closely with Clinical, Intake, Pharmacy, Operations, and Customer Service teams.
• Communicate provider feedback and market intelligence to leadership.
• Assist in removing barriers to patient access and therapy initiation. Participate in internal sales meetings, training programs, and growth initiatives.

Community Engagement

• Represent Valley Vital Care at community and professional events.
• Participate in healthcare conferences, disease state awareness programs, and networking opportunities.
• Build Valley Vital Care brand visibility within local markets.
• Support community outreach initiatives consistent with organizational values.

Key Performance Indicators (KPIs)

The Account Executive will be measured on:

• Referral Growth
• New Account Development
• Revenue Performance
• Gross Margin Growth
• Provider Retention & Satisfaction
• CRM Utilization & Data Integrity
• Pipeline Management
• Territory Activity Execution
• Market Share Expansion
• Strategic Account Growth
• Achievement of Individual Sales Goals

Qualifications:

• Bachelor’s degree or equivalent experience may be considered.
• Minimum three (3) years of healthcare sales experience.
• Demonstrated success achieving revenue and referral growth goals.
• Excellent communication, presentation, and relationship-building skills.
• Strong organizational and time-management abilities.
• Proficiency with CRM software and Microsoft Office Suite.
• Valid driver's license and ability to travel throughout assigned territory.

Preferred:

• Home Infusion, Specialty Pharmacy, Biologics, Medical Device, Hospital, or Healthcare Services sales experience.
• Existing provider relationships within assigned territory.
• Experience working with specialty therapies and complex referral pathways.

Competencies & Success Profile

Successful Account Executives demonstrate:

• Patient-first mindset
• Consultative selling skills
• High accountability and execution discipline
• Strong follow-through
• Relationship-building excellence
• Problem-solving abilities
• Business acumen
• Growth mindset
• Clinical curiosity and healthcare knowledge
• Professional communication
• Adaptability and resilience