[Hiring] Account Executive @Hearst

Role Description

The Account Executive is the primary strategic and relationship advisor for assigned Homecare Homebase clients. This role is accountable for revenue retention, expansion strategy, executive relationship development, and alignment of Homecare Homebase objectives with client business priorities. The Account Executive partners closely with cross-functional teams to drive adoption, mitigate risk, identify new opportunities, and ensure consistent delivery of measurable value to clients.

• 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:
  • 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.

Qualifications

• 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.
• Travel required.

Requirements

• Passionate about producing high-quality work and forming strong, trusting relationships, both internally and externally at all levels of an organization.
• Excellent team-player attitude, with ability to consistently demonstrate the highest levels of professionalism, integrity, mutual respect and accountability to others.
• Strong analytical and judgment skills, with the ability to make sound decisions and follow through.
• Excellent verbal and written communication skills.
• Excellent presentation skills.
• Must be self-motivated, proactive and able to work well under pressure.
• HCHB requires all applicants to be US citizens or have a green card allowing them to work in the US without being subject to export control restrictions.
• This position does not provide sponsorship. All applicants should have the right to work in the US without immigration sponsorship.