Account Specialist Medical Sales

Position Overview

The Account Specialist will perform a wide range of duties to foster critical partnerships and ensure patients receive appropriate and timely care. The Account specialist is responsible for developing and maintaining strong referral relationships with physicians, hospital discharge planners, case managers, healthcare facilities and internal operation departments. This role focuses on driving new business, increasing referrals, and promoting the company’s products and services within an assigned territory. This position includes spending significant time in the field. The Account Specialist must demonstrate superb customer service to maintain client relationships and help them navigate company products or services.

Essential Duties

• Develop and grow referral relationships with physicians, hospitals, clinics, and post-acute facilities.

• Conduct daily field visits, cold calls, and schedule meetings to promote DME and respiratory products.

• Educate referral sources on company services, equipment offerings, and patient qualification criteria.

• Identify new business opportunities.

• Conduct in-services, presentations, and product education as necessary.

• Maintain accurate records of visits, activities, leads and follow-ups in CRM.

• Coordinate with internal teams (intake, operations, clinical staff) to ensure seamless patient onboarding.

• Represent the company professionally at community events, in-services, and industry functions.

• Serves as point of contact for case management, discharge coordinators and hospital and/or medical group staff.

• Assists medical groups and/or other provider groups regarding products and services available under the contract.

• Troubleshoots with the medical groups and any relevant on-site departments if issues arise.

• Facilitate patient discharges by coordinating equipment delivery to bedside and home.

• Review clinical documentation for medical necessity and justification.

• Create and implement processes and policies to support the overall business.

• Perform other duties as assigned.

Minimum Qualifications

• High School Diploma or GED (Two years college or equivalent work experience preferred)

• 1-3 years of experience in healthcare sales, preferably DME, home health, hospice, or pharmaceutical.

• Knowledge of durable medical equipment and respiratory products is a plus.

• Familiarity with the industry including equipment, logistics and insurance guidelines

• Strong communication, presentation, and relationship-building skills.

• Self-motivated, goal-oriented, and comfortable working independently in the field.

• Ability to always maintain professionalism and confidentiality.

• Ability to manage multiple accounts concurrently

• Adhere to all safety and compliance regulations

• Excellent verbal and written communication skills

• Problem solving skills to propose mutually beneficial solutions

• Must possess a valid driver’s license in good standing

• Proficiency with word processing, spreadsheet and Microsoft Office

• Ability to market and present company’s scope of service as needed.