Sales & Referral Accounts Lead

The Sales & Referral Accounts Lead is responsible for managing and growing key referral partner accounts, strengthening relationships with referring providers, and driving consistent growth in patient referrals and visits.

This role serves as the primary point of contact for assigned partner accounts, ensuring that referral activity is monitored, opportunities for growth are identified, and issues affecting referral volume are addressed proactively.

The position also supports inside sales operations by managing failed faxes, identifying referring providers and Primary Care Physicians (PCPs), and ensuring referrals are accurately attributed to the appropriate partner accounts.

Reports to the Bluesleep Manager.

Key Account Management

• Own and manage relationships with assigned key referral partner accounts.
• Maintain an updated understanding of each account's decision-makers, locations, referring providers, and key contacts.
• Monitor account performance, including referral volume, patients seen, and provider activation rates.
• Identify declines in referral activity and proactively develop action plans to address performance gaps.
• Identify and pursue opportunities to expand existing accounts through new locations, additional states, and new referring providers.
• Build strong relationships with partners to encourage long-term engagement and referral growth.

Provider Activation and Engagement

• Identify inactive and low-performing referring providers and implement outreach strategies to increase their referral activity.
• Conduct regular provider outreach through email and phone calls.
• Encourage referring providers to actively use the referral portal for submitting and tracking patient referrals.
• Provide guidance and support to providers experiencing difficulties with the referral process.
• Monitor provider engagement and activation rates to ensure consistent improvement.
• Develop initiatives to convert inactive providers into regular and active referral sources.

Reporting and Performance Tracking

• Prepare and send monthly performance updates to each assigned key partner.
• Maintain accurate and up-to-date partner account trackers and the overall KPI tracker.
• Monitor key account metrics, referral trends, provider activity, and patient conversion performance.
• Identify performance gaps and communicate opportunities, risks, and recommended action plans.
• Prepare and provide updates during the weekly Referral Growth Meeting.
• Ensure reports and performance updates are accurate, timely, and actionable.

Inside Sales Support and Referral Coordination

• Monitor and work failed faxes to help ensure referral opportunities are not missed.
• Review eClinicalWorks (eCW) check-ins to identify referring providers and Primary Care Physicians (PCPs).
• Verify referral sources and ensure every referral is accurately credited to the appropriate partner account.
• Coordinate with relevant internal teams to resolve referral attribution issues.
• Maintain accurate records of provider information and referral activity.
• Ensure failed fax follow-ups and provider identification checks are completed and kept up to date.

• Experience in sales, account management, business development, or healthcare referral coordination.
• Strong relationship-building and account management skills.
• Excellent verbal and written communication skills.
• Comfortable conducting provider outreach through phone calls and email.
• Strong analytical skills with the ability to interpret referral data and identify growth opportunities.
• Proficiency in maintaining trackers, reports, and performance dashboards.
• Strong organizational skills and attention to detail.
• Ability to manage multiple partner accounts and prioritize competing responsibilities.
• Familiarity with healthcare workflows, referral management, and electronic health record (EHR) systems is an advantage.
• Knowledge of eClinicalWorks (eCW) and referral portals is preferred.

• Account Ownership: Takes full responsibility for assigned partner relationships and account performance.
• Growth Mindset: Actively identifies opportunities to increase referrals, activate providers, and expand accounts.
• Proactive Problem-Solving: Recognizes referral declines and operational issues early and takes action.
• Communication: Builds strong relationships with partners, providers, and internal teams.
• Data-Driven Decision-Making: Uses performance metrics to guide account strategies and priorities.
• Accountability: Ensures reporting, follow-ups, and operational tasks are completed accurately and on time.
• Attention to Detail: Maintains accurate referral records, provider information, and account attribution.

The Sales & Referral Accounts Lead is expected to take ownership of assigned referral accounts and consistently drive measurable growth in provider engagement and patient referrals.

The successful candidate will balance relationship management, provider activation, performance reporting, and operational support while ensuring that referral opportunities are captured, accurately tracked, and converted into patients seen.

The ultimate goal is to strengthen partner relationships, grow active referring provider networks, increase referred patients seen, and maximize the performance of every assigned referral account.