Healthcare Sales Representative

Membership Growth Consultant

We're unique. You should be, too. We're changing lives every day. For both our patients and our team members. Are you innovative and entrepreneurial minded? Is your work ethic and ambition off the charts? Do you inspire others with your kindness and joy? We're different than most primary care providers. We're rapidly expanding and we need great people to join our team. The Membership Growth Consultant (MGC) is an outside healthcare sales representative who's responsible for generating sales leads and membership by nurturing productive relationships with senior citizens, key local community partners and senior-focused businesses to enroll new patients to ChenMed. MGC is the first of three separate tiers as part of the overall MGC Success Plan and growth career path at ChenMed. The incumbent in this role is developing skills to arrange, design, and orchestrate sales events and to develop fun and cost-effective techniques to keep senior participation and satisfaction high, in part to drive referral sales from satisfied patients to help fuel membership growth. He/She learns to effectively communicate the ChenMed/JenCare value proposition at community events.

Essential Job Duties/Responsibilities:

• Begins to nurture, build and cultivate direct-to-seniors and business-to-business partnerships to generate new patient opportunities year-round.
• Meets with individual seniors and groups in their homes, workplaces, houses of worship, senior centers or living communities to share the ChenMed value proposition.
• Start planning, coordinating and executing local events within the community (e.g., information tables, health fairs, doc talks, etc.) to help reach our ideal patients (i.e., medically underserved, Medicare-eligible seniors, age 55 and older).
• Start cultivating strong relationships with health plan agents, individual insurance agents, social workers, case workers, senior housing managers, senior centers and related community providers to keep ChenMed/JenCare Medical Centers as their top provider choice for senior healthcare when referring patients to a primary care physician.
• Partners with community officials, businesses and senior outreach programs to develop initiatives that will appropriately drive new patient growth.
• Schedules one-on-one sales meetings, referral relationships with Plan agents, independent brokers and the senior community to delivers solutions on immediate customer requests. Manages vendors as related to event planning and negotiating contracts with venues where events are taking place.
• Ensures insurance agents and/or brokers are invited to community events to ensure timely patient assignment to ChenMed/JenCare Medical Centers.
• Learns to use marketing and sales tools to identify solutions and sell to new customers. Maintains up-to-date client information in designated customer relationship management (CRM) tool (i.e., SalesForce). Utilizes CRM tool to document interactions with clients and ensures effective management of leads.
• Provides monthly activity calendar reflecting community access points and new tabletop venues. Creates penetration plans and initiatives in key target markets and channels.
• Recoveries dormant customers via sales tools and marketing campaigns.
• Drives new member growth by appropriately educating potential patients on our value proposition and healthcare model. Delivers prescribed presentation in front of large audiences.
• Develops distribution channels to support new patient enrollment growth. Uses all sales tools provided to ensure efficiency and collection of pertinent data.
• Partners with sales leadership to improve effectiveness of engagements with distributors, vendors and community partners.
• Builds trusting relationships with brokers/insurance agents/case workers/third party vendors associated with seniors with supervision. Develops and executes specific broker and partner strategies and plans.
• Engages with new patients through and beyond their first appointment. Maintains relationships with enrolled patients to positively impact retention. Helps address and resolve customer complaints and issues as required.
• Performs other related duties as assigned.

Competencies:

• Instills trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Results driven: Consistently achieving results, even under tough circumstances.
• Action oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• Effective communication: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Resiliency: Rebounding from setbacks and adversity when facing difficult situations.
• Networking: Effectively building formal and informal relationship networks inside and outside the organization.
• Customer focus: Building strong customer centric relationships and delivering customer-centric solutions.
• Persuasiveness: Using compelling arguments to gain the support and commitment of others.

Knowledge, Skills and Abilities:

• High business acumen and acuity.
• Exceptional organizational skills with the ability to manage multiple priorities in a fast-paced work environment.
• Demonstrated knowledge of negotiation, probing skills, closing skills and handling objections.
• Detail-oriented and proficient in MS office (PowerPoint, Excel, Word, and Outlook), CRM tools (Salesforce) plus a variety of other word-processing, spreadsheet, database, e-mail and presentation software.
• Excellent interpersonal and problem solving skills. Must have the patience and ability to engage customers in conversation.
• Excellent written and verbal communication skills, including a clear, confident speaking voice and a friendly rapport with customers.
• Must have the ability to be flexible and creative in dealing with customers. Positive attitude and the ability to attract patients with a warm, gentle disposition as it relates to our target market and their caregivers. Must be persuasive and highly motivated to make sales, with the ability to close sales without being perceived as pushy.
• Good keyboarding skills are needed. Ability to accurately type a significant number of words per minute.
• Spoken and written fluency in English. Bilingual is a plus.
• Ability and willingness to travel locally, regionally and nationwide up to 75%; work is primarily conducted off ChenMed premises.
• This position required use and exercise of independent judgment.

Education and Experience Criteria:

• Bachelor's degree in Marketing, Business Administration or a related field.
• A minimum of 6 years of successful sales experience required. Working with seniors a plus, as is a general understanding of Medicare Advantage.
• A minimum of 4 years of business-to-business experience or equivalent management experience preferred.
• Relevant sales experience with establishing and maintaining relationship with business/vendor partners.
• Experience in tele sales to input sales data into a computer while on the telephone with a customer.
• This position requires possession and maintenance of a current, valid Driver's License.

Pay Range: $41,975 - $59,964 Salary. The posted pay range represents the base hourly rate or base annual full-time salary for this position. Final compensation will depend on a variety of factors including but not limited to experience, education, geographic location, and other relevant factors. This position may also be eligible for a bonuses or commissions.

Employee Benefits: https://chenmed.makeityoursource.com/helpful-documents