Senior Care Options Sales Account Executive - Berkshires

About the Role

Key Responsibilities

• Create productive and collaborative relationships with internal and external referral sources to obtain qualified referrals and enrollments for the NaviCare program.
• Participate in community outreach activities such as senior fairs, community events, and elder services professional association events to ensure Fallon Health's visibility and presence in your territory.
• Present the NaviCare program to groups who are likely prospects, caregivers, and community referral sources.
• Develop and implement a territory business development plan and carry out activities to penetrate accounts listed on the plan.
• Collaborate with the NaviCare enrollment team to discuss progress of referrals and resolve issues.
• Provide inservice orientations to vendors and providers on an annual basis.
• Follow up with prospects until the lead is closed or withdrawn and document as appropriate.
• Achieve monthly referral and home visit request goals.
• Generate sufficient NaviCare enrollment applications to meet monthly enrollment goals.
• Explain the NaviCare program clearly and consistently to prospects and their families to ensure understanding and low disenrollment rates.
• Meet with NaviCare prospects in their homes, complete applications, and submit all documentation timely.
• Document all sales activities in the CRM application and account management grid in a timely manner.
• Meet weekly sales activity deliverables and track activities in CRM and Outlook calendar.
• Review the effectiveness of efforts against goals and provide market intelligence for tactical adjustments.
• Operate within marketing and outreach guidelines and regulations provided by CMS and EOHHS.
• Maintain records of leads, Scope of Appointment, and other enrollment records.
• Develop at least 10 new accounts each month and maintain a minimum of 10 actively referring accounts.
• Attend all required department and collaborating department meetings.
• Complete and deliver reports, documentation, and yearly business plans for your territory.

Requirements

• Experience working with community organizations, low-income communities, and the elderly.
• At least 3 years of sales experience in healthcare or group insurance preferred.
• Proven experience in a customer-facing role focused on sales and lead generation in a high-paced environment.
• Knowledge of Medicare, Medicaid, and insurance products is desirable.
• Knowledge of customer service, sales, outreach, and marketing principles and practices.
• Possession of a valid Mass. driver's license and access to a vehicle for marketing activities and home visits.

Nice to Have

• Knowledge of Medicare, Medicaid, and insurance products.

Qualifications

• BS or BA degree and/or comparable experience