Senior Care Services Sales Representative - Fallon Health

About us:

Fallon Health is a company that cares. We prioritize our members--always-making sure they get the care they need and deserve. Founded in 1977 in Worcester, Massachusetts, we deliver equitable, high-quality coordinated care and are continually rated among the nation’s top health plans for member experience, service, and clinical quality.

Fallon Health’s Summit ElderCare® is a Program of All-Inclusive Care for the Elderly–PACE for short. PACE, an alternative to nursing home care, is a program that helps people 55 and older continue living safely at home. At Fallon Health, we believe our individual differences, life experiences, knowledge, self-expression and unique capabilities allow us to better serve our members. We embrace and encourage differences in age, race, ethnicity, gender identity and expression, physical and mental ability, sexual orientation, socio-economic status and other characteristics that make people unique. 

Today, guided by our mission of improving health and inspiring hope, we strive to be the leading provider of government-sponsored health insurance programs—including Medicare, Medicaid, and PACE— in the region. 

Summary:

This position requires that the Outreach Account Executive achieves personal referral/sales/outreach goals for the Summit Elder Care program.

Manages a territory and group of referral source accounts, providing regular follow up and overcoming barriers with each account to obtain referrals.

Primary Job Responsibilities:

1. Relationship Building

• Creates productive and collaborative relationships with internal and external referral sources in order to obtain qualified referrals and enrollments for the Summit ElderCare program.  Works with referral sources to obtain qualified referrals that are willing to meet with a Summit ElderCare nurse for the Summit ElderCare program (a “home visit request”).
• Participates in community outreach activities, such as senior fairs, community events, and elder services professional association events.
• Presents the Summit ElderCare program to groups who are likely prospects, caregivers and community referral sources.
• Develops and implements their own Territory Development Plan, and carries out activities to penetrate accounts listed on the plan.

1. Lead Generation

• Works collaboratively with SE enrollment team to discuss progress of referrals and ideas for resolving issues.
• Provides in service orientations to new and existing Summit ElderCare program vendors.
• Tours both professionals and prospects at the Summit ElderCare PACE sites.
• Shows accountability and follows up with prospects until the lead is closed/withdrawn.
• Achieves monthly referral and home visit request goals for Summit ElderCare program.

1. Secure Applications

• Generates sufficient Summit ElderCare enrollment referrals to meet monthly enrollment goals.
• Explains the SE program clearly and consistently to prospects and their families to ensure that prospects enroll with a solid understanding of the program and will remain members. Meets with SE prospects in their homes.

1. Tracking & Reporting

• Documents all sales activities in the department’s CRM application in a timely manner.
• Meets weekly sales activity deliverables consistently, and tracks these in the CRM and their Outlook calendar.

1. Assessment

• Regularly reviews effectiveness of efforts against goals.  Provides market intelligence to the SE Manager and the Outreach/Enrollment Director so that adjustments can be made to tactical plans.
• Manages their own professional development by seeking advice, training, and coaching from their colleagues, manager, and the Director of Outreach.

1. Regulatory Guidelines

• Operates within the marketing and outreach guidelines and regulations provided by CMS and EOHHS.
• When in doubt, asks questions pertaining to compliance or privacy regulations.

Education: BS or BA degree and/or comparable experience

License: Access to reliable transportation in order to meet the requirements of this position

Experience:

• 3 years of sales experience in healthcare or group insurance strongly preferred.
• Must have proven experience working in a customer facing role focused on sales, lead generation in a high paced customer service or sales 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 reliable transportation to be used for marketing activities and home visits. 

COVID-19 Vaccination:

With the end of the Global Coronavirus COVID-19 Pandemic, Fallon Health no longer requires all employees to be vaccinated against COVID-19 except for employees who are in jobs that under state and federal laws, regulations and policies are required to be vaccinated and/or they are in Member/participant facing positions.

Fallon Health provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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