Membership Growth Consultant

Summary

ChenMed is a family-owned, physician-led healthcare organization transforming care for seniors. The Membership Growth Consultant generates sales leads and new patient memberships by building relationships with seniors, community partners, insurance agents, and senior-focused businesses. The role also coordinates community events, manages referral relationships, uses CRM and sales tools, and supports patient retention.

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 planing, 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 cultivateing 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
• Recovers 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

Skills

• High business acumen and acuity
• Exceptional organizational skills with the ability to manage multiple priorities in a fast-paced work environment
• Demonstrated knowledge ofnegotiation, 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. (e.g., pitch letters, outbound calls, effective one-on-one meetings, group presentations, etc.)
• 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
• 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
• High School Diploma or GED required
• Additional combination of formal education, training and experience above the minimum will be considered in lieu of the education on a year-for-year basis
• A minimum of 2 years of successful sales experience is required
• Relevant sales experience with establishing and maintaining relationships with business/vendor partners
• Experience in telesales 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
• A minimum of 2 years of business-to-business experience or equivalent management experience preferred
• Working with seniors a plus, as is a general understanding of Medicare Advantage
• Bachelor's degree in Marketing, Business Administration or a related field preferred
• Spoken and written fluency in English
• Bilingual is a plus
• A minimum of 2 years of business-to-business experience or equivalent management experience preferred
• Working with seniors a plus, as is a general understanding of Medicare Advantage
• Bachelor's degree in Marketing, Business Administration or a related field preferred

Qualifications

Must Haves

• High business acumen and acuity
• Exceptional organizational skills with the ability to manage multiple priorities in a fast-paced work environment
• Demonstrated knowledge ofnegotiation, 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. (e.g., pitch letters, outbound calls, effective one-on-one meetings, group presentations, etc.)
• 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
• 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
• High School Diploma or GED required
• additional combination of formal education, training and experience above the minimum will be considered in lieu of the education on a year-for-year basis
• A minimum of 2 years of successful sales experience is required
• Relevant sales experience with establishing and maintaining relationships with business/vendor partners
• Experience in telesales 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

Nice to Haves

• A minimum of 2 years of business-to-business experience or equivalent management experience preferred
• Working with seniors a plus, as is a general understanding of Medicare Advantage
• Bachelor's degree in Marketing, Business Administration or a related field preferred
• Spoken and written fluency in English
• Bilingual is a plus
• A minimum of 2 years of business-to-business experience or equivalent management experience preferred
• Working with seniors a plus, as is a general understanding of Medicare Advantage
• Bachelor's degree in Marketing, Business Administration or a related field preferred

Benefits

• This position may also be eligible for a bonuses or commissions.
• Career development and advancement opportunities
• Great work-life balance
• Opportunities to grow