Healthcare Outside Sales Consultant

Position Overview Membership Growth Consultant (MGC) is an outside healthcare sales representative 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. The incumbent develops skills to arrange, design, and orchestrate sales events and to develop fun and cost‑effective techniques to keep senior participation and satisfaction high, thereby driving referral sales from satisfied patients to fuel membership growth. Responsibilities Begin to nurture, build and cultivate direct-to-seniors and business-to-business partnerships to generate new patient opportunities year-round. Meet with individual seniors and groups in their homes, workplaces, houses of worship, senior centers or living communities to share the ChenMed value proposition. Plan, coordinate and execute local events within the community (e.g., information tables, health fairs, doc talks, etc.) to help reach ideal patients (medically underserved, Medicare‑eligible seniors, age 55 and older). Cultivate 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 the top provider choice for senior healthcare when referring patients to a primary care physician. Partner with community officials, businesses and senior outreach programs to develop initiatives that appropriately drive new patient growth. Schedule one-on-one sales meetings, referral relationships with plan agents, independent brokers and the senior community to deliver solutions on immediate customer requests. Manage vendors related to event planning and negotiate contracts with venues where events are taking place. Ensure insurance agents and/or brokers are invited to community events to ensure timely patient assignment to ChenMed/JenCare Medical Centers. Learn to use marketing and sales tools to identify solutions and sell to new customers. Maintain up-to-date client information in designated customer relationship management (CRM) tool (i.e., Salesforce). Utilize the CRM tool to document interactions with clients and ensure effective management of leads. Provide a monthly activity calendar reflecting community access points and new tabletop venues. Create penetration plans and initiatives in key target markets and channels. Recover dormant customers via sales tools and marketing campaigns. Drive new member growth by appropriately educating potential patients on our value proposition and healthcare model. Deliver prescribed presentations in front of large audiences. Develop distribution channels to support new patient enrollment growth. Use all sales tools provided to ensure efficiency and collection of pertinent data. Partner with sales leadership to improve effectiveness of engagements with distributors, vendors and community partners. Build trusting relationships with brokers/insurance agents/case workers/third‑party vendors associated with seniors under supervision. Develop and execute specific broker and partner strategies and plans. Engage with new patients through and beyond their first appointment. Maintain relationships with enrolled patients to positively impact retention. Help address and resolve customer complaints and issues as required. Perform other related duties as assigned. Competencies Gaining the confidence and trust of others through honesty, integrity, and authenticity – follows through on commitments, is seen as direct and trustworthy, keeps confidences, practices what he/she preaches and shows consistency between words and actions. Results driven – consistently achieving results, even under tough circumstances; strong bottom‑line orientation; persists in accomplishing objectives despite obstacles and setbacks; has a track record of exceeding goals successfully. Pushes others – action oriented, takes on new opportunities and tough challenges with urgency and enthusiasm, readily acts on challenges without unnecessary planning, identifies and seizes new opportunities, displays a can‑do attitude, steps up to handle tough issues. Effective communication – delivers multi‑mode communications that convey a clear understanding of unique needs, effective in one‑on‑one, small and large groups, listens attentively, adjusts to fit the audience, provides timely information, encourages open expression of diverse ideas. Resiliency – rebounds from setbacks and adversity, confident under pressure, handles crises effectively, maintains a positive attitude, bounces back from setbacks, grows from hardships and negative experiences. Networking – effectively building formal and informal relationship networks inside and outside the organization, builds strong networks, maintains relationships across a variety of functions and locations, draws upon multiple relationships to exchange ideas, resources, and know‑how. Customer focus – building strong customer‑centric relationships, gaining insight into customer needs, identifying opportunities that benefit the customer, building and delivering solutions that meet customer expectations, establishing and maintaining effective customer relationships. Persuasiveness – using compelling arguments to gain support and commitment, positions views appropriately to win support, convinces others to take action, negotiates skillfully in tough situations, wins concessions without damaging relationships, responds effectively to reactions and positions of others. Qualifications High School Diploma or GED required. Bachelor's degree in Marketing, Business Administration or a related field preferred or additional combination of formal education, training and experience above the minimum considered on a year‑for‑year basis. A minimum of 2 years of successful sales experience required. Working with seniors a plus, as is a general understanding of Medicare Advantage. A minimum of 2 years of business‑to‑business experience or equivalent management experience preferred. 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. Possession and maintenance of a current, valid Driver’s License. High business acumen and acuity. Exceptional organizational skills, 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, Outlook), CRM tools (Salesforce) and other word‑processing, spreadsheet, database, e‑mail and presentation software. Excellent interpersonal and problem‑solving skills, patience and ability to engage customers in conversation. Excellent written and verbal communication skills, clear and confident speaking voice and friendly rapport with customers. Ability to be flexible and creative in dealing with customers. Positive attitude, ability to attract patients with a warm, gentle disposition toward target market and caregivers. Persuasive and highly motivated to make sales, with ability to close sales without being perceived as pushy. Good keyboarding skills, 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 primarily conducted off ChenMed premises. Pay and Benefits Pay range: $37,387 – $53,411. Employee Benefits: https://chenmed.makeityoursource.com/helpful-documents #J-18808-Ljbffr