Healthcare Outside Sales

Membership Growth Consultant (MGC)

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 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 in 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 deliver 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.

Instills trust

Gaining the confidence and trust of others through honesty, integrity, and authenticity

Follows through on commitments

Is seen as direct and trustful

Keeps confidences

Practices what he / she preaches

Shows consistency between words and actions

Results driven

Consistently achieving results, even under tough circumstances

Has a strong bottom-line orientation

Persists in accomplishing objectives despite obstacles and setbacks

Has a track record of exceeding goals successfully

Pushes others

Action oriented

Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm

Readily acts on challenges, without unnecessary planning.

Identifies and seizes on new opportunities

Displays a can-do attitude in good and tough times

Steps up to handle tough issues

Effective communication

Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences

Is effective in a variety of communication settings : one-on-one, small and large groups, or among diverse styles and position levels

Attentively listens to others

Adjusts to fit the audience and the message

Provides timely and helpful information to others across the organization

Encourages the open expression of diverse ideas and opinions

Resiliency

Rebounding from setbacks and adversity when facing difficult situations

Is confident under pressure

Handles and manages crises effectively

Maintains a positive attitude despite adversity

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 formal and informal 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 and delivering customer-centric solutions

Gains insight into customer needs

Identifies opportunities that benefit the customer

Builds and delivers solutions that meet customer expectations

Establishes and maintains effective customer relationships

Persuasiveness

Using compelling arguments to gain the support and commitment of others

Positions views and arguments appropriately to win support

Convinces others to take action

Negotiates skillfully in tough situations

Wins concessions without damaging relationships

Responds effectively to the reactions and positions 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. (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

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 requires use and exercise of independent judgment

Education and experience criteria :

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 will be considered in lieu of the education on a year-for-