Market Growth Consultant - Healthcare Sales
ChenMed, Lakeland, FL, United States
Overview
Membership Growth Consultant (MGC) is an outside healthcare sales representative who is 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 at ChenMed.
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 community events (e.g., information tables, health fairs, doc talks) to reach target patients (medically underserved, Medicare-eligible seniors, age 55+).
Cultivate relationships with health plan agents, individual insurance agents, social workers, case workers, senior housing managers, senior centers and related community providers to make ChenMed/JenCare Medical Centers the top provider choice when referring patients to a primary care physician.
Partner with community officials, businesses and senior outreach programs to develop initiatives that drive new patient growth.
Schedule one‑on‑one sales meetings and 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 event venues.
Invite insurance agents and/or brokers 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 the CRM tool (Salesforce) and document interactions.
Provide monthly activity calendar reflecting community access points and new tabletop venues; create penetration plans and initiatives in key markets and channels.
Recover dormant customers via sales tools and marketing campaigns.
Drive new member growth by educating potential patients on the value proposition and healthcare model; deliver presentations before large audiences.
Develop distribution channels to support new patient enrollment growth; use all sales tools 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; develop and execute broker and partner strategies.
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.
Core Competencies Instills Trust
Follow through on commitments.
Be seen as direct and trustful.
Keep confidences.
Practice what one preaches.
Show consistency between words and actions.
Results Driven
Have a strong bottom‑line orientation.
Persist in achieving objectives despite obstacles and setbacks.
Have a track record of exceeding goals successfully.
Push others.
Action Oriented
Act on challenges without unnecessary planning.
Identify and seize new opportunities.
Display a can‑do attitude in good and tough times.
Step up to handle tough issues.
Effective Communication
Effective in a variety of communication settings: one‑on‑one, small and large groups, or among diverse styles and position levels.
Attentively listen to others.
Adjust to fit the audience and the message.
Provide timely and helpful information to others across the organization.
Encourage open expression of diverse ideas and opinions.
Resiliency
Be confident under pressure.
Handle and manage crises effectively.
Maintain a positive attitude despite adversity.
Bounce back from setbacks.
Grow from hardships and negative experiences.
Networking
Build strong formal and informal networks.
Maintain relationships across a variety of functions and locations.
Draw upon multiple relationships to exchange ideas, resources, and know‑how.
Customer Focus
Gain insight into customer needs.
Identify opportunities that benefit the customer.
Build and deliver solutions that meet customer expectations.
Establish and maintain effective customer relationships.
Persuasiveness
Position views and arguments appropriately to win support.
Convice others to take action.
Negotiate skillfully in tough situations.
Win concessions without damaging relationships.
Respond 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, Outlook), CRM tools (Salesforce) plus other software.
Excellent interpersonal and problem‑solving skills; patience and ability to engage customers in conversation.
Excellent written and verbal communication skills; clear, confident speaking voice and friendly rapport with customers.
Ability to be flexible and creative in dealing with customers; positive attitude to attract patients with a warm, gentle disposition.
Good keyboarding skills; accurate typing at 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 largely off ChenMed premises.
Independent judgment and exercise required.
Education and Experience
High School Diploma or GED required. Bachelor’s degree in Marketing, Business Administration, or related field preferred; additional combination of formal education, training and experience above the minimum may be considered.
Minimum 2 years of successful sales experience required; working with seniors and understanding Medicare Advantage a plus.
Minimum 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, entering sales data into a computer while on the telephone with a customer.
Possession and maintenance of a current, valid driver’s license required.
Pay Range $38,509 – $55,013 salary. The posted pay range represents the base hourly rate or base annual full‑time salary for this position. Final compensation will depend on factors including experience, education, geographic location, and other relevant factors. The position may also be eligible for bonuses or commissions.
Employee Benefits Competitive salary, comprehensive benefits, career development and advancement opportunities, and work–life balance. Employees enjoy health, dental, vision, and other wellness benefits, as well as paid time off and a supportive work environment.
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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 community events (e.g., information tables, health fairs, doc talks) to reach target patients (medically underserved, Medicare-eligible seniors, age 55+).
Cultivate relationships with health plan agents, individual insurance agents, social workers, case workers, senior housing managers, senior centers and related community providers to make ChenMed/JenCare Medical Centers the top provider choice when referring patients to a primary care physician.
Partner with community officials, businesses and senior outreach programs to develop initiatives that drive new patient growth.
Schedule one‑on‑one sales meetings and 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 event venues.
Invite insurance agents and/or brokers 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 the CRM tool (Salesforce) and document interactions.
Provide monthly activity calendar reflecting community access points and new tabletop venues; create penetration plans and initiatives in key markets and channels.
Recover dormant customers via sales tools and marketing campaigns.
Drive new member growth by educating potential patients on the value proposition and healthcare model; deliver presentations before large audiences.
Develop distribution channels to support new patient enrollment growth; use all sales tools 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; develop and execute broker and partner strategies.
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.
Core Competencies Instills Trust
Follow through on commitments.
Be seen as direct and trustful.
Keep confidences.
Practice what one preaches.
Show consistency between words and actions.
Results Driven
Have a strong bottom‑line orientation.
Persist in achieving objectives despite obstacles and setbacks.
Have a track record of exceeding goals successfully.
Push others.
Action Oriented
Act on challenges without unnecessary planning.
Identify and seize new opportunities.
Display a can‑do attitude in good and tough times.
Step up to handle tough issues.
Effective Communication
Effective in a variety of communication settings: one‑on‑one, small and large groups, or among diverse styles and position levels.
Attentively listen to others.
Adjust to fit the audience and the message.
Provide timely and helpful information to others across the organization.
Encourage open expression of diverse ideas and opinions.
Resiliency
Be confident under pressure.
Handle and manage crises effectively.
Maintain a positive attitude despite adversity.
Bounce back from setbacks.
Grow from hardships and negative experiences.
Networking
Build strong formal and informal networks.
Maintain relationships across a variety of functions and locations.
Draw upon multiple relationships to exchange ideas, resources, and know‑how.
Customer Focus
Gain insight into customer needs.
Identify opportunities that benefit the customer.
Build and deliver solutions that meet customer expectations.
Establish and maintain effective customer relationships.
Persuasiveness
Position views and arguments appropriately to win support.
Convice others to take action.
Negotiate skillfully in tough situations.
Win concessions without damaging relationships.
Respond 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, Outlook), CRM tools (Salesforce) plus other software.
Excellent interpersonal and problem‑solving skills; patience and ability to engage customers in conversation.
Excellent written and verbal communication skills; clear, confident speaking voice and friendly rapport with customers.
Ability to be flexible and creative in dealing with customers; positive attitude to attract patients with a warm, gentle disposition.
Good keyboarding skills; accurate typing at 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 largely off ChenMed premises.
Independent judgment and exercise required.
Education and Experience
High School Diploma or GED required. Bachelor’s degree in Marketing, Business Administration, or related field preferred; additional combination of formal education, training and experience above the minimum may be considered.
Minimum 2 years of successful sales experience required; working with seniors and understanding Medicare Advantage a plus.
Minimum 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, entering sales data into a computer while on the telephone with a customer.
Possession and maintenance of a current, valid driver’s license required.
Pay Range $38,509 – $55,013 salary. The posted pay range represents the base hourly rate or base annual full‑time salary for this position. Final compensation will depend on factors including experience, education, geographic location, and other relevant factors. The position may also be eligible for bonuses or commissions.
Employee Benefits Competitive salary, comprehensive benefits, career development and advancement opportunities, and work–life balance. Employees enjoy health, dental, vision, and other wellness benefits, as well as paid time off and a supportive work environment.
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