Healthcare Outside Sales Consultant
ChenMed, Clearwater, FL, United States
Position Overview
The Membership Growth Consultant (MGC) is an outside healthcare sales representative responsible for generating sales leads and memberships by nurturing productive relationships with senior citizens, key local community partners and senior-focused businesses to enroll new patients to ChenMed. The incumbent arranges, designs and orchestrates sales events and develops cost-effective techniques to keep senior participation and satisfaction high, driving referral sales from satisfied patients to fuel membership growth. The MGC communicates the ChenMed/JenCare value proposition at all community events. Key Responsibilities
Nurtures, builds, and cultivates direct-to-seniors and business-to-business partnerships to generate new patient opportunities year-round through activities and Tele‑Calls. Meets with individual seniors and groups in their homes, workplaces, houses of worship, senior centers or living communities to share the ChenMed value proposition. Plans, coordinates, and executes local events within the community (e.g., information tables, health fairs, doc talks, etc.) to reach the ideal patients (medically underserved, Medicare‑eligible seniors, age 55 and older). Cultivates 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. Partners with community officials, businesses, and senior outreach programs to develop initiatives that 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 and negotiates contracts with event venues. Ensures insurance agents and/or brokers are invited to community events to ensure timely patient assignment to ChenMed/Dedicated Medical Centers. Leverages marketing and sales tools to identify solutions and sell to new customers; maintains up‑to‑date client information in the designated CRM tool (SalesForce). Utilizes CRM to document interactions and manage leads. Provides a 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 educating potential patients on the value proposition and healthcare model; delivers prescribed presentations to large audiences. Develops all 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; 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 and resolves customer complaints and issues. Performs other related duties as assigned. Competencies
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, and expertise in, negotiation, probing skills, closing skills and handling objections. Detail‑oriented and proficient in MS Office (PowerPoint, Excel, Word, Outlook), CRM tools (Salesforce) and a variety of other word‑processing, spreadsheet, database, e‑mail and presentation software. Excellent written and verbal communication skills (e.g., pitch letters, outbound calls, effective one‑on‑one meetings, group presentations, etc.). Positive attitude and the ability to attract patients with a warm, gentle disposition as it relates to our target market and their caregivers (ability to close sales without being perceived as pushy). 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
Bachelor's degree in Marketing, Business Administration or a related field OR additional combination of formal education, training and experience above the minimum will be considered on a year‑for‑year basis. A minimum of 6 years of successful sales experience required. Working with seniors a plus, as is a general understanding of Medicare Advantage. A minimum of 4 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 tele‑sales 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. 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 a variety of factors, including but not limited to experience, education, geographic location, and other relevant factors. This position may also be eligible for bonuses or commissions. Benefits
Benefits information: https://chenmed.makeityoursource.com/helpful-documents
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The Membership Growth Consultant (MGC) is an outside healthcare sales representative responsible for generating sales leads and memberships by nurturing productive relationships with senior citizens, key local community partners and senior-focused businesses to enroll new patients to ChenMed. The incumbent arranges, designs and orchestrates sales events and develops cost-effective techniques to keep senior participation and satisfaction high, driving referral sales from satisfied patients to fuel membership growth. The MGC communicates the ChenMed/JenCare value proposition at all community events. Key Responsibilities
Nurtures, builds, and cultivates direct-to-seniors and business-to-business partnerships to generate new patient opportunities year-round through activities and Tele‑Calls. Meets with individual seniors and groups in their homes, workplaces, houses of worship, senior centers or living communities to share the ChenMed value proposition. Plans, coordinates, and executes local events within the community (e.g., information tables, health fairs, doc talks, etc.) to reach the ideal patients (medically underserved, Medicare‑eligible seniors, age 55 and older). Cultivates 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. Partners with community officials, businesses, and senior outreach programs to develop initiatives that 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 and negotiates contracts with event venues. Ensures insurance agents and/or brokers are invited to community events to ensure timely patient assignment to ChenMed/Dedicated Medical Centers. Leverages marketing and sales tools to identify solutions and sell to new customers; maintains up‑to‑date client information in the designated CRM tool (SalesForce). Utilizes CRM to document interactions and manage leads. Provides a 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 educating potential patients on the value proposition and healthcare model; delivers prescribed presentations to large audiences. Develops all 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; 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 and resolves customer complaints and issues. Performs other related duties as assigned. Competencies
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, and expertise in, negotiation, probing skills, closing skills and handling objections. Detail‑oriented and proficient in MS Office (PowerPoint, Excel, Word, Outlook), CRM tools (Salesforce) and a variety of other word‑processing, spreadsheet, database, e‑mail and presentation software. Excellent written and verbal communication skills (e.g., pitch letters, outbound calls, effective one‑on‑one meetings, group presentations, etc.). Positive attitude and the ability to attract patients with a warm, gentle disposition as it relates to our target market and their caregivers (ability to close sales without being perceived as pushy). 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
Bachelor's degree in Marketing, Business Administration or a related field OR additional combination of formal education, training and experience above the minimum will be considered on a year‑for‑year basis. A minimum of 6 years of successful sales experience required. Working with seniors a plus, as is a general understanding of Medicare Advantage. A minimum of 4 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 tele‑sales 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. 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 a variety of factors, including but not limited to experience, education, geographic location, and other relevant factors. This position may also be eligible for bonuses or commissions. Benefits
Benefits information: https://chenmed.makeityoursource.com/helpful-documents
#J-18808-Ljbffr