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 memberships by nurturing productive relationships with senior citizens, key local community partners and senior-focused businesses to enroll new patients to ChenMed. The incumbent in this role arranges, designs and orchestrates sales events and develops 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 effectively communicates the ChenMed/JenCare value proposition at all community events.ESSENTIAL JOB DUTIES/RESPONSIBILITIES:
Nurtures, builds and cultivates 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.
Plans, coordinates and executes 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).
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 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.
Leverages 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 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. Helps address and resolve customer complaints and issues.
Performs other related duties as assigned.
COMPETENCIES:Instills trustGaining 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 drivenConsistently 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 orientedTaking 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 communicationDeveloping 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
ResiliencyRebounding 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
NetworkingEffectively 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 focusBuilding 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
PersuasivenessUsing 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, 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 required use and exercise of independent judgment
EDUCATION AND EXPERIENCE CRITERIA:
BA/BS degree in Marketing, Sales, Communications, Business Administration or a related field required OR a combination of formal education, training and experience above the minimum may be considered in lieu of the required education on a year-for-year basis
A minimum of 6 years’ successful sales experience required; working with seniors a plus
A minimum of 4 years’ business-to-business sales experience preferred
Sales experience establishing and maintaining relationship with business/vendor partners desired
Experience in telesales to input sales data into a computer while on the telephone with a customer a plus
This position requires possession and maintenance of a current, valid Driver’s License
We’re ChenMed and we’re transforming healthcare for seniors and changing America’s healthcare for the better. Family-owned and physician-led, our unique approach allows us to improve the health and well-being of the populations we serve. We’re growing rapidly as we seek to rescue more and more seniors from inadequate health care.ChenMed is changing lives for the people we serve and the people we hire. With great compensation, comprehensive benefits, career development and advancement opportunities and so much more, our employees enjoy great work-life balance and opportunities to grow. Join our team who make a difference in people’s lives every single day.Current Employee apply HERE (https://careers.chenmed.com/i/us/en/homerevisited)Current Contingent Worker please see job aid HERE to apply