Healthcare Sales Representative

ChenMed

68d•Hybrid

About The Position

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 Healthcare Sales Representative, is an outside healthcare sales representative who’s 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 Healthcare Sales Representative is the first of three separate tiers as part of the overall Healthcare Sales Representative 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.

Requirements

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
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
High School Diploma or GED required.
A minimum of 2 years of successful sales experience is required.
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
This position requires possession and maintenance of a current, valid Driver’s License

Nice To Haves

Bilingual is a plus
Working with seniors a plus, as is a general understanding of Medicare Advantage

Responsibilities

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 our ideal patients (i.e., 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 their 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 will 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 as related to event planning and negotiating 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.
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 CRM tool to document interactions with clients and ensures effective management of leads.
Provide 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 presentation 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 with 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.