Healthcare Sales Representative

ChenMed•Philadelphia, PA

4d•$38,509 - $55,013•Hybrid

About The Position

The Healthcare Sales Consultant, also known as a Membership Growth Consultant (MGC), is an outside healthcare sales representative responsible for generating leads and enrolling new patients by building relationships with senior citizens, community partners, and senior-focused businesses. This is the first tier in ChenMed’s MGC Success Plan and growth career path. The role develops skills in planning and executing sales events, encouraging senior participation and satisfaction, generating referrals, and communicating ChenMed’s value proposition at community events. The position builds community and business partnerships, meets with seniors and groups at homes and community locations, organizes local outreach events, and works with insurance agents, brokers, social workers, case workers, senior housing managers, and other providers to encourage referrals. The representative uses sales and marketing tools, including Salesforce, to manage leads and client information; develops market penetration plans and distribution channels; and supports new patient enrollment and retention. The role is primarily conducted off ChenMed premises and requires local, regional, and nationwide travel of up to 75%.

Requirements

High school diploma or GED required.
At least 2 years of successful sales experience required.
Relevant sales experience establishing and maintaining relationships with business or vendor partners.
Experience in telesales, including entering sales data into a computer while speaking with a customer.
Current, valid driver’s license, which must be maintained.
High business acumen and acuity.
Strong organizational skills and ability to manage multiple priorities in a fast-paced environment.
Knowledge of negotiation, probing, closing, and objection-handling skills.
Proficiency in Microsoft Office (PowerPoint, Excel, Word, and Outlook), Salesforce or other CRM tools, and other word-processing, spreadsheet, database, email, and presentation software.
Strong interpersonal and problem-solving skills, patience, and ability to engage customers in conversation.
Excellent written and verbal communication skills, including a clear, confident speaking voice and ability to communicate in one-to-one meetings, calls, letters, and group presentations.
Flexibility and creativity in dealing with customers; a positive, warm, and gentle manner with seniors and caregivers; and the ability to persuade and close sales without being pushy.
Good keyboarding skills and ability to accurately type a significant number of words per minute.
Fluency in spoken and written English.
Ability and willingness to travel locally, regionally, and nationwide up to 75%.
Ability to exercise independent judgment.

Nice To Haves

Bachelor’s degree in Marketing, Business Administration, or a related field; additional formal education, training, and experience may be considered in lieu of the education requirement on a year-for-year basis.
Experience working with seniors.
General understanding of Medicare Advantage.
At least 2 years of business-to-business experience or equivalent management experience.
Bilingual ability.

Responsibilities

Build and cultivate direct-to-senior and business-to-business partnerships to generate new patient opportunities.
Meet with seniors and groups in homes, workplaces, houses of worship, senior centers, and senior living communities to explain ChenMed’s value proposition.
Plan, coordinate, and execute local community events, such as information tables, health fairs, and physician talks.
Develop relationships with health plan agents, insurance agents, social workers, case workers, senior housing managers, senior centers, and other community providers to encourage referrals to ChenMed/JenCare Medical Centers.
Partner with community officials, businesses, and senior outreach programs on initiatives that support patient growth.
Schedule sales meetings and referral relationships with plan agents, independent brokers, and senior communities; address customer requests and manage event vendors and venue contract negotiations.
Invite insurance agents and brokers to community events to support timely patient assignment to ChenMed/JenCare Medical Centers.
Use marketing and sales tools to identify prospects and sell to new customers; keep client information current in Salesforce or other designated CRM tools and document interactions and leads.
Create monthly activity calendars reflecting community access points and new tabletop venues, and develop penetration plans for key markets and channels.
Reengage dormant customers through sales tools and marketing campaigns.
Educate potential patients about ChenMed’s value proposition and healthcare model, deliver presentations to large audiences, and support new member growth.
Develop distribution channels and use sales tools to improve enrollment efficiency and collect relevant data.
Partner with sales leadership to improve engagement with distributors, vendors, and community partners.
Develop broker and partner strategies and plans, building relationships with brokers, agents, case workers, and third-party vendors with supervision.
Engage new patients through and beyond their first appointment, maintain relationships to support retention, and help address and resolve customer complaints and issues.
Perform other related duties as assigned.