Individual Sales Representative

Independent Health•Buffalo, NY

2d•$24 - $28

About The Position

The Individual Sales Representative shall be responsible for sales acquisition and retention strategies for Medicare. The Sales Representative will identify, contact, and follow up with prospects in the Medicare market. They will staff the Independent Health Medicare Information Centers and ensure PHI and security metrics are met. The Representative will be responsible for compliance and adherence to CMS sales and marketing guidelines. They must demonstrate consultative sales techniques to uncover the prospects’ issues and needs and apply comprehensive knowledge of the complete line of products and services and CMS guidelines to provide a solution to meet those needs. The Representative will develop strategies to build positive relationships with key organizations and contacts in the community to assist in growth and retention of membership throughout the year. They will attend sales and enrollment events to help deliver on sales goals for Medicare Products. In addition, the Individual Sales Representative will be accountable to meet monthly sales activity and productivity goals aligned with departmental projections and the corporate scorecard. They must fully utilize systems to maintain extensive records of prospects and activities. This position will require a flexible work schedule including evenings, weekends and CMS mandated holidays as a condition of employment.

Requirements

High school diploma or GED required. Associates degree preferred.
It is a condition of employment that the applicant will have the license required to sell health insurance in the state of New York at the time of employment or obtain that license within 90 days of commencing employment.
Three (3) years of sales experience required.
Ability to gather information, determine needs and provide solutions.
Experience in maintaining a book of business with the ability to represent Independent Health in the community with professional relationships and the ability to track all sales leads to meet/exceed sales goals.
Mandated adherence to CMS compliance requirements and regulations.
Exhibit initiative, creativity, and self-motivation with excellent organizational and time management skills required.
Ability to handle multiple projects and priorities and manage time effectively in a fast-paced environment.
Public speaking experience required.
Experience conducting presentations to groups of people and various audiences.
Ability to interact one-on-one to assess prospective customers’ needs and close the sale.
Ability to develop collaborative working relationships with community contacts and internal teams and departments.
Verbal and written communication skills.
Ability to communicate effectively and professionally via the telephone as well as in person.
Effectively communicate with members, all levels of management and community contacts.
Ability to display excellent listening skills and compassion towards member’s individual situations.
Strong PC skills required including Microsoft Word, Excel and PowerPoint and the ability to learn and utilize contact management systems such as Salesforce.com in an effective and efficient manner to document all activity.
Local travel required.
Any Independent Health associate who uses a motor vehicle in the course of their duties representing Independent Health must be compliant with State Motor Vehicle laws and must follow the Policy that pertains to Driver’s License Requirements as a condition of employment.
Proven examples of displaying the IH values: Passionate, Caring, Respectful, Trustworthy, Collaborative and Accountable.

Nice To Haves

Associates degree preferred.
Knowledge of managed care within the Medicare line of business preferred.
Knowledge of CMS guidelines preferred.

Responsibilities

Execute acquisition and retention strategies for Medicare products at Medicare Information Centers and key community organizations.
Support telephone sales calls when needed to meet sales/retention goals.
Manage Medicare Information Center during SEP and AEP and provide one-on-one support to Medicare eligibles and meet sales goals.
During AEP, provide oversight and management of temporary RedShirt staff, ensure compliance and adherence to streamlined business processes.
Document all activity in Salesforce.com for the purpose of strategy, follow-up, sales and reporting.
Execute and deliver results as per AEP strategies.
During SEP, develop and implement sales strategies for acquisition and retention that meet and/or exceed established monthly goals.
Conduct and document timely “follow-ups” from lead acquisition reports in a disciplined and productive manner.
Attend sales and enrollment events in the community and maintain key community relationships.
Document all activity in Salesforce.com for the purpose of strategy, follow-up, sales, and reporting.
Acquire and maintain knowledge of Independent Health’s full line of products and services and compliance policies through attendance/completion of mandated training and participating in meetings as required.
Adhere to approved processes and continuously look for ways to improve processes and gain efficiencies.
Meet monthly and annual acquisition and retention sales and productivity goals aligned with departmental projections and corporate scorecard.
These duties may require working after hour and weekends.
Extended hours may be required during peak season.