Outside Healthcare Sales Rep

ChenMed•Colonial Heights, VA

5d•$38,509 - $55,013•Hybrid

About The Position

The Membership Growth Consultant (MGC) is an outside healthcare sales representative responsible for generating sales leads and membership by developing productive relationships with seniors, local community partners, and senior-focused businesses. The role is the first tier of ChenMed’s MGC Success Plan and growth career path. The MGC develops skills in arranging and executing sales events and finding engaging, cost-effective ways to encourage senior participation and satisfaction, support referrals, and grow membership. The position also learns to communicate the ChenMed/JenCare value proposition at community events. The MGC cultivates relationships with prospective patients, insurance agents, brokers, social workers, senior housing and community organizations, vendors, and other partners. The role helps plan community outreach, events, and market initiatives; educates potential patients about ChenMed’s healthcare model; manages leads and customer information in a CRM; and supports new patient enrollment and retention. Work is primarily conducted off ChenMed premises and involves 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.
Possess and maintain a current, valid driver’s license.
Ability and willingness to travel locally, regionally, and nationwide up to 75%; work is primarily conducted off ChenMed premises.
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 with Microsoft Office (PowerPoint, Excel, Word, and Outlook), CRM tools such as Salesforce, 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, including a clear, confident speaking voice and ability to communicate through letters, calls, one-on-one meetings, and group presentations.
Flexibility and creativity in dealing with customers; positive, warm, and gentle manner with patients and caregivers; persuasiveness and motivation to make and close sales without being perceived as pushy.
Good keyboarding skills and ability to accurately type a significant number of words per minute.
Fluency in spoken and written English.
Ability to exercise independent judgment.
Demonstrated abilities aligned with the listed competencies: trustworthiness, results orientation, action orientation, effective communication, resilience, networking, customer focus, and persuasiveness.

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.
Relevant sales experience establishing and maintaining relationships with business or vendor partners.
Experience in telesales and entering sales data into a computer while speaking with a customer.
Bilingual ability.

Responsibilities

Build direct-to-senior and business-to-business partnerships to generate new patient opportunities throughout the year.
Meet with seniors individually and in groups at homes, workplaces, houses of worship, senior centers, and senior living communities to explain the ChenMed value proposition.
Plan, coordinate, and execute community events such as information tables, health fairs, and doctor talks to reach medically underserved, Medicare-eligible seniors age 55 and older.
Develop relationships with health plan and 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 new patient growth.
Schedule one-on-one sales meetings and referral relationship meetings; respond to customer requests; manage event vendors and negotiate venue contracts.
Invite insurance agents and brokers to community events to support timely patient assignment to ChenMed/JenCare Medical Centers.
Use sales and marketing tools to identify prospective customers and solutions; maintain current client information and document interactions in the designated CRM, including Salesforce.
Prepare monthly activity calendars identifying community access points and new tabletop venues; create penetration plans and initiatives for target markets and channels.
Re-engage dormant customers through sales tools and marketing campaigns.
Educate potential patients about ChenMed’s value proposition and healthcare model, deliver prescribed presentations to large audiences, and support new member growth.
Develop distribution channels and use sales tools to support enrollment and collection of relevant data.
Partner with sales leadership to improve engagement with distributors, vendors, and community partners.
Build relationships with brokers, insurance agents, case workers, and third-party vendors serving seniors, with supervision; develop and execute partner strategies and plans.
Engage with new patients through and after their first appointment, maintain relationships that support retention, and help address customer complaints and issues.
Perform other related duties as assigned.