Membership Growth Consultant (Outside Healthcare Sales)

ChenMed•Ashburn, VA

About The Position

The Membership Growth Consultant (MGC) is an outside healthcare sales representative responsible for generating sales leads and new patient memberships by developing relationships with seniors, local community partners, and senior-focused businesses. This is the first tier in ChenMed’s three-tier MGC Success Plan and growth career path. The role develops skills in planning and coordinating community sales events, keeping senior participation and satisfaction high, and communicating the ChenMed/JenCare value proposition to prospective patients and community audiences. The MGC builds referral and business partnerships, engages prospective and newly enrolled patients, and supports membership growth and retention. The position is primarily conducted off ChenMed premises and requires local, regional, and nationwide travel of up to 75%.

Requirements

High school diploma or GED.
At least 2 years of successful sales experience.
Ability and willingness to travel locally, regionally, and nationwide up to 75%.
Current, valid driver’s license that can be maintained.
High business acumen and strong organizational skills, including the ability to manage multiple priorities in a fast-paced environment.
Knowledge of negotiation, probing, closing, and objection-handling skills.
Proficiency with Microsoft Office, including PowerPoint, Excel, Word, and Outlook; Salesforce or other CRM tools; and related productivity software.
Strong interpersonal, problem-solving, written, and verbal communication skills, including public speaking and one-on-one customer communication.
Ability to engage customers patiently, adapt creatively and flexibly, and build rapport with customers 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 and willingness to work primarily off ChenMed premises.
Ability to exercise independent judgment.

Nice To Haves

Bachelor’s degree in Marketing, Business Administration, or a related field.
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.
Telesales experience entering sales data into a computer while speaking with a customer.
Bilingual ability.

Responsibilities

Build relationships with seniors and business-to-business partners to generate new patient opportunities year-round.
Meet with seniors individually and in groups at homes, workplaces, houses of worship, senior centers, and living communities to explain the ChenMed value proposition.
Plan, coordinate, and execute community events such as information tables, health fairs, and educational talks.
Develop relationships with health plan agents, insurance agents, social workers, case workers, senior housing managers, senior centers, and community providers to encourage referrals.
Partner with community officials, businesses, and senior outreach programs on initiatives that support patient growth.
Schedule sales meetings and develop referral relationships with plan agents, independent brokers, and the senior community.
Manage event vendors and negotiate venue contracts.
Invite insurance agents and brokers to community events to support timely patient assignment.
Use marketing and sales tools to identify prospective customers and develop solutions.
Maintain client information and document interactions and leads in the designated CRM system.
Provide a monthly activity calendar showing community access points and new tabletop venues.
Create market penetration plans and initiatives, and recover dormant customers through sales tools and marketing campaigns.
Educate prospective patients about ChenMed’s value proposition and healthcare model to drive membership growth.
Deliver prescribed presentations to large audiences and develop distribution channels for patient enrollment.
Use sales tools to work efficiently and collect 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, and develop and execute partner strategies.
Engage new patients through and beyond their first appointment and maintain relationships that support retention.
Help address and resolve customer complaints and issues.
Perform other related duties as assigned.