Healthcare Sales Representative

About the role

InnovAge’s passion and mission is to enable frail seniors to age independently with dignity in their own homes. Our PACE (Program of All-inclusive Care for the Elderly) program is a patient-centered, all-inclusive care model that offers qualified seniors an alternative to a nursing home. We provide customized and coordinated healthcare and social engagement for our participants supported by a cross-functional team of medical experts. We are dedicated to expanding this successful program to serve as many seniors as possible across the country.

We want experienced healthcare-centric salespeople to channel their passionate, results-driven approach to expand our program’s reach. Self-starters with experience in post-acute, senior, and managed care settings will focus on cultivating community referrals within their territory, providing education of PACE services (phone and in person) with the goal to enroll 8 eligible participants each month. Our field-based sales team uses Salesforce CRM to foster relationships with referral sources, plan their days, and grow their book of business.

Responsibilities

• Execute the Marketing/Sales Plan for InnovAge and exceed monthly enrollment quotas (minimum 6-8 enrollments/month).
• Develop and execute the sales strategy for assigned territories for the Program of All-inclusive Care for the Elderly (PACE).
• Prospect new account opportunities based on research.
• Create strong relationships with referral sources to effectively educate others regarding InnovAge PACE services using technical selling skills and product knowledge. Referral sources include healthcare professionals, inpatient/outpatient healthcare settings, independent living communities, government entities, faith-based groups, and community resources.
• Increase the account volume of referral sources in assigned territories, as well as referral volume through strategic account management and follow-up to meet and exceed assigned minimum performance and activity expectations:
  • 6-8 enrollments/month as assigned to the individual territory post ramp-up period.
  • 2 self-generated leads/day with minimum 35% conversion to qualified referral, or higher based on historical territory analysis.
  • 25 sales call attempts/week, at least 10 of which result in meaningful contacts and actionable next steps.
• Create and conduct effective proposal presentations to referral sources and prospective participants.
• Receive communication from call center, broker, and/or other Outreach Specialist to handoff complex leads requiring further qualification.
• Identify populations of Medicaid, Medicare, Dual Eligible, VA, and Private Pay individuals and strategically align InnovAge PACE services within their communities through referral channels.
• Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up in the CRM.
• Develop and manage accounts by maintaining regular contact with referral sources and document communication in the CRM in real time.
• Maintain the InnovAge CRM for qualified account and prospect leads through referrals, telephone canvassing, face-to-face meetings, cold calling, email, and networking.
• Identify customer/referral needs, match them to the value of InnovAge PACE services, and ask for the referral and/or sale based on strong listening skills and empathy.
• Participate and contribute to the development of InnovAge PACE-related educational programs offered to referral sources, prospects, and company employees.
• Provide regular reporting on goal attainment and performance as requested by sales leadership.
• Perform other duties as requested in a positive and helpful manner to ensure a smooth-running work area.

Pay

Posted pay range: $69,000 - $86,300. The pay offered for the position will take into consideration the candidate’s geographic region, job-related knowledge, skills, experience, and internal equity, among other factors. This role offers a competitive base salary with additional commission opportunity.

Benefits

• Medical, dental, and vision insurance.
• Short and long-term disability.
• Life insurance and AD&D.
• Supplemental life insurance.
• Flexible spending accounts.
• 401(k) savings plan with company match.
• Paid time off.
• Company-paid holidays.

InnovAge is dedicated to empowering seniors to live independently, allowing them to age in their own homes and communities safely. Our team members are our greatest asset and have a significant impact on the lives of our participants every day. When you join InnovAge, you'll work alongside talented, respectful, and passionate colleagues within a patient-centered care model.

Additional Information

This position requires a background screening through the Florida Care Provider Background Screening Clearinghouse for Florida applicants. For more information, visit the Clearinghouse Education and Awareness website.