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.

Responsibilities

• Executes the Marketing/Sales Plan for InnovAge and exceeds monthly enrollment quotas (minimum 6-8 enrollments/month).
• Develops and executes the sales strategy of assigned territories for the Program of All-inclusive Care for the Elderly (PACE).
• Prompts new account opportunities based on research.
• Creates strong relationships with referral sources in order to effectively educate others regarding InnovAge PACE services using technical selling skills and product knowledge.
• Referrals sources within channels including, but not limited to, healthcare professionals, inpatient/outpatient healthcare settings, independent living communities, government entities, faith-based groups, community resources.
• Increases the account volume of referral sources in their assigned territories, as well as referral volume through strategic account management and follow up to meet and exceed assigned minimum performance and activity expectations.
• Creates and conducts effective proposal presentations to referral sources.
• Creates and conducts effective proposal presentations to prospective participants.
• Identifies populations of Medicaid, Medicare, Dual Eligible, VA, and Private Pay individuals and strategically aligns InnovAge PACE services within their communities through referral channels.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow up in the CRM.
• Develops and manages accounts by maintaining regular contact with referral sources and documents communication in regard to type of contact, follow-through, and results for the assigned territory and business line being worked directly into the Customer Relationship Management (CRM) software in real time.
• Identifies the customer/referral need, matches the need to the value of InnovAge PACE services offered and then asks for the referral and/or sale based on strong listening skills and the ability to empathize with the customer.
• Participates and contributes to the development of InnovAge PACE related educational programs offered to referral sources, prospects and company employees.
• Regular reporting on goal attainment and performance as requested by sales leadership.

Qualifications

• Self-starters with experience in post-acute, senior, and managed care settings.
• Experience in B2B and B2C sales and business development.
• Strong communication and relationship-building skills.
• Ability to work independently and manage multiple tasks.
• Knowledge of PACE program and post-acute care industry.
• Proficiency in CRM software.

Benefits

• Comprehensive benefits package including medical, dental and vision insurance, short and long-term disability, life insurance and AD&D, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company-paid holidays.