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.
• Builds strong relationships with referral sources in order to effectively educate others regarding InnovAge PACE services using technical selling skills and product knowledge.
• 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.
• Qualifies and presents to prospective participants.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow up in the CRM.
• 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.
• Regularly reports on goal attainment and performance as requested by sales leadership.

Requirements

• Experienced healthcare-centric salespeople with a results-driven approach.
• Self-starters with experience in post-acute, senior, and managed care settings.
• Ability to cultivate community referrals within their territory.
• Experience in managing and growing a book of business using Salesforce CRM.
• Capable of generating 2 self-generated leads/day with a minimum 35% conversion to qualified referral, or higher based on historical territory analysis.
• Capable of making 25 sales call attempts/week, at least 10 of which result in meaningful contacts and actionable next steps.

Qualifications

• Strong interpersonal and communication skills.
• Ability to build and maintain strong relationships with referral sources.
• Knowledge of PACE services and the ability to effectively communicate their benefits.
• Experience in post-acute, senior, and managed care settings.
• Proficiency in Salesforce CRM.

Skills

• Technical selling skills.
• Product knowledge of PACE services.
• Strong relationship-building abilities.
• Effective communication and presentation skills.
• Ability to manage and grow a book of business.

Benefits

InnovAge offers a comprehensive benefits package which includes medical, dental and vision insurance, short and long-term disability, life insurance and ADD, flexible spending accounts, 401(k) savings, paid time off, and company paid holidays.