Lead Healthcare Sales Representative

About the Role

Under the supervision of the Regional Sales Director, the Lead Outreach Specialist strategically guides referral partner and associated sales activities and engagement to achieve professional, community, and government entity referral and enrollment goals in assigned territories. This role supports increasing the funnel to reach and exceed census targets and serves as the main point of contact for the Regional Sales Director to assess lead generation activities. The Lead Outreach Specialist provides support to the Outreach Specialist teams as a subject matter expert on account management and lead generation processes, leads daily activity calls, and creates opportunities for coaching and development.

Responsibilities

• Lead daily Outreach Specialist activity meetings, prepare action items for the team, and provide coaching, support, and performance improvement plans as needed to achieve budgeted sales.
• Prepare action items for Outreach Specialists to meet and exceed center budgeted gross enrollments.
• Coordinate and schedule events across the catchment area, assigning attendance to the applicable Outreach Specialist in each territory.
• Design and execute referral channel strategies with the Regional Sales Director, covering the entire catchment area.
• Provide verbal and documented updates to the Regional Sales Director regarding lead generation and qualification.
• Collaborate with the Lead Enrollment Representative to identify areas for process improvement and optimization.
• Ensure Outreach Specialists work with the Enrollment Coordinator to conduct tours while continuing to generate leads from their accounts.
• 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 and create strong relationships with referral sources to educate them about InnovAge PACE services.
• Increase account volume and referral volume through strategic account management and follow-up to meet and exceed performance expectations:
  • 6-8 enrollments/month post ramp-up period.
  • 2 self-generated leads/day with a minimum 35% conversion to qualified referral.
  • 25 sales call attempts/week, with at least 10 resulting in meaningful contacts and actionable next steps.
• Create and conduct effective proposal presentations to referral sources and prospective participants.
• Qualify complex leads received from call centers, brokers, or other Outreach Specialists.
• Identify populations of Medicaid, Medicare, Dual Eligible, VA, and Private Pay individuals and align InnovAge PACE services within their communities.
• Maintain accurate records of all sales and prospecting activities in the CRM, including sales calls, presentations, closed sales, and follow-up.
• Develop and manage accounts by maintaining regular contact with referral sources and documenting communication in the CRM.
• Identify customer/referral needs, match them to InnovAge PACE services, and ask for referrals or sales based on strong listening and empathy skills.
• Participate in the development of InnovAge PACE-related educational programs for referral sources, prospects, and employees.
• Provide regular reporting on goal attainment and performance as requested by sales leadership.
• Perform other duties as requested to ensure smooth operations.

Requirements

• Bachelor’s degree in business, sales, marketing, human services, or a related field from an accredited college/university, or equivalent significant healthcare sales and/or InnovAge experience.
• State-issued driver’s license, personal transportation, good driving record, and auto insurance as required by law.
• Four (4) years of proven successful healthcare-focused sales and marketing experience in both B2B (hospitals, healthcare providers, senior living communities, etc.) and B2C (individual patient) settings, or equivalent combination of education and experience.
• One (1) year of proven successful experience as an InnovAge Outreach Specialist.
• Sophisticated experience and skill in using CRM database systems (e.g., Salesforce, Microsoft Dynamics, HubSpot, Zoho, Playmaker, etc.).
• Proven track record of exceeding sales goals.

Preferred Qualifications

• Existing book of business/contacts/referrals in post-acute and senior care settings.
• Familiarity and comfort in a mobile technology-driven environment.

Skills

• Computer Skills: Proficient with CRM software, Microsoft Word, Excel, and Outlook; ability to quickly learn new software and applications.
• Mathematical/Financial Skills: Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations; analyze data and statistics to draw conclusions and compile reports.
• Language Skills: Ability to read, analyze, and interpret regulations and other documents; strong interpersonal and communication skills; exceptional English written and verbal communication skills, including business correspondence.
• Reasoning Ability: Ability to define problems, collect data, establish facts, and draw valid conclusions.
• Other Skills: Ability to establish and maintain cooperative working relationships; organized, detail-oriented, diplomatic, proactive, self-motivated, and dependable; ability to balance multiple tasks in a fast-paced environment; ability to work sensitively with individuals of diverse ethnic and cultural backgrounds.

Travel

• Travel may be required, including local or out-of-state overnight travel.
• Open to relocation based on business necessity.

InnovAge Service Standards

• Safety: Maintains a safe workplace, reports unsafe conditions, and follows safety policies.
• Accountability:
  • Commitment: Demonstrates dedication to job and company success; puts forth effort to achieve goals.
  • Cooperativeness: Supports management decisions and maintains a positive attitude.
  • Attendance: Meets punctuality and attendance expectations.
  • Customer Service: Embraces internal and external customer service with a customer-centric approach.
  • Confidentiality: Maintains confidentiality of sensitive information.
• Integrity:
  • Adherence to Company Policy: Follows and enforces company policies and acts in the best interest of the company.
  • Reliability: Completes responsibilities with minimal supervision and follows through on tasks.
  • Alignment with Company Goals: Supports the organization’s mission, vision, and values.
• Quality:
  • Quantity of Work: Produces high-volume work and meets deadlines.
  • Quality of Work: Produces accurate, reliable, and efficient work.
  • Job Knowledge: Demonstrates thorough understanding of job processes and procedures.
  • Communication: Exhibits good interpersonal skills and keeps others informed.

Physical Demands

Must possess mobility to work in a standard office or clinical setting and use standard office equipment.