Market Growth Consultant (Healthcare Outside Sales)

We’re unique. You should be, too. We’re changing lives every day—for both our patients and our team members. Are you innovative and entrepreneurial minded? Is your work ethic and ambition off the charts? Do you inspire others with your kindness and joy? We’re different than most primary care providers. We’re rapidly expanding and we need great people to join our team.

About the role

The Membership Growth Consultant (MGC) is an outside healthcare sales representative responsible for generating sales leads and membership by nurturing productive relationships with senior citizens, key local community partners, and senior-focused businesses to enroll new patients to ChenMed. This role is the first of three separate tiers as part of the overall MGC Success Plan and growth career path at ChenMed.

The incumbent in this role develops skills to arrange, design, and orchestrate sales events and to create fun and cost-effective techniques to keep senior participation and satisfaction high, driving referral sales from satisfied patients to fuel membership growth. They learn to effectively communicate the ChenMed/JenCare value proposition at community events.

Responsibilities

• Nurture, build, and cultivate direct-to-seniors and business-to-business partnerships to generate new patient opportunities year-round.
• Meet with individual seniors and groups in their homes, workplaces, houses of worship, senior centers, or living communities to share the ChenMed value proposition.
• Plan, coordinate, and execute local events within the community (e.g., information tables, health fairs, doc talks) to reach ideal patients (medically underserved, Medicare-eligible seniors, age 55 and older).
• Cultivate strong relationships with health plan agents, individual insurance agents, social workers, case workers, senior housing managers, senior centers, and related community providers to keep ChenMed/JenCare as their top provider choice for senior healthcare referrals.
• Partner with community officials, businesses, and senior outreach programs to develop initiatives that drive new patient growth.
• Schedule one-on-one sales meetings and referral relationships with plan agents, independent brokers, and the senior community to deliver solutions on immediate customer requests.
• Manage vendors related to event planning and negotiate contracts with venues where events are held.
• Ensure insurance agents and/or brokers are invited to community events to facilitate timely patient assignment to ChenMed/JenCare Medical Centers.
• Use marketing and sales tools to identify solutions and sell to new customers.
• Maintain up-to-date client information in the designated customer relationship management (CRM) tool (Salesforce) and document interactions to ensure effective lead management.
• Provide a monthly activity calendar reflecting community access points and new tabletop venues.
• Create penetration plans and initiatives in key target markets and channels.
• Recover dormant customers via sales tools and marketing campaigns.
• Drive new member growth by educating potential patients on the value proposition and healthcare model.
• Deliver prescribed presentations in front of large audiences.
• Develop distribution channels to support new patient enrollment growth using all provided sales tools.
• Partner with sales leadership to improve engagement effectiveness with distributors, vendors, and community partners.
• Build trusting relationships with brokers, insurance agents, case workers, and third-party vendors associated with seniors, with supervision.
• Develop and execute specific broker and partner strategies and plans.
• Engage with new patients through and beyond their first appointment, maintaining relationships to positively impact retention.
• Address and resolve customer complaints and issues as required.
• Perform other related duties as assigned.

Competencies

• Instills trust: Gains the confidence and trust of others through honesty, integrity, and authenticity. Follows through on commitments, keeps confidences, and shows consistency between words and actions.
• Results driven: Consistently achieves results, even under tough circumstances. Has a strong bottom-line orientation, persists despite obstacles, and has a track record of exceeding goals.
• Action oriented: Takes on new opportunities and tough challenges with urgency, high energy, and enthusiasm. Identifies and seizes opportunities, displays a can-do attitude, and steps up to handle tough issues.
• Effective communication: Develops and delivers multi-mode communications that convey a clear understanding of diverse audiences. Adjusts communication to fit the audience and message, listens attentively, and encourages open expression of ideas.
• Resiliency: Rebounds from setbacks and adversity. Handles crises effectively, maintains a positive attitude, and grows from hardships.
• Networking: Builds formal and informal relationship networks inside and outside the organization. Maintains relationships across functions and locations to exchange ideas and resources.
• Customer focus: Builds strong customer-centric relationships and delivers solutions. Gains insight into customer needs, identifies opportunities, and establishes effective relationships.
• Persuasiveness: Uses compelling arguments to gain support and commitment. Positions views effectively, convinces others to take action, and negotiates skillfully in tough situations.

Requirements

• High business acumen and acuity.
• Exceptional organizational skills with the ability to manage multiple priorities in a fast-paced environment.
• Demonstrated knowledge of negotiation, probing, closing skills, and handling objections.
• Detail-oriented and proficient in MS Office (PowerPoint, Excel, Word, Outlook), CRM tools (Salesforce), and other relevant software.
• Excellent interpersonal and problem-solving skills, with patience and ability to engage customers in conversation.
• Strong written and verbal communication skills, including a clear, confident speaking voice and a friendly rapport with customers.
• Ability to be flexible and creative in dealing with customers, with a positive attitude and warm disposition.
• Persuasive and highly motivated to make sales without being perceived as pushy.
• Good keyboarding skills and ability to type accurately at a significant speed.
• Spoken and written fluency in English; bilingual is a plus.
• Ability and willingness to travel locally, regionally, and nationwide up to 75%; work is primarily conducted off ChenMed premises.
• Use and exercise of independent judgment.

Qualifications

• High School Diploma or GED required; Bachelor’s degree in Marketing, Business Administration, or a related field preferred. Additional education, training, or experience may substitute on a year-for-year basis.
• Minimum of 2 years of successful sales experience required; experience working with seniors or understanding of Medicare Advantage is a plus.
• Minimum of 2 years of business-to-business experience or equivalent management experience preferred.
• Relevant sales experience with establishing and maintaining relationships with business/vendor partners.
• Experience in telesales, including inputting sales data while on the telephone with a customer.
• Possession and maintenance of a current, valid Driver’s License.

Pay

Pay Range: $38,509 - $55,013 annually. Final compensation will depend on experience, education, geographic location, and other relevant factors. This position may also be eligible for bonuses or commissions.

Benefits

Comprehensive benefits, career development, and advancement opportunities. For more details, visit ChenMed Employee Benefits.