Market Growth Consultant (Healthcare Outside Sales)

About the role

We’re changing lives every day—for both our patients and our team members. 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 tiers in the MGC Success Plan and growth career path at ChenMed.

The incumbent develops skills to arrange, design, and orchestrate sales events and to create fun, cost-effective techniques to keep senior participation and satisfaction high, driving referral sales from satisfied patients to fuel membership growth. You will 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 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, and related community providers to position 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 address immediate customer requests.
• Manage vendors related to event planning and negotiate contracts with event venues.
• 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 CRM tool (Salesforce) and document interactions to manage leads effectively.
• Provide a monthly activity calendar reflecting community access points and new event 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.
• Use all provided sales tools to ensure efficiency and collect pertinent data.
• 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.
• Develop and execute specific broker and partner strategies and plans.
• Engage with new patients through and beyond their first appointment to positively impact retention.
• Maintain relationships with enrolled patients and help address and resolve customer complaints and issues.
• Perform other related duties as assigned.

Competencies

• Instills trust: Gains confidence through honesty, integrity, and authenticity; follows through on commitments; keeps confidences; shows consistency between words and actions.
• Results driven: Consistently achieves results under tough circumstances; has a strong bottom-line orientation; persists despite obstacles; exceeds goals; pushes others.
• Action oriented: Takes on new opportunities with urgency, high energy, and enthusiasm; acts on challenges without unnecessary planning; identifies and seizes opportunities; displays a can-do attitude.
• Effective communication: Develops multi-mode communications tailored to different audiences; effective in one-on-one, small, and large group settings; listens attentively; adjusts to fit the audience; provides timely information; encourages open expression of ideas.
• Resiliency: Rebounds from setbacks; handles crises effectively; maintains a positive attitude; grows from hardships.
• Networking: Builds formal and informal relationship networks inside and outside the organization; maintains relationships across functions and locations; exchanges ideas and resources.
• Customer focus: Builds customer-centric relationships; gains insight into customer needs; identifies opportunities to benefit the customer; delivers solutions that meet expectations.
• Persuasiveness: Uses compelling arguments to gain support; convinces others to take action; negotiates skillfully; wins concessions without damaging relationships; responds effectively to reactions and positions of others.

Requirements

• 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 phone with customers.
• Possession and maintenance of a current, valid Driver’s License.
• Ability and willingness to travel locally, regionally, and nationwide up to 75%; work is primarily conducted off ChenMed premises.

Skills

• High business acumen and acuity.
• Exceptional organizational skills with the ability to manage multiple priorities in a fast-paced environment.
• Demonstrated negotiation, probing, closing, and objection-handling skills.
• Detail-oriented; proficient in MS Office (PowerPoint, Excel, Word, Outlook), CRM tools (Salesforce), and other relevant software.
• Excellent interpersonal and problem-solving skills; patience and ability to engage customers in conversation.
• Excellent written and verbal communication skills, including confident speaking and a friendly rapport with customers.
• Flexibility and creativity in dealing with customers; positive attitude and warm disposition.
• Persuasive and highly motivated to make sales without being perceived as pushy.
• Good keyboarding skills; ability to type accurately at a significant words-per-minute rate.
• Spoken and written fluency in English; bilingual is a plus.

Pay

The pay range for this position is $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

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