Membership Growth Consultant - Outside Healthcare Sales Rep

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. The MGC 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, partly to drive referral sales from satisfied patients and 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.
• 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 take place.
• 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 in accomplishing objectives 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. Readily acts on challenges without unnecessary planning, identifies and seizes new opportunities, and displays a can-do attitude.
• Effective communication: Develops and delivers multi-mode communications that convey a clear understanding of different audiences. Adjusts to fit the audience and message, listens attentively, and provides timely information.
• Resiliency: Rebounds from setbacks and adversity when facing difficult situations. 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 to win support, convinces others to take action, and negotiates skillfully in tough situations.

Requirements

• High School Diploma or GED required. Bachelor’s degree in Marketing, Business Administration, or a related field preferred, or additional combination of formal education, training, and experience above the minimum on a year-for-year basis.
• Minimum of 2 years of successful sales experience required. Experience working with seniors is a plus, as is a general understanding of Medicare Advantage.
• 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 to input sales data into a computer while on the telephone with a customer.
• Possession and maintenance of a current, valid Driver’s License.

Skills

• High business acumen and acuity.
• Exceptional organizational skills with the ability to manage multiple priorities in a fast-paced work environment.
• Demonstrated knowledge of negotiation, probing skills, closing skills, and handling objections.
• Detail-oriented and proficient in MS Office (PowerPoint, Excel, Word, Outlook), CRM tools (Salesforce), and other word-processing, spreadsheet, database, email, and presentation software.
• Excellent interpersonal and problem-solving skills, with patience and ability to engage customers in conversation.
• Excellent written and verbal communication skills, including a clear, confident speaking voice and a friendly rapport with customers (e.g., pitch letters, outbound calls, effective one-on-one meetings, group presentations).
• Ability to be flexible and creative in dealing with customers, with a positive attitude and warm disposition.
• Persuasive and highly motivated to make sales, with the ability to close without being perceived as pushy.
• Good keyboarding skills and ability to type accurately at a significant words-per-minute rate.
• 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.

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

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