Strategic Accounts Representative

About the role

The Strategic Accounts Representative supports the execution of InnovAge’s Medicare broker, agency, and field marketing organization (FMO) partnership strategy across assigned markets. This role recruits, onboards, activates, and supports broker partners that generate qualified PACE referrals and enrollments, while ensuring broker activity is documented, coordinated, and aligned with compliant marketing and enrollment practices.

Responsibilities

• Support the Strategic Accounts Manager in identifying, recruiting, onboarding, and activating Medicare-focused brokers, broker agencies, FMOs, and other distribution partners capable of generating qualified PACE referrals.
• Aid in broker outreach, follow-up, and relationship touchpoints across assigned markets, including calls, emails, texts, in-person meetings, trainings, center tours, lunch-and-learns, webinars, and community or FMO-sponsored events.
• Care for broker education on PACE eligibility, referral process expectations, participant value propositions, enrollment milestones, and compliant marketing and enrollment practices.
• Assist with broker orientation, referral process education, initial case questions, objection handling, and coordination with InnovAge enrollment and outreach teams.
• Participate in market activation campaigns in partnership with Marketing, Sales leadership, and local market teams, including broker-focused communications, event logistics, co-branded materials, and follow-up campaigns.
• Help maintain active engagement with key broker, agency, and FMO partners by supporting agreed-upon communication cadences, training invitations, event attendance, and field-level relationship management.
• Serve as a responsive point of contact for broker inquiries related to materials, participant referral status, PACE education, center tours, and escalate strategic or executive-level FMO opportunities to the Strategic Accounts Manager.
• Partner with Regional Sales Directors, Inside Sales and Outreach Specialists, Enrollment Representatives, Participant Navigators, Center Directors, Social Workers, and other local stakeholders to support broker-driven referral execution and handoffs.
• Maintain accurate and timely CRM and broker portal documentation of broker contacts, activities, training attendance, referrals, pipeline status, partner engagement, and assigned follow-up actions.
• Aid in broker referral tracking, referral quality feedback loops, enrollment milestone visibility, and weekly activity reporting for the Strategic Accounts Manager and local market stakeholders.
• Support broker portfolio management by helping maintain broker lists, segmentation data, activation status, engagement cadence, and follow-up plans for high-potential or under-activated broker partners.
• Identify operational barriers impacting broker satisfaction, referral conversion, or enrollment progress and coordinate issues internally for timely resolution.
• Aid in market and territory planning, including broker event calendars, center tour coordination, travel logistics, meeting preparation, materials requests, and post-event follow-up.

Market Coordination & Channel Operations

• Partner with Regional Sales Directors, Inside Sales and Outreach Specialists, Enrollment Representatives, Participant Navigators, Center Directors, Social Workers, and other local stakeholders to support broker-driven referral execution and handoffs.
• Maintain accurate and timely CRM and broker portal documentation of broker contacts, activities, training attendance, referrals, pipeline status, partner engagement, and assigned follow-up actions.
• Aid in broker referral tracking, referral quality feedback loops, enrollment milestone visibility, and weekly activity reporting for the Strategic Accounts Manager and local market stakeholders.
• Support broker portfolio management by helping maintain broker lists, segmentation data, activation status, engagement cadence, and follow-up plans for high-potential or under-activated broker partners.
• Identify operational barriers impacting broker satisfaction, referral conversion, or enrollment progress and coordinate issues internally for timely resolution.
• Aid in market and territory planning, including broker event calendars, center tour coordination, travel logistics, meeting preparation, materials requests, and post-event follow-up.

Required Qualifications

• 1+ years of experience in channel sales, broker distribution, strategic partnerships, business development, account management, healthcare sales support, or related field.
• 2+ years of experience in Medicare Advantage, managed care, health plan distribution, healthcare sales, senior services, long-term care, or related healthcare markets.
• Strong relationship management, follow-up, organization, and written/verbal communication skills.
• Demonstrated ability to coordinate trainings, meetings, events, partner communications, and cross-functional follow-up in a field or market-facing role.
• Working knowledge of, or ability to quickly learn, CMS and state laws and sub-regulatory guidance related to compliant marketing and enrollment practices.
• Experience utilizing CRM platforms, broker portals, sales activity tracking, or sales analytics tools.
• Bachelor’s degree from an accredited college/university or equivalent work experience in lieu of degree.
• State-issued driver’s license, personal transportation, good driving record, and auto insurance as required by law.

Preferred Qualifications

• Experience working with Medicare Advantage brokers, broker agencies, FMOs, health plans, delegated sales organizations, or community-based referral partners.
• Knowledge of PACE, Medicare, Medicaid, dual-eligible populations, long-term care, aging services, or complex-care models.
• Experience supporting broker trainings, lunch-and-learns, center tours, webinars, community events, or field marketing activations.
• Bachelor of Business Administration or other advanced degree.
• Experience with Microsoft Dynamics 365 and/or Salesforce.
• Bilingual skills preferred in target markets where helpful to participant and broker engagement.

Benefits

• Medical/dental/vision insurance
• Short and long-term disability
• Life insurance and AD&D
• Supplemental life insurance
• Flexible spending account
• 401(k) savings
• Paid time off
• Company-paid holidays

Additional Information

InnovAge offers a comprehensive benefits package, which includes medical, dental, vision, 401(k) plan with company match, short and long-term disability, life insurance, supplemental life insurance, ADD, flexible spending account, paid time off and company paid holidays. Applicants are considered until the position is filled.

Compensation

Salaries are determined by various factors such as qualifications, experience, and location, and do not include potential bonuses or benefits. The posted pay range is $72,000-$90,000.

Agency Disclaimer

InnovAge will not accept unsolicited resumes from search firms for this employment opportunity. Regardless of past practices, all candidates/resumes submitted by search firms to InnovAge by any means without a valid written search agreement in place for that position will be deemed the property of InnovAge and no fee will be paid in the event such candidate is hired by InnovAge. Fraud Disclaimer InnovAge is committed to maintaining a safe, transparent, and respectful hiring process for all candidates. Please be aware that all legitimate email communication regarding InnovAge job opportunities will come exclusively from an email address ending in @innovage.com. At No Point In Our Hiring Process Will InnovAge Request payment from candidates for equipment, background checks, onboarding, training, or any other employment-related purpose Ask for financial information (such as bank account details) before a formal offer and onboarding process is completed through our official systems If you receive a message claiming to represent InnovAge that does not align with the above, it may be fraudulent. We encourage you to exercise caution and refrain from engaging or sharing personal information. If you believe you have been contacted by someone misrepresenting InnovAge, please report the activity to HRAnswers@innovage.com or apply directly through our official career site to ensure the opportunity is legitimate. Your trust matters to us, and we appreciate your interest in joining InnovAge.