Healthcare Sales Representative at InnovAge in US-VA-Newport News

Responsibilities

• InnovAge’s passion and mission is to enable frail seniors to age independently with dignity in their own homes. Our PACE (Program of All-inclusive Care for the Elderly) program is a patient-centered all-inclusive care model that offers qualified seniors an alternative to a nursing home. We provide customized and coordinated healthcare and social engagement for our participants supported by a cross-functional team of medical experts. We are dedicated to expanding this successful program to serve as many seniors as possible across the country.
• We want experienced healthcare-centric salespeople to channel their passionate, results-driven approach to expand our program’s reach. Self-starters with experience in post-acute, senior, and managed care settings will focus on cultivating community referrals within their territory, providing education of PACE services (phone and in person) with the goal to enroll 8 eligible participants each month. Our field-based sales team uses Salesforce CRM to foster relationships with referral sources, plan their days and grow their book of business. If the community is your office, join the future of senior care and apply today.
• Under the direction and supervision of the Regional Sales Director, the Outreach Specialist is responsible for all sales activities and engagement to achieve professional, community, and government entity referral and enrollment goals in the assigned territories to support increasing the funnel to reach and exceed census targets.
• This role offers a competitive base salary with additional commission opportunity.
• B2B – Sales/Business Development
• Executes the Marketing/Sales Plan for InnovAge and exceeds monthly enrollment quotas (minimum 6-8 enrollments/month).
• Develop and execute the sales strategy of assigned territories for the Program of All-inclusive Care for the Elderly (PACE).
• Prospects new account opportunities based on research.
• Creates strong relationships with referral sources in order to effectively educate others regarding InnovAge PACE services using technical selling skills and product knowledge. Referrals sources within channels including, but not limited to, healthcare professionals, inpatient/outpatient healthcare settings, independent living communities, government entities, faith-based groups, community resources.
• Increase the account volume of referral sources in their assigned territories, as well as referral volume through strategic account management and follow up to meet and exceed assigned minimum performance and activity expectations.
• 6-8 enrollments/month as assigned to the individual territory post ramp up period
• 2 self-generated leads/day with minimum 35% conversion to qualified referral, or higher based on historical territory analysis
• 25 sales call attempts/week, at least 10 of which result in meaningful contacts and actionable next steps
• Creates and conducts effective proposal presentations to referral sources.
• Creates and conducts effective proposal presentations to prospective participants.
• Receives communication from call center, broker, and/or other Outreach Specialist to handoff complex leads requiring further qualification.
• Identifies populations of Medicaid, Medicare, Dual Eligible, VA, and Private Pay individuals and strategically aligns InnovAge PACE services within their communities through referral channels.
• CRM Workflow and Documentation
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow up in the CRM.
• Develops and manages accounts by maintaining regular contact with referral sources and documents communication in regard to type of contact, follow-through, and results for the assigned territory and business line being worked directly into the Customer Relationship Management (CRM) software in real time. Maintains the InnovAge CRM for qualified account and prospect leads through referrals, telephone canvassing, face to face meetings, cold calling referral sources, email and networking.
• Identifies the customer/referral need, matches the need to the value of InnovAge PACE services offered and then asks for the referral and/or sale based on strong listening skills and the ability to empathize with the customer.
• Participates and contributes to the development of InnovAge PACE related educational programs offered to referral sources, prospects and company employees.
• Regular reporting on goal attainment and performance as requested by sales leadership.
• Performs other duties as requested in a positive and helpful manner to ensure a smooth running work area.

Requirements

• experienced healthcare-centric salespeople
• experience in post-acute, senior, and managed care settings
• self-starters

Skills

Required

• Sales
• Business development
• Technical selling skills
• Product knowledge
• CRM software (Salesforce)
• Prospecting
• Account management
• Communication
• Presentation skills
• Listening skills
• Empathy
• Self-starter

Benefits

• InnovAge is dedicated to empowering seniors to live independently, allowing them to age in their own homes and communities safely. InnovAge offers an alternative to nursing homes through its Program of All-inclusive Care for the Elderly (PACE), which provides enrolled seniors with customized healthcare and social support at PACE Adult Day Health Centers. These centers are staffed by medical professionals who are committed to creating personalized care plans for each participant. At InnovAge, our team members are our greatest asset and have a significant impact on the lives of our participants every day. When you join InnovAge, you'll work alongside talented, respectful, and passionate colleagues within a patient-centered care model.
• InnovAge is committed to equal opportunity and affirmative action, and we strive to create a diverse and inclusive workplace. We consider all qualified candidates for employment without discrimination based on race, color, religion, sex, sexual orientation, gender identity/expression, national origin, disability, protected veteran status, pregnancy, or any other protected status. Salaries are determined by various factors such as qualifications, experience, and location, and do not include potential bonuses or benefits. Our extensive benefits package includes medical/dental/vision insurance, short and long-term disability, life insurance and AD&D, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company-paid holidays.
• The pay offered for the position will take into consideration the candidate’s geographic region, job-related knowledge, skills, experience, and internal equity, among other factors. InnovAge offers a comprehensive benefits package which includes medical, dental and vision insurance, short and long-term disability, life insurance and add, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company paid holidays.
• $60,000 - $75,000