Membership Growth Consultant

ChenMed; Louisville (KY); On-site; USD 50,000 - 90,000; Full time

Job summary

An established industry player is seeking a Senior Membership Growth Consultant to drive patient enrollment through innovative sales strategies and community engagement. This role focuses on building relationships with seniors and local businesses, ensuring the delivery of exceptional healthcare services. The ideal candidate will possess strong sales and negotiation skills, with a passion for improving the lives of seniors. Join a rapidly expanding team dedicated to transforming healthcare and enjoy a supportive work environment that fosters professional growth and work-life balance.

Benefits

Comprehensive benefits

Career development opportunities

Work-life balance

Great compensation

Qualifications

• Bachelor's degree or equivalent experience in marketing or business.
• 6+ years of successful sales experience, preferably with seniors.

Responsibilities

• Generate new patient opportunities through partnerships and community events.
• Cultivate relationships with health plan agents and community providers.

Skills

Sales Skills

Negotiation Skills

Organizational Skills

Interpersonal Skills

Problem-Solving Skills

Communication Skills

Customer Engagement

Flexibility and Creativity

Education

Bachelor's degree in Marketing or Business Administration

6 years of successful sales experience

4 years of business-to-business experience

Tools

Salesforce

MS Office

Job description

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.

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

The incumbent has developed more extensive business relationships with various health plan agents, individual insurance agents, social workers, case workers, senior housing managers, senior centers and related community providers to keep ChenMed/JenCare Medical Centers as their top provider choice for senior healthcare when referring patients to a primary care physician. The incumbent has demonstrated meeting and/or exceeding initial monthly production quotas and demonstrates ability to handle additional sustained monthly production, developing better working relationships with Center Director, Director of Growth and other market leaders and demonstrating understanding of Salesforce.com and other key business systems. Incumbent has built good foundation for continued membership growth and started to build book of business by focusing on member retention and member referrals.

ESSENTIAL JOB DUTIES/RESPONSIBILITIES:

• Nurtures, builds and cultivates direct-to-seniors and business-to-business partnerships to generate new patient opportunities year-round.
• Meets with individual seniors and groups in their homes, workplaces, houses of worship, senior centers or living communities to share the ChenMed value proposition.
• Plans, coordinates and executes local events within the community (e.g., information tables, health fairs, doc talks, etc.) to help reach our ideal patients (i.e., medically underserved, Medicare-eligible seniors, age 55 and older).
• Cultivates strong relationships with health plan agents, individual insurance agents, social workers, case workers, senior housing managers, senior centers and related community providers.
• Partners with community officials, businesses and senior outreach programs to develop initiatives that will appropriately drive new patient growth.
• Schedules one-on-one sales meetings, referral relationships with Plan agents, independent brokers and the senior community to deliver solutions on immediate customer requests.
• Ensures insurance agents and/or brokers are invited to community events to ensure timely patient assignment to ChenMed/JenCare Medical Centers.
• Leverages marketing and sales tools to identify solutions and sell to new customers.
• Maintains up-to-date client information in designated customer relationship management (CRM) tool (i.e., Salesforce).
• Provides monthly activity calendar reflecting community access points and new tabletop venues.
• Creates penetration plans and initiatives in key target markets and channels.
• Recovers dormant customers via sales tools and marketing campaigns.
• Drives new member growth by appropriately educating potential patients on our value proposition and healthcare model.
• Develops all distribution channels to support new patient enrollment growth.
• Partners with sales leadership to improve effectiveness of engagements with distributors, vendors and community partners.
• Builds trusting relationships with brokers/insurance agents/case workers/third party vendors associated with seniors.
• Engages with new patients through and beyond their first appointment.
• Maintains relationships with enrolled patients to positively impact retention.
• Helps address and resolve customer complaints and issues.
• Performs other related duties as assigned.

KNOWLEDGE, SKILLS AND ABILITIES:

• High business acumen and acuity.
• Exceptional organizational skills with the ability to manage multiple priorities in a fast-paced work environment.
• Demonstrated solid knowledge of, and expertise in, negotiation, probing skills, closing skills and handling objections.
• Detail-oriented and proficient in MS Office (PowerPoint, Excel, Word, and Outlook), CRM tools (Salesforce) plus a variety of other word-processing, spreadsheet, database, e-mail and presentation software.
• Excellent interpersonal and problem-solving skills. Must have the 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.
• Must have the ability to be flexible and creative in dealing with customers.
• Positive attitude and the ability to attract patients with a warm, gentle disposition.
• Must be persuasive and highly motivated to make sales, with the ability to close sales without being perceived as pushy.
• Good keyboarding skills are needed. Ability to accurately type a significant number of words per minute.
• 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.
• This position requires use and exercise of independent judgment.

EDUCATION AND EXPERIENCE CRITERIA:

• Bachelor's degree in Marketing, Business Administration or a related field OR additional combination of formal education, training and experience above the minimum will be considered in lieu of the education on a year-for-year basis.
• A minimum of 6 years of successful sales experience required. Working with seniors a plus, as is a general understanding of Medicare Advantage.
• A minimum of 4 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 tele sales to input sales data into a computer while on the telephone with a customer.
• This position requires possession and maintenance of a current, valid Driver’s License.

We’re ChenMed and we’re transforming healthcare for seniors and changing America’s healthcare for the better. Family-owned and physician-led, our unique approach allows us to improve the health and well-being of the populations we serve. We’re growing rapidly as we seek to rescue more and more seniors from inadequate health care.

ChenMed is changing lives for the people we serve and the people we hire. With great compensation, comprehensive benefits, career development and advancement opportunities and so much more, our employees enjoy great work-life balance and opportunities to grow. Join our team who make a difference in people’s lives every single day.