Strategic Accounts Manager

InnovAge Holding Corp.; Los Angeles (CA); On-site; USD 111,000 - 134,000; Full time

Benefits offered by this job

Sign-On Bonus

Medical/Dental/Vision insurance

401(k) plan with company match

Paid time off

Holidays

Job summary

InnovAge seeks a Strategic Accounts Manager to grow Medicare broker and FMO partnerships in California. You will recruit, onboard, and manage broker networks to drive PACE referrals and enrollments, serving as the liaison between partners and local market teams.

Ideal candidates bring 5+ years in channel sales and 3+ years in Medicare, with strong executive communication and CRM analytics skills. Expect travel to CA sites and a performance-based compensation plan.

Qualifications

• 5+ years in channel sales, broker distribution, partnerships, or account management.
• 3+ years in Medicare Advantage, managed care, or related healthcare markets.
• Familiarity with CMS/state laws on marketing and enrollment practices.
• Track record growing broker, agency, FMO, or indirect sales channels.
• Strong relationship management and executive communication.

Responsibilities

• Develop and execute broker/FMO partnership strategy for California markets.
• Identify, recruit, onboard, and activate Medicare-focused partners.
• Build executive relationships with broker principals and sales leaders.
• Create segmentation and prioritization to maximize referrals.
• Design programs, incentives, and education initiatives for partners.
• Conduct broker training on CMS/state guidance and enrollment processes.
• Collaborate with Marketing/Sales to develop broker communications and campaigns.
• Monitor partner performance and drive action plans to improve referrals.
• Operate as SME for broker channel strategy, market dynamics, and competitive intel.
• Maintain CRM data on broker relationships, activities, and metrics.

Skills

Channel sales

Broker distribution

Business development

Account management

CRM analytics

Executive communication

Education

Bachelor’s degree

Tools

Microsoft Dynamics 365

Salesforce

Job description

Under the direction and supervision of the VP, Strategy & Corporate Development, the Strategic Accounts Manager – Medicare Broker & FMO Partnerships is responsible for developing, managing, and growing InnovAge's relationships with Medicare Advantage brokers, agencies, field marketing organizations (FMOs), and other distribution partners.

The Strategic Accounts Manager – Medicare Broker & FMO Partnerships will lead efforts to identify, recruit, contract, activate, and expand high-performing broker distribution channels that generate qualified PACE referrals and enrollments. This role serves as the primary liaison between enterprise broker partners and local market teams, ensuring consistent execution of broker strategies, partner engagement, referral management, and enrollment growth in InnovAge’s California markets.

The successful candidate will develop scalable broker programs, build executive relationships with channel leaders, and create sustainable growth through strategic partnerships that increase PACE awareness and enrollment volume.

Candidates must reside within one of InnovAge's California service areas (Inland Empire (San Bernardino/Riverside), Crenshaw neighborhood of Los Angeles, and Sacramento) to effectively support broker and market partnerships.

Essential Functions and Work Responsibilities

Broker & FMO Channel Development – 70%

• Develop and execute InnovAge's broker and FMO partnership strategy across InnovAge’s California markets (San Bernadino, Crenshaw, Sacramento).
• Identify, recruit, onboard, and activate Medicare-focused brokers, broker agencies, FMOs, and other distribution partners capable of generating PACE referrals.
• Develop and maintain executive-level relationships with broker principals, sales leaders, and key producers.
• Create broker segmentation and prioritization strategies to maximize referral production and channel growth.
• Design and implement mutually beneficial partnership programs, incentive structures, education initiatives, and growth plans.
• Conduct broker training, continuing education, and sales enablement programs to improve understanding of CMS and State laws marketing and enrollment guidance, as well as PACE eligibility, enrollment processes, and participant value propositions.
• Collaborate with Marketing and Sales leadership to develop broker-focused communications, materials, campaigns, and market activation plans.
• Monitor partner performance and develop targeted action plans to improve referral volume, quality, and conversion rates.
• Serve as the enterprise subject matter expert for broker channel strategy, market dynamics, and competitive intelligence.
• Maintain accurate CRM documentation of broker relationships, activities, pipeline opportunities, and performance metrics.
• Provide regular reporting on broker recruitment, activation, referral activity, enrollment production, and channel ROI.

Market Coordination & Channel Optimization – 30%

• Partner closely with Regional Sales Directors, Inside Sales and Outreach Specialists, Enrollment Representatives, Participant Navigators, Center Directors, and Social Workers to ensure effective execution of broker-driven referral strategies.
• Establish clear referral ownership, communication protocols, and handoff processes between brokers and local enrollment teams.
• Identify operational barriers impacting broker satisfaction, referral conversion, or enrollment outcomes and drive resolution with internal stakeholders.
• Communicate broker initiatives, market intelligence, policy updates, and channel opportunities throughout the organization.
• Support development of standardized broker engagement, compliance, and governance processes across all InnovAge markets.

Travel Requirements

To and from InnovAge work site locations within assigned region. Daily and extended travel depending on business needs.

REQUIRED

• 5+ yrs experience in channel sales, broker distribution, strategic partnerships, business development, or account management.
• 3+ yrs of experience in Medicare Advantage, managed care, health plan distribution, healthcare sales, or related healthcare markets.
• Experience CMS and State laws and sub-regulatory guidance regarding compliant marketing and enrollment practices.
• Demonstrated success developing and growing broker, agency, FMO, or other indirect sales channels.
• Strong relationship management and executive-level communication skills.
• Proven ability to analyze performance data and develop growth strategies.
• Experience utilizing CRM platforms and 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

• Experience working directly with Medicare Advantage brokers, FMOs, health plans, or delegated sales organizations.
• Knowledge of PACE, Medicare, Medicaid, long-term care, or aging services.
• Master of Business Administration or other advanced degree.
• Experience with Microsoft Dynamics 365 and/or Salesforce.

Sign-On Bonus: $5,000

Base Salary Range: $110,600-$133,700

Target Commission Opportunity: Approximately $42,000 annually

On-Target Earnings (OTE): $152,600–$175,700

Actual earnings may be higher or lower based on performance.

High-performing employees may earn above OTE, and commission earnings are not capped.

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.

Applicants are considered until the position is filled.

$110,600 - $175,700

Compensation Disclaimer

The pay may vary depending on job related factors, such as work location, experience, knowledge, skills, education, certifications, training and internal equity. 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.

Attention Florida Applicants

This position requires a background screening through the Florida Care Provider Background Screening Clearinghouse.

For more information, please visit the Clearinghouse Education and Awareness website: https://info.flclearinghouse.com