SE PACE Account Executive

About us:

Fallon Health is a company that cares. We prioritize our members--always-making sure they get the care they need and deserve. Founded in 1977 in Worcester, Massachusetts, we deliver equitable, high-quality coordinated care and are continually rated among the nation's top health plans for member experience, service, and clinical quality.

Fallon Health's Summit ElderCare is a Program of All-Inclusive Care for the Elderly-PACE for short. PACE, an alternative to nursing home care, is a program that helps people 55 and older continue living safely at home. At Fallon Health, we believe our individual differences, life experiences, knowledge, self-expression and unique capabilities allow us to better serve our members. We embrace and encourage differences in age, race, ethnicity, gender identity and expression, physical and mental ability, sexual orientation, socio-economic status and other characteristics that make people unique.

Today, guided by our mission of improving health and inspiring hope, we strive to be the leading provider of government-sponsored health insurance programs-including Medicare, Medicaid, and PACE- in the region.

Brief summary of purpose:
This position requires that the employee achieves personal referral/sales/outreach and program goals for the Summit ElderCare PACE program. The employee will manage a territory and/or group of referral source accounts, providing regular follow up and overcoming barriers with each account to drive referrals and manage these referrals through the enrollment process.

Relationship Building and Lead Generation

* Creates productive and collaborative relationships with internal and external referral sources in order to obtain qualified referrals that lead to enrollments for the Summit ElderCare PACE program.
* Works with referral sources to obtain leads and progresses them through the enrollment process supporting all necessary qualifications. Participates in community outreach activities, such as senior fairs, community events, and elder services' professional association events.
* Travels to and meets with Summit ElderCare prospects in their homes in the community. Explains the Summit ElderCare PACE program clearly and consistently to prospects and their families to ensure that prospects enroll with a solid understanding of the program and will remain members.
* Conducts presentations on the Summit ElderCare PACE program to groups who are likely prospects, caregivers and/or community referral sources.
* Tours both professionals and prospects at the Summit ElderCare PACE sites.
* Develops and implements a customized Territory Development Plan, that with input from the leader, becomes a roadmap for managing activities and tactics to generate referrals.
* Works collaboratively with Summit ElderCare enrollment team on progress of referrals and ideas for resolving issues and ensure best outcomes.
* Shows accountability and follows up with prospects until the lead is closed, withdrawn, or progresses.
* Generates sufficient Summit ElderCare enrollment referrals to achieve monthly/quarterly/annual enrollment goals.

Tracking & Reporting

* Timely and accurately documents sales activities in the department's CRM application.
* Consistently meets sales activity deliverables, tracks them in the CRM and their Outlook calendar.

Performance Assessment

* Regularly reviews effectiveness of efforts against goals. Provides market intelligence to the Director, PACE Growth & Engagement so that adjustments can be made to tactical plans.
* Manages own professional development by seeking advice, training, and coaching from colleagues and leader.
* Acts as a resource for colleagues as required and in support of special projects that tie to program goals.
* Completes all assigned Fallon Health educational requirements timely.

Regulatory Guidelines

* Follows marketing and outreach guidelines and regulations provided by CMS and EOHHS.
* Seeks partnership and assistance on any questions pertaining to compliance or privacy regulations.

Education:

BS or BA degree and/or comparable experience

License/Certifications:

Reliable transportation required for marketing activities and home visits.

Experience:

Required: 2+ years of sales experience as part of the Summit ElderCare sales team. Demonstrated experience working within B2B (business to business) and B2C (business to consumer) environments. Proficiency with Microsoft Office Suite and experience using technology-based applications and tools.

Preferred:Experience with PACE services or a related senior resource environment, including knowledge of customer service, sales, outreach and general marketing principles and practices. Knowledge of Medicare, Medicaid and/or other insurance products is desirable.

Fallon Health provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.