Medicare Sales Producer

Job Description

Job Description

Position Summary

The Medicare Sales Producer is responsible for driving revenue and growth for California Plans within the senior and eligible-beneficiary market. A successful individual in this role has a strong desire to master the healthcare sales process, converting Medicare prospects into long-term policyholders by navigating complex plan designs (Medicare Advantage, PDP, and Supplements). Because Medicare marketing and sales are strictly overseen by federal regulations, the Producer must balance high-volume sales execution with flawless CMS, AHIP, and HIPAA compliance to hit strict monthly acquisition targets. Operating within our tech stack ( Zoom Dialer and HighLevel CRM ), you will guide clients with clarity, speed, and deep empathy.

About California Plans

California Plans is a leading health insurance agency dedicated to empowering individuals and families across California through expert, transparent guidance.

• Our Mission: To empower the Latino community and families across California by providing expert, bilingual guidance in health insurance.
• Our Vision: To become California's #1 trusted bilingual healthcare resource for the Hispanic community, helping more than 100,000 families secure their physical and financial well-being through expert guidance, exceptional service, and lifelong relationships.
• Our Business Promise: We Make Healthcare Simple – We remove complexity, eliminate confusion, and guide our clients with clarity so they can access quality healthcare with total peace of mind.
• californiaplans.org

Core Values

1. We Inspire Confidence: We build confidence by providing knowledgeable guidance, honest recommendations, and dependable service every step of the way.
2. We Do the Right Thing: We provide honest guidance, remain compliant with regulations, and always recommend what is in the client's best interest.
3. We Own the Outcome: We take ownership of every client experience, ensuring questions are answered, issues are resolved, and promises are kept.
4. We Serve with Empathy: We put people first by listening, communicating with compassion, and acting in the best interest of every client.
5. We Win as One Team: We work together across every department to provide a seamless, trusted experience for every client.
6. We Commit to Excellence: We continuously improve our knowledge, skills, and execution while delivering quality in everything we do.

SUCCESS LOOKS LIKE

Within 30 Days

• Fully onboarded and confident in the California Plans sales process, CMS compliance rules, Scope of Appointment (SOA) protocols, and script execution.
• 100% active California Life & Health licensure, annual AHIP, and carrier certifications completed.
• Consistently achieving daily activity metrics of 80–100 calls and 3.0–3.5 hours of talk time using HighLevel CRM and Zoom Dialer.

Within 60 Days

• Consistently closing production volume to reach a pace of 14–18 policies per month through effective discovery, drug formulary reviews, and value-driven communication.
• Managing a personal pipeline of warm leads with the 4x3 Outreach Protocol (attempting contact 4 times/day for 3 consecutive days), maintaining pristine CRM notes, and participating in daily call reviews.

Within 90 Days

• Exceeding individual performance goals: 22+ Monthly Production Credits (NB/NT) while maintaining a 95% book-of-business retention rate .
• Recognized for top-tier production, cross-selling Covered California (CCA) plans to household members, and serving as a culture leader within the sales floor.

OBJECTIVES

• Drive Outbound & Inbound Sales: Make 80–100 calls daily to generate new enrollments, ensuring 3.0 to 3.5 hours of talk time per day to maintain high engagement and pipeline volume.
• Hit Monthly Production Standard: Achieve a minimum of 22 Production Credits (NB/NT) per month.
• • 4:1 Credit Conversion System: 1 Medicare Policy = 1 Credit | 4 Covered CA (CCA) Policies = 1 Credit.
  • Medicare Core Floor: Minimum of 60% of monthly target (14 credits) must come from direct Medicare sales.
• Strict Pipeline Cadence: Execute the 4x3 Outreach Protocol on all new and unconverted leads in HighLevel CRM.
• Compliant Consultative Presentations: Uncover client health needs, verify preferred doctors/prescriptions, and execute telephonic CMS enrollment scripts and SOA forms with zero compliance violations.
• Household Cross-Selling: Identify family members eligible for Covered California plans to maximize total household health coverage and production credits.
• Seamless Client Hand-Offs: Post-sale, smoothly transition clients to the Customer Service Representative (CSR) team for long-term care and introduce the Retention Specialist framework.
• Daily Skill Mastery: Participate in daily morning sales training, script practice, and call reviews.

COMPETENCIES

• Sales/Closing Ability & Urgency: Strong desire to master the sales process, overcome objections, and close deals efficiently.
• High Activity Stamina: Ability to meet or exceed daily activity quotas of 80–100 calls and 3.0+ hours of talk time in a fast-paced environment.
• CRM & Tech Proficiency: Skilled in leveraging HighLevel CRM and Zoom Dialer with real-time, accurate lead logging and note-taking.
• Compliant Presentation: Deep understanding of CMS rules, HIPAA privacy laws, Scope of Appointment protocols, and drug formularies.
• Empathetic Communication: Ability to communicate complex healthcare options clearly, patiently, and compassionately to senior clients.
• Relentless Follow-Up: Demonstrated ability to build and maintain a robust pipeline with consistent, multi-touch follow-ups.

EDUCATION AND EXPERIENCE

• Licensure: Active California Life, Accident, and Health Insurance Agent License required.
• Certifications: Active AHIP Certification and carrier appointments (or ability to complete prior to start).
• Bilingual Skills: Fully bilingual in English and Spanish (required to empower our Hispanic community demographic).
• Experience: 1+ years of successful phone sales experience preferred (insurance, Medicare, or high-volume outbound sales).
• Track Record: Demonstrated experience as a top performer in sales, or business.

TOTAL REWARDS & BENEFITS

• Competitive base pay ($20–$22/hr based on experience and tenure) + Uncapped Tiered Commissions & Bonuses .
• Paid Time Off (PTO) and holiday pay increase with tenure.
• Access to continuous sales training, mentorship, and professional development resources.
• High-energy, performance-driven office culture with clear paths for leadership advancement.
• 401K with 3% matching by the company
• 40 hours paid available for sickness

PHYSICAL REQUIREMENTS

• Operational evaluations are based on an 8-hour shift (including a 20-min daily morning meeting, 40 min training, and two 10-min rest breaks), leaving 6 hrs 50 mins of net daily desk availability.
• Prolonged periods sitting/standing at a desk and working on a computer 
• Ability to wear a headset and converse clearly over the phone for 3.0 to 4.0 hours per day.

IF THIS POSITION CAUGHT YOUR EYE...

If you are a licensed, high-performing sales professional driven by uncapped earning potential, strict accountability, and a mission to simplify healthcare for California families, send us your resume!

Apply today to join California Plans and grow your career with a team that wins as one!