Strategic Accounts Manager

Job Description

Job Description

Responsibilities

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 maintain a regular presence within all 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.