Associate Market Sales Manager (Detroit)

Manager, Market Sales

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 Manager, Market Sales (MSM) is responsible for leading a team of field-based growth professionals within a defined geographic area. MSM are main point of contact in defined territory for growth activities. They oversee day-to-day sales efforts to ensure consistent and profitable new patient acquisitions. MSMs create strategies and action plans to drive both short- and long-term sales earnings. They partner with both selling agents and health insurance sales leaders in their territory. Additionally, MSMs collaborate with center operations leaders to drive overall net growth. MSMs focus on ensuring successful new patient onboarding and member retention efforts. These responsibilities include working collectively with a team on scheduling confirmed first appointment(s), completing required new patient paperwork, awareness of new patient orientation sessions, generating patient referrals, supporting proactive member retention initiatives and participating in target member recapture efforts.

Essential Job Duties/Responsibilities:

• Directly supervises a team of sales professionals to ensure sales goals are met or exceeded. Provides reliable, efficient support for the team.
• Leads all aspects of leading the team including, but not limited to, selection, onboarding, performance management, and engagement.
• Manages, coaches, and provides training to field-based sales professionals, with the goal of developing a high performing sales team.
• Monitors performance of sales team performance on daily, weekly and monthly basis. Provides monthly and quarterly results assessments of sales staff's productivity.
• Leads and facilitates team meetings and training. Trains, coaches, and educates team members on sales processes, procedures, tools, and practices.
• Leads sales personnel in establishing personal contact and rapport with key local communities serving Medicare-eligible seniors. Leverages connections to increase community events and overall engagement with seniors living around Centers.
• Spend strategic time in the field with Membership Growth Consultants. Opportunity for line of sight to field sales events, value proposition adherence, conversion rate and identify areas for overall improvement.
• Collaborate with Regional Sales Director to develop plans and tactics to ensure new patient acquisition; specific strategies and tactics for AEP, OEP and SEP enrollment periods.
• Aligns and key partner with operations leaders on new patient onboarding and field-based member retention efforts.
• High focus on efficient and effective new patient onboarding including scheduling, new patient paperwork completion and support of new patient orientation sessions at center. Goal is to align on patient fit and expectations of value-based care to new patient.
• Support proactive member retention initiatives and participate in target member recapture efforts.
• Leverages contact relationship management tools, personally and with the team, to manage lead pipeline process.
• Establishes strong relationships with sales agents and health insurance sales leaders in a defined geographic area.
• Collaborates with sales leadership to establish and control budgets for community and broker events. Reviews expenses and recommends economies. Coordinates proper company resources to ensure efficient and stable results.
• Understand and train MGCs on incentive compensation plans. Assists in the incentive review and validation process of assigned MGCs on monthly basis.
• Performs other duties as assigned and modified at manager's discretion.

Knowledge, Skills and Abilities:

• Knowledge and experience with leading a sales team. Strong coaching and mentoring skills.
• Growth mindset and ability to create strong business relationships with operational leaders
• Extensive experience in sales and relationship sales experience.
• Ability to use Salesforce.
• Strong problem solving, time management, organizational and analytical skills.
• Ability to present data and analysis to a variety of stakeholders. Strong written and verbal skills.
• Proficient in Microsoft Office Suite products including Word, Excel, PowerPoint and Outlook, database, and presentation software.
• Requirement to build strong relationships, both inside and outside of the company.
• Ability and willingness to travel locally, regionally, up to 25% of the time.
• High level of integrity, dependability, and reliability.
• Ability to manage change and align with our mission.
• Spoken and written fluency in English; bilingual preferred.
• This job requires use and exercise of independent judgment

Education and Experience Criteria:

• BA/BS degree required OR additional experience above the minimum may be considered in lieu of the required education on a year-for-year basis: MA/MS degree preferred.
• A minimum of 7 years of sales experience required; a minimum of 2 years in a supervisory/managerial role leading a sales team of direct reports required; a minimum of 2 years using contact relationship management tools.
• Direct-to-patient sales and marketing experience preferred.
• Experience within the Medicare Advantage population strongly preferred. Experience working for a large, health insurance sales team or Medicare Sales Direct Marketing Organizations (field or telesales) preferred.
• Experience managing local marketing events. Direct Marketing Organizations experience preferred; Health Plan provider group experience preferred.
• A valid Class C or D or State equivalent driver's license, issued by the State of current employment, required.
• Current, personal automobile insurance needs to be equal or greater than your state, county or city requirements. Must have $100,000 No-Fault or Personal Injury (PIP)/$300,000 Property Damage Liability (PDL) Limits requirement on the personal automobile insurance policy. Incumbents in this role will be subject to bi-annual Motor Vehicle Record (MVR) checks to ensure proper compliance. Since driving to various locations plays an integral role in satisfying the basic requirements of the job duties, it is imperative that all MSMs maintain a valid driver's license with a clean record.