Manager, Medicare Sales and Retention/ Job Req 772071638

PRINCIPLE RESPONSIBILITIES:

Under the general direction of the Senior Director, Medicare Sales & Marketing, the Manager, Medicare Sales and Retention is responsible for executing the Alliance sales and retention strategy. The incumbent will provide leadership, coaching, and direction to sales staff across all sales channels. The incumbent will be responsible for the Alliance's Medicare Advantage product(s), specifically assisting with the launch and operationalization of a Dual Eligible Special Needs Plan (D-SNP). The incumbent will assist in identifying and developing relationships with community, faith-based organizations, federally qualified health centers (FQHCs), providers, and other affinity groups that share the Alliance's vision.

The manager will be responsible for collaborating with the Sr. Director, Medicare Sales and Marketing to assist in developing the Alliance new enrollment, cross-sell, conversion, and retention strategies along with the assignment of other specific responsibilities as determined by the Sr. Director, Medicare Sales and Marketing based on opportunities identified related to product offerings, geographic, or other market segmentation criteria.

The manager will provide regular forecast updates, informing the Sr. Director, Medicare Sales and Marketing in advance if achievement of established targets is at risk. The incumbent will ensure the team consistently completes proven "best practice" based activities to develop and manage their territories and/or assignments and provide regular status reporting to Medicare operations leadership at predetermined intervals via both the sales department's established activity and performance tracking systems, along with other core company systems and reports. The position is expected to comply with all Center for Medicare & Medicaid Services (CMS) and State guidelines and quickly report any potential issues to the Sr. Director, Medicare Sales and Marketing.

Principle responsibilities include:

• Providing strategic management in executing the Alliance's Medicare sales and retention programs and assist with the marketing program as needed.
• Monitoring the sales distribution channel and ensures compensation programs and incentives are competitive and in compliance with CMS guidelines.
• Performing regular sales coaching sessions with each sales agent to review their performance and if necessary, provide guidance on ways to reach their goals.
• Ensuring team members meet organizational standards for lead/funnel management and disposition.

• Ensuring team members meet established requirements for call overflow or call blitz program participation as needed by the organization.
• Leading the outreach efforts to community organizations and working with sales agents to identify and negotiate partnerships or collaboration opportunities.
• Managing sales system and CRM functionality capabilities, acting as a business owner for the sales system, and collaborating with vendor management.
• Conducting analysis on sales retention activities, presents tactics/initiatives on retention to increase membership and member experience, and accountable for all retention related work.
• Working cross-collaboratively with diverse staff in teams, working groups, members, doctors, elected officials, community partners, and vendors while maintaining and upholding a professional demeanor and representing the Alliance at interviews, special events, official functions, meetings, and when conducting research.
• Maintaining overall creative playbooks, workplans, dashboards, and other project management capabilities to determine effectiveness of plans and activities to ensure on-time production.
• Identifying opportunities and conducting trainings to increase the sales, marketing, communications, retention, and brand awareness and knowledge of the Alliance organization, while collaborating with Medicare operations leadership, trainer, and curriculum designer.
• Creating policies, standard operating procedures (SOPs), productivity standards, roadmaps, reporting, and key performance indicators (KPIs), and performance evaluations in a timely manner.

ESSENTIAL FUNCTIONS OF THE JOB:

• Assumes responsibility and exercises good judgement in making decisions within the scope of authority of the position.
• Proficient in understanding CMS and State guidelines.
• Basic knowledge of the business, economic, demographic and political trends and developments affecting healthcare in general, and sales and marketing in particular.
• Demonstrates strong organizational, time management, and project management skills and multi-tasking abilities including capability to launch and manage multiple campaigns or initiatives at one time.
• Drives projects from ideation to execution with a results-oriented approach.
• Manages small to extra-large level initiatives which may require coordination with external partners.
• Provides support to the Project Management Office (PMO) and various enterprise-wide activities based on availability.
• Organizes and facilitates sales and retention project-related meetings, as necessary.
• Works effectively independently as well as part of a team and supports team decisions.
• Adapts to changes in requirements/priorities for daily and specialized tasks.
• Produces accurate and precise work, detects discrepancies, and resolves discrepancies all while meeting deadlines.
• Demonstrates strong analytical skills and problem-solving skills as well as formulates and communicates recommendations for improvements as needed.

• Manages all sales department staff and processes, from lead generation to enrollment and retention, and ensures the team adheres to all new member enrollment policies and procedures as established by leadership, CMS, and the Compliance Department.
• When issues arise, respectfully works to deescalate the situation, captures all available information and if appropriate, work within the team to resolve the issue.
• Provides feedback and collaborates with the appropriate departments and leaders related to current materials.
• Share insights or information on any changes that could improve the members' experience or market perception.
• Demonstrates passion for members by identifying unfulfilled needs and providing necessary education and assistance to promote the values and benefits offered by the Alliance.
• Complies with the organization's Code of Conduct, all regulatory and contractual requirements, organizational policies, procedures, and internal controls.

PHYSICAL REQUIREMENTS:

• Constant and close visual work at a desk or a computer.
• Constant sitting and working at a desk.
• Constant data entry using a keyboard and/or mouse.
• Frequent use of a telephone headset.
• Constant verbal and written communication with staff and other business associates by telephone, correspondence, or in person.
• Frequent lifting of folders and other objects weighing between 0 and 30 lbs.
• Frequent walking and standing.
• Occasional driving of automobiles.

Number of Employees Directly Supervised: 5-10

Number of Employees Indirectly Supervised: 5-10

MINIMUM QUALIFICATIONS:

EDUCATION OR TRAINING EQUIVALENT TO:

• Bachelor's degree in business, marketing, communications, related field, or equivalent work experience.

MINIMUM YEARS OF ADDITIONAL RELATED EXPERIENCE:

• Minimum five (5) years of experience in health care sales.
• Minimum five (5) years of experience in the managed care industry with Medicare Advantage related experience.
• Minimum three (3) years of experience in a supervisory position.

SPECIAL QUALIFICATIONS (SKILLS, ABILITIES, LICENSE):

• Medicare supplemental benefits (Dental, Vision, Hearing, etc.) experience strongly preferred.
• CMS filling and audit experience strongly preferred.
• Experience in project management, program management, or product development preferred.
• Utilize computer and appropriate software (e.g. Microsoft Office: Word, Outlook, Excel, PowerPoint) and job specific applications/systems to product correspondence, charts, spreadsheets, and/or other information applicable to the position as required.
• Excellent people skills with the ability to interact with diverse individuals and flexibility to customize approach to meet all types of employee and member communication styles and personalities.
• Strong verbal and written communication and critical thinking skills.
• Proficient conflict management skills with ability to resolve issues during stressful situations.
• Basic knowledge of industry regulatory guidelines related to job functionality.
• Ability to work independently.
• Ability to lead effectively in a matrixed environment.
• Good territory and funnel management oversight skills.
• Strong ethical foundation and trustworthy character with the ability to maintain confidentiality related to sensitive matters.
• 15% to 25% occasional travel required.
• Valid CA driver's license, proof of insurance and good driving record.

SALARY RANGE: $142,043.20 - $213,075.20 Annually

The Alliance is an equal opportunity employer and makes employment decisions on the basis of qualifications and merit. We strive to have the best qualified person in every job. Our policy prohibits unlawful discrimination based on race, color, creed, gender, religion, veteran status, marital status, registered domestic partner status, age, national origin or ancestry, physical or mental disability, medical condition, genetic characteristic, sexual orientation, gender identity or expression, or any other consideration made unlawful by federal, state, or local laws. M/F/Vets/Disabled.