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Strategic Account Manager

4 months ago

Philadelphia, Pennsylvania, United States InnovAge Full time

Responsibilities

Under the direction and supervision of the assigned Sales Director, the Strategic Accounts Manager is responsible for generating enrollments from current strategic referral partner relationships and developing new high volume relationships with key decision makers within priority referral channels. They work collaboratively with the Regional Sales Directors and Outreach Specialists within their assigned region to generate enrollments for InnovAge PACE Centers. The successful candidate will implement mutually beneficial programs with top referral sources and materially increase the volume of quality of PACE enrollments generated by these channels.

Strategic Accounts Management - 70%

  • Responsible for creation of campaigns to develop a network of referral sources to meet or exceed gross enrollment goals.
  • Develop and execute priority referral channel plans consisting of strategies and tactics to meet or exceed gross enrollment goals.
  • Create strong relationships with referral sources in order to effectively educate and influence key decision makers and organizations regarding PACE, using technical selling skills and product knowledge.
  • Generating enrollments from new referral partners, (e.g. Faith Based Organizations, Current Provider Network, Senior Housing Developers, etc.); in addition to generating increased gross enrollments from existing referral partners (e.g. APS, Veteran's Administration, Housing Authorities, Healthcare Organizations, etc.).
  • Prepares presentations to key referral source accounts that build top of mind referrals and influence organization policy and access across multiple locations to increase gross enrollments.
  • Develops and maintains a database of referral channels and key referral sources including maintaining accurate records of all sales and prospecting activities utilizing company Customer Relationship Management (CRM) tool.
  • Reports on plan activity performance and goal attainment on a weekly basis.

Local Referral Source Coordination- 30%

  • Develops communications for Outreach Specialists and Center Directors to understand partnership development, policy or program changes that can impact the Outreach Specialists' ability to generate referrals within strategic accounts.
  • Develop communication and responsibility process with Outreach Specialists to identify, define roles, accountability, and hand-offs for referrals to ensure potential participants are provided the highest service levels as they progress in the enrollment process.

Travel Requirements - To and from InnovAge work site locations within their assigned region in Pennsylvania. Daily and extended travel depending on business needs.

REQUIRED

  • 5+ yrs demonstrated success in business development or sales.
  • 3+ yrs health care, managed care or related sales experience.
  • Current skill and experience with CRM database systems and software.
  • Bachelor's degree from an accredited college/university or equivalent work experience in lieu of degree
  • Requires state issued driver's license, personal transportation, good driving record and auto insurance as required by law.

PREFERRED

  • Master of Business Administration or related master level degree.
  • Experience in aging services.
  • CRM with MS Dynamics 365.

Salaried position with Sales Incentive Plan that pays out monthly at or above target. No cap on bonuses.

Benefits

The mission of InnovAge is to allow seniors to live life on their terms - by aging in place, in their own homes and communities, for as long as safely possible. InnovAge's Program of All-inclusive Care for the Elderly (PACE) is an alternative to nursing facilities. Our enrolled participants receive customized healthcare and social support at a nearby PACE center supported by a team of medical experts dedicated to providing personalized healthcare and support to help them age at home. Our greatest assets are our team members who make a difference in the lives of those we serve every day. Elevate your future with co-workers passionate about a patient-centered care model supported by comprehensive services to improve the quality of care while reducing over-utilization of high-cost care settings.

As an equal opportunity/affirmative action employer InnovAge is committed to and values an inclusive and diverse workplace. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender, gender identity/expression, national origin, disability or protected veteran status, pregnancy or any other status prohibited by applicable law.

Salary ranges are dependent on a variety of factors, including qualifications, experience, and geographic location and does not include potential bonus or benefits. Comprehensive benefits include m/d/v, short and long-term disability, life insurance and AD&D, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company paid holidays.

Posted Salary Range

USD $115, USD $125,000.00 /Yr.