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Healthcare Sales Representative

Newport News, VA
  • Expired: over a month ago. Applications are no longer accepted.
Job Description

Under the direction and supervision of the Regional Sales Director, the Healthcare Sales Rep/Outreach Specialist is responsible for all sales activities and engagement to achieve professional, community, and government entity referral and enrollment goals in the assigned territories to support increasing the funnel to reach and exceed census targets.

Sales/Business Development

  • Executes the Marketing/Sales Plan for InnovAge and exceeds monthly enrollment quotas (minimum 6-8 enrollments/month).
  • Develop and execute the sales strategy of assigned territories for the Program of All-inclusive Care for the Elderly (PACE).
  • Prospects new account opportunities based on research.
  • Creates strong relationships with referral sources in order to effectively educate others regarding InnovAge PACE services using technical selling skills and product knowledge. Referrals sources within channels including, but not limited to, healthcare professionals, inpatient/outpatient healthcare settings, independent living communities, government entities, faith-based groups, community resources.
  • Increase the account volume of referral sources in their assigned territories, as well as referral volume through strategic account management and follow up to meet and exceed assigned minimum performance and activity expectations.
    1. 6-8 enrollments/month as assigned to the individual territory post ramp up period
    2. 2 self-generated leads/day with minimum 35% conversion to qualified referral, or higher based on historical territory analysis
    3. 25 sales call attempts/week, at least 10 of which result in meaningful contacts and actionable next steps
  • Creates and conducts effective proposal presentations to referral sources.

Individual Potential Participant Qualification

  • Creates and conducts effective proposal presentations to prospective participants.
  • Receives communication from call center, broker, and/or other Outreach Specialist to handoff complex leads requiring further qualification.
  • Identifies populations of Medicaid, Medicare, Dual Eligible, VA, and Private Pay individuals and strategically aligns InnovAge PACE services within their communities through referral channels.

CRM Workflow and Documentation

  • Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow up in the CRM.
  • Develops and manages accounts by maintaining regular contact with referral sources and documents communication in regard to type of contact, follow-through, and results for the assigned territory and business line being worked directly into the Customer Relationship Management (CRM) software in real time. Maintains the InnovAge CRM for qualified account and prospect leads through referrals, telephone canvassing, face to face meetings, cold calling referral sources, email and networking.
  • Identifies the customer/referral need, matches the need to the value of InnovAge PACE services offered and then asks for the referral and/or sale based on strong listening skills and the ability to empathize with the customer.
  • Participates and contributes to the development of InnovAge PACE related educational programs offered to referral sources, prospects and company employees.
  • Regular reporting on goal attainment and performance as requested by sales leadership.


  • 3+ years of proven successful healthcare focused sales and marketing in both B2B (hospitals, healthcare providers, senior living communities, etc.) referrals sources and B2C (individual patient) settings, Medicare Advantage plans, Managed Care Medicaid plans, Veterans Administration health benefits, or equivalent combination of education and experience; or equivalent combination of education and experience
  • Sophisticated experience and skilled in using CRM database systems (e.g. Salesforce, Microsoft Dynamics, Hubspot, Zoho, Playmaker, etc.)
  • Proven track record of exceeding sales goals
  • Bachelor’s degree in business, sales, marketing, human services or a related field from an accredited college/university
  • Requires state issued driver’s license, personal transportation, good driving record and auto insurance as required by law


  • Bi-lingual-Spanish, Mandarin, Russian Preferred
  • Existing book of business/contacts/referrals in post-acute and senior care settings
  • Familiarity and comfort in a mobile technology driven environment

Job Title: Healthcare Sales Representative (to be used for ADP and job postings)

Business Job Title: Outreach Specialist (to be used for sales activities, security badges and Outlook signatures)

FLSA Exemption Status: Exempt

Reports to: Regional Sales Director

Supervises: N/A



Newport News, VA
23608 USA


Finance and Insurance

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