Regional Sales Consultant at BEACON HEALTH SYSTEM in Granger, Indiana

Job Description:

Description

• Reports to the Director, Managed Care. Represents Beacon Health System and Community Health Alliance. Prepares and makes presentations to potential customers. Coordinates all marketing efforts and promotions dealing with corporate customers in order to expand sales. Assists with broadening the existing customer base by identifying new customers. Represents and cross-sells the services of Beacon Health System entities. Educate and advise on Medicare plan options for the community. Work with the ACO department to promote network growth and operational efficiency. Help develop new products for Beacon Health System and Community Health Alliance to offer to employers and the community.

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  MISSION: We deliver outstanding care, inspire health, and connect with heart.


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  VALUES: Trust. Respect. Integrity. Compassion.


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  SERVICE GOALS: Personally connect. Keep everyone informed. Be on their team.

Coordinates marketing efforts and promotions to successfully penetrate corporate business markets and represents Beacon Health System. Beacon ACO & Community Health Alliance by:

• Preparing and making high-quality sales presentations to potential customers. Also explaining the specific details of various programs and services and answering any questions.


• Developing and maintaining strong customer relationships (i.e., responding to their ongoing needs, etc.). Also following up to ensure that excellent customer service is provided at all times and that potential problems are averted.


• Working with employers, payors/third-party administrators and brokers to promote CHA and Beacon Health System.


• Collaborating with the Director, Managed Care and Chief Strategy & Growth Officer to ensure acceptable profit margins. Assists with delivering programs in a cost-effective manner.


• Accumulating and analyzing competitor data, trends, pricing structures, marketing programs, etc.


• Maintaining company profile information on all assigned companies.


• Maintaining sales information (and territory analysis) with call reports, call plans, product training and other performance measurements.


• Collaborate with Director of Sales on selling Beacon Products as appropriate.

• Collaborating with the Director, Managed Care, Director of Sales and Chief Strategy & Growth office to determine, develop and implement marketing/sales strategies and objectives in order to secure new accounts and maintain existing ones.


• Providing feedback (for example, from customers or prospective customers) to the Chief Planning and Growth Officer.


• Assisting the Managed Care Department with broadening the customer base by identifying, researching and evaluating business opportunities with prospective new customers.


• Generating and developing sales leads that result in new business.


• Conducting research, analyzing data and preparing reports concerning the potential marketing/sales of programs and services. Also may conduct research related to the resolution of a specific concern or problem.


• Contributing to the sales results reporting system (including sales forecasting, current client tracking and financial reporting) by gathering, correlating and analyzing data.


• Utilizing knowledge of the local marketplace to recommend possible pricing/discount strategies.

• Interfacing with department Directors and other Beacon Health System Directors to assess programs and services which could be provided to business and industry.


• Representing and cross-selling Beacon Health System customers by introducing any new services offered by Beacon Health System.


• Acting as a representative of Community Health Alliance and Beacon Health System by maintaining effective, high-quality contact in the business community (through clubs, service organizations and other community contacts, etc.).

• Attending in-services and department meetings; also participating in continuing education and attending conferences as approved.


• Maintaining professional affiliations as appropriate.


• Reading current professional literature and journals.

• Completing other job-related assignments and special projects as directed.

• Establishing self as principle of CHA ACO, LLC's Insurance Services, which includes responsibility for licensing & compliance.


• Serves as a signing board member of CHA ACO, LLC.


• Responsible for Sales/Client Consultations.


• Responsible for contracting, executing, and operationalizing CHA ACO, LLC carrier contracts Responsible for all licensing and maintenance of insurance licensing in compliance with State, Federal and Carrier guidelines.


• Responsible for all compliance and completion of education and training for appropriate Beacon Health staff.


• Responsible for Analyzing plan offering and market opportunities for clients.


• Responsible for operationalizing any private label Medicare Advantage plans set up through Beacon Health system.


• Responsible for contracting & maintenance of additional insurance product lines as appropriate.

Associate complies with the following organizational requirements:

• Attends and participates in department meetings and is accountable for all information shared.


• Completes mandatory education, annual competencies and department specific education within established timeframes.


• Completes annual employee health requirements within established timeframes.


• Maintains license/certification, registration in good standing throughout fiscal year.


• Direct patient care providers are required to maintain current BCLS (CPR) and other certifications as required by position/department.


• Consistently utilizes appropriate universal precautions, protective equipment, and ergonomic techniques to protect patient and self.


• Adheres to regulatory agency requirements, survey process and compliance.


• Complies with established organization and department policies.


• Available to work overtime in addition to working additional or other shifts and schedules when required.

• Leverage innovation everywhere.


• Cultivate human talent.


• Embrace performance improvement.


• Build greatness through accountability.


• Use information to improve and advance.


• Communicate clearly and continuously.
  

Education and Experience

• The above level of knowledge, skills and abilities are normally acquired through the successful completion of a Bachelor's Degree in Business, Marketing or a related field. A minimum of four years of successful experience selling, marketing and/or promoting healthcare programs or medical services is required. Must maintain a current Indiana health insurance license. Two to three years of previous experience selling managed care products and/or working with third-party administrators and other payors is required.

• Requires advanced knowledge of Beacon Health System's services and products. A solid understanding of managed care contractual requirements is also required.


• Requires well-developed knowledge and understanding of the full range of healthcare delivery systems and managed care products; including preferred provider organizations (PPO's), physician hospital organizations (PHO's), health maintenance organizations (HMO's) and other point-of-service organizations (POS's), as well as third-party administrators (TPA's) and workers compensation.


• Requires well-developed interpersonal skills and proven success in dealing effectively with a variety of business contacts and/or customers.


• Requires the ability to maintain relationships, influence and persuade others and gain acceptance. Demonstrated negotiation skills are required.


• Requires advanced communication skills, both verbal and written. Solid public-speaking skills and the ability to make formal presentations (to small or large groups) and respond effectively to questions. Effective listening skills are also required.


• Demonstrates solid organization, planning and analytical skills; also the skills necessary to develop and implement effective sales/marketing strategies and reports. Must also be able to assess customers' needs.


• Requires solid computer skills (i.e., data entry, word processing, spreadsheets and computerized presentation software) and proficiency with Access and Excel software, and database applications.


• Demonstrates strong leadership skills. Must be able to effectively direct, motivate and train assigned team members.


• Requires a strong customer service mentality.


• Requires self-motivation, initiative and the ability to work independently, and as a team member.


• Demonstrates knowledge of and a commitment to Beacon Health System's mission and values; and the organization's goal of providing exceptional patient experiences by following the Performance Essentials.


• Requires advanced knowledge of Medicare & Medicare Sales and Education.


• Requires an Indiana & Michigan Life Health Insurance Producer License.


• Requires completion of the CMS AHIP certification for Medicare.

• Works in an office environment.


• Requires considerable travel, via automobile (to make sales calls, etc.).

• Requires the physical ability and stamina to perform the essential functions of the position.