Job Summary:
The National Broker Account Manager is responsible for creating and overseeing execution of a winning CareSource sales strategy for Marketplace and Medicare or other related products.
Essential Functions:
- Oversee General Agents and subsequent recruitment to drive compliant sales results
- Ensure recruitment, training, development and performance management of FMOs and their sales teams with local market leaders
- Identify key FMOs and community-based agents to drive DSNP/MA business on behalf of CareSource
- Play a key role in implementation of systems to support Sales Operations Functions.
- Collaborate with product owners to develop attractive and differentiated benefit designs. Collaborate to build effective consumer life cycle for retention and profitable growth
- Build, maintain and improve all structure and process necessary to assure impeccable regulatory record, achievement of sales growth goals and consistency from market to market and product to product
- Implement and ensure ongoing compliance with all operational policies, procedures, and training programs and requirements
- Motivate and inspire external brokers to higher levels of engagement, productivity, and personal achievement with CareSource’s value proposition.
- Establish and maintain effective metrics for sales performance providing input to the design and administration of a sales incentive plan, and responsibility for associated productivity reporting and analysis
- Ensure that organization operations are in alignment with the company's strategic objectives, leverages talent and resources, and champions a collaborative and integrative work environment
- Manage annual training/recognition meetings for high performing brokers and FMOs
- Develop opportunities for information sharing and communication between products/markets and senior leadership
- Work with key market-based brokers to identify, gain collaboration on and develop staffing plans for moving resources from market to market for short term opportunities
- Support the markets/products in development of new growth and retention strategies including distribution mix, resource planning, market analysis/targeting and collaboration with Marketing for advertising/materials support to assure achievement of growth goals
- Interface with Business Development team for sales in new markets/products
- Assist in identifying and building key external relationships that have broad implications on success of growth goals for senior products and Marketplace products.
- Membership reporting on dimensions such as new growth, disenrollment, retention risk analysis, member lifetime quantification, by providers, etc.
- Create and maintain regular cadence of broker communication being the driver of timing and content
- Work with management to continually improve broker web tools
- Maintain and update a base benefit and supplemental benefit menu
- Manage the cost benefit analysis process
- With MPG, lead the benefit carve-out process that aligns to the specific market (state mandates, exclusions, etc.) and the rating system to prioritize value
- Travel as required
- Perform any other job duties as requested
Education and Experience:
- Bachelor’s Degree in Marketing or related discipline or equivalent years of relevant work experience is required
- Minimum of five (5) years of experience in a service, sales, product or consulting environment is required
- Marketplace and Medicare and sales experience is required
- Experience building detailed Sales plans is required
- Experience using appropriate data analysis to drive strategy development is required
- Experience in consultative selling in complex decision making processes is preferred
- Previous experience implementing a CRM system is preferred
Competencies, Knowledge and Skills:
- Highly proficient in Microsoft Word, Excel and PowerPoint
- Strong communication skills and the ability to mentor and train
- Strong understanding of the components of structure that form a high performing Sales organization
- Thorough understanding of reporting to run an activity-based business in a B-C environment
- Knowledge of multi-channel lead management including field and telephonic selling resources
- Consultative selling skills
- The ability to forecast
- Ability to work independently and within a team environment
- Attention to detail
- Broad knowledge of all aspects of health care, product, sales and customer/client
- Broad knowledge of Marketplace and Medicare
- Critical listening and thinking skills
- Presentation skills
- Negotiation skills/experience
- Project management
- Technical writing skills
- Time management skills
- Customer service oriented
- Decision making/problem solving skills
- Proven track record in results-oriented sales environment
- Ability to assess, build, and develop a sales organization
Licensure and Certification:
- Current, unrestricted Insurance License in Accident and Health within state of assigned territory is required, or ability to achieve license within 30 days of hire
- Current, unrestricted Driver’s License in good standing is required. Employment in this position is conditional pending successful clearance of a driver’s license record check. If the driver’s license record results are unacceptable, the offer will be withdrawn or, if you have started employment in this position, your employment in this position will be terminated.
- To help protect our employees, members, and the communities we serve from acquiring communicable diseases, Influenza vaccination is a requirement of this position. CareSource requires annual proof of Influenza vaccination for designated positions during Influenza season (October 1 – March 31) as a condition of continued employment. Employees hired during Influenza season will have thirty (30) days from their hire date to complete the required vaccination and have record of immunization verified.
- CareSource adheres to all federal, state, and local regulations. CareSource provides reasonable accommodations to qualified individuals with disabilities or medical conditions, sincerely held religious beliefs, or as required by state law to enable the employee to perform the essential functions of the position. Request for accommodations will be completed through an interactive review process.
Working Conditions:
- Mobile Worker: This is a mobile position, meaning that regular travel to different work locations is essential. Will be exposed to weather conditions typical of the location and may be required to stand and/or sit for long periods of time.
- Reside in the same territory they are assigned to work in; exceptions may be considered, due to business need
- May be required to travel greater than 50% of time to perform work duties. A valid driver’s license, car, and insurance are necessary for work related travel
- Required to use general office equipment, such as a telephone, photocopier, fax machine, and personal computer
- Flexible hours, including possible evenings and/or weekends as needed to serve the needs of the business
Compensation Range:
$81,400.00 - $130,200.00
CareSource takes into consideration a combination of a candidate’s education, training, and experience as well as the position’s scope and complexity, the discretion and latitude required for the role, and other external and internal data when establishing a salary level. In addition to base compensation, you may qualify for a bonus tied to company and individual performance. We are highly invested in every employee’s total well-being and offer a substantial and comprehensive total rewards package.
Compensation Type (hourly/salary):
Salary
Organization Level Competencies
This job description is not all inclusive. CareSource reserves the right to amend this job description at any time. CareSource is an Equal Opportunity Employer. We are dedicated to fostering an inclusive environment that welcomes and supports individuals of all backgrounds.
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