Now Hiring - Healthcare Manager, Territory Sales in Los Angeles, CA

Job Summary

The Manager, Territory Sales is responsible for the management and oversight of the Territory Sales Team for their assigned territories and for the assessment, development and implementation of growth strategies for L.A. Care's direct lines of business and initiatives that support our contracted provider partners and key stake holders.

Product lines include Medi-Cal, Cal MediConnect/ New Duals Eligible Special Needs Plan, and L.A. Covered, Initiatives include execution of all territory sales channel strategies and associated activities. These channels include individual provider engagement and referral generation, PPG events, community based organization and community influencer outreach and lead generation through events and referrals, execution of Community Resource Center (CRC)/ Covered Coverage and Health Initiatives (CCHI ) engagement and community outreach and overall lead book of business oversight and achievement of conversion rates and other key sales metrics. The Territory Sales Manager aligns their Team and sales channel activities\lead conversions with key broker agents in the territory; covering all territory communities\demographics and leveraging broker agent territory relationships and community outreach efforts.

This position is accountable for achieving product membership enrollment goals, for assigned sales territories including managing all aspects of running an efficient team, including hiring, supervising, coaching, training, disciplining, and motivating direct-reports, and analyzing data, to achieve top performance from the Territory Sales Team with-in required regulatory guidelines.

Duties

Plan and manage team member activities to achieve enrollment goals for all product lines to meet Health Plan membership objectives. Develop and implement the sales plan, that covers enrollments for assigned product lines and service area.

Identifies and responds to productivity improvement and untapped development and growth opportunities by utilizing the Goldmine/Salesforce customer relationship management system (CRM).

Develops and establishes senior level contacts to initiate and secure collaborative relationships, both internally and externally, to accomplish Health Plan growth objectives.

Maintains the adequate levels of production by measuring, tracking and reporting sales productivity in accordance with established goals. Identifies and incorporates training and coaching opportunities for the front line sales representatives to ensure quality and effectiveness.

Works collaboratively with the Inside Sales and Retention team on team trainings (benefits/operations/sales skills) and ensure the Sales Department utilizes best practices.

Review all sales allegations for assigned sales team. Join in collaborative oversight of Agent/Broker Network sales channel strategy, alongside the Sales Relationship and Broker Support Manager.

Create standardized monthly reporting on membership growth, Enrollment/Disenrollment trends, allegations and corrective action implementation. Develop and/or oversee Centers for Medicare & Medicaid Services (CMS), required annual training and certification program and ongoing training as well as assignment of required ride-along for Sales Representatives, annual/quarterly and corrective action ride-along.

Manages all aspects of running an efficient team, including hiring, supervising, coaching, training, disciplining, and motivating direct-reports.

Perform other duties as assigned.

Education Required

Education Preferred

Experience

Required:
At least 5-7 years of experience in sales of Medi-Cal and Medicare Programs.

Minimum of 3-4 years of supervisory/management experience.

Business development experience in Medicare, Medi-Cal or Commercial products at a major health plan.

At least 2 years experience with oversight of General Agent programs and associated with Medicare and State of California license requirements.

Proven sales track record; Proven record in development of strategic relationships with IPA's and providers.

Skills

Required:
Excellent PC skills. Excellent organization, planning, project and time management skills.

Excellent presentation, interpersonal, and verbal and written communication skills.

Strong business relationship skills.

Knowledge of managed care model to educate providers and key stake holders to close the sale.

Knowledgeable about Independent Practice Association (IPA's), provider groups, primary and specialty care networks.

Knowledge and understanding of diverse markets.

Ability to leverage community groups to generate grassroots growth support.

Ability to work independently, be flexible with work hours, evening and weekends.

Persuasion Skills: "The Manager, Territory Sales is someone who has a well developed understanding of the health care market place including business relationships with principal stake holders in IPAs, medical groups and the physician community. Must have excellent communication skills and be adept at understanding complex concepts presented by the business environment. Additionally, the candidate has the demonstrated ability to assure accuracy of information and initiates, tracks and ensures follow through. Demonstrated ability in utilizing strategic and consultative sales skills provides convincing presentations and communications for targeted clients and their patients to become members of L.A. Care Health Plan. Must be able to present well thought out strategies and plans in verbal and written formats for internal department and Health Plan leadership as required for annual planning and ongoing reporting."

Licenses/Certifications Required

Licenses/Certifications Preferred

Required Training

Additional Information

Required:
Financial Impact: This position is the primary driver of the membership growth for L.A. Care's direct lines of business. The Manager, Field Sales is responsible for the activation of the strategic plan with the contracted network for the attainment of enrollment objectives of the Health Plan, but not limited to, for Cal MediConnect, Covered Ca, L.A. Care Direct, PASC-SEIU and Medi-Cal product lines.

Travel to offsite locations for work.