Now Hiring - Insurance Retail Sales Consultant I - 014073 in Buffalo, NY

Summary:

The Retail Sales Consultant position is responsible for increasing and retaining direct pay health plans sold to individual consumers utilizing consultative selling skills. This position is fully dedicated to the Health Plan’s in-person retail sales/service locations (examples include, but aren't limited to Resource Centers, company lobbies and/or sales kiosks).

The Retail Sales Consultant position is also responsible for driving traffic to their respective retail location through increased exposure within a given sales region along with collaborating and tracking ROI with the local Retail Sales team members – includes but is not limited to Field Sales Representatives, Medicare Retention Specialist Community Engagement Program Manager and Marketplace Facilitated Enroller with ongoing sales support.

As a visible representative of our entire suite of Direct Pay programs, the incumbent professionally represents the Organization and its offerings, engendering confidence and commitment to professional standards.

Essential Responsibilities/Accountabilities:

All Levels:

Level I:

• Initiates face-to-face sales opportunities with prospective and existing direct pay consumers to gain and retain market share in Medicare, Individual Market, and Safety Net products through new enrollments, plan renewals and plan changes in retail channel locations.
• Communicates direct pay product options to drive consumer understanding and confidence.
• Partners with Retail Sales Team and other supporting departments to identify opportunities to optimize usage of their designated retail location(s).
• Prospects sales leads through various referral sources and community engagement techniques.
• Manages outlined monthly goals and adheres to pre-established quality measurements.
• Liaison to Facilities and Marketing to ensure the physical retail location meets high standards of comfort, cleanliness, accessibility and visibility.
• Collaboratively understands and ensures successful utilization of Retail Sales team’s sales and marketing plans to meet growth and retention goals.
• Employs professional consultative sales methodology to present product offerings within the context of a given prospect’s needs.
• Qualifies Medicare prospects onsite per Centers for Medicare & Medicaid Services (CMS) Regulations and closes sale wherever possible and as appropriate.
• Collects/reviews family income and household information used to determine eligibility for above named product portfolio including Adjusted Premium Tax Credit (APTC) and Cost Sharing (CS) for individuals and families.
• Assists individuals and families with securing and providing required documentation to demonstrate age, residency, and income as is required by the Marketplace.
• Improves customer retention through on-boarding best practices defined as part of the assistor process. Acts as a member advocate for the individual to the Marketplace. Applies the rules and regulations of the marketplace to the individual’s situation and provides open communication on application process between the parties.
• Reads, interprets and applies the Marketplace Facilitated Enroller (MFE) Training Manual rules and regulations when dealing with current or potential members.
• Completes and submits enrollment forms for closed sales within the specified timeline.
• Establishes relationships and partnerships with key partner groups, including senior organizations, community centers, residences, associations, support groups and others to drive new business.
• Maintains consistent and reliable reporting and sales call tracking.
• Recommends and initiates changes and improvements to enhance member satisfaction.
• Demonstrates commitment to continuous improvement through sharing of best practices across the entire Retail Market sales organization.
• Maintains knowledge of direct pay products and competitive positioning, options and pricing so as to assist in educating targeted population. Possesses detailed knowledge of competitors’ offerings to better understand the direct pay landscape and the company’s competitive advantage.
• Develops sales opportunities with Medicare and Medicare-eligible individuals by means of personal and business partner referrals, leads generated via direct mail and Direct Response Television Marketing (DRTV).
• Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs.
• Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.
• Regular and reliable attendance is expected and required.
• Performs other functions as assigned by management.

Level II (in addition to Level I essential responsibilities/accountabilities):

Business Development:

• Partner with and educate Provider offices on MADP, EPIC applications and other Excellus/Univera initiatives

Field Sales support:

• Sales Seminar Locations
• Visit Senior Housing Communities and offer a Medicare 101 and/or Mobile Office for their residents.
• Lend support at various community events.
• Cover Mobile Offices for field, as needed
• Prospecting/Community outreach within a 15-mile radius of the Resource Centers for additional passive referral sources as well as potential new Preferred Partners

Planning:

• Develop integrated sales plan for designated retail sites. Coordinate activities with partner stakeholders to promote awareness and prospect traffic. Sales plan should have measurable metrics to gauge effectiveness

Minimum Qualifications:

NOTE: We include multiple levels of classification differentiated by demonstrated knowledge, skills, and the ability to manage increasingly independent and/or complex assignments, broader responsibility, additional decision making, and in some cases, becoming a resource to others. In addition to using this differentiated approach to place new hires, it also provides guideposts for employee development and promotional opportunities.

Level I:

• Bachelors degree with a minimum of two years sales experience. In lieu of degree, a minimum of eight years direct sales experience.
• Valid NYS Life, Accident and Health License within six months of employment required. Employees without a license are not eligible for any sales incentive awards or contests. Any sales made while not licensed are not eligible for incentive compensation.
• Completed training and certification for NYS of Health Individual and SHOP marketplaces within three (3) months of employment required.
• Successful annual completion of CMS Medicare Advantage training, as well as corporate Medicare product training
• Managed Care experience or related health care experience preferred.
• Exceptional communication skills and ability to interface with individuals and groups of varying sizes (demonstrated group presentation skills a must).
• Demonstrated sensitivity to interacting and communicating with the Medicare and Safety Net eligible market.
• Comprehends and presents complex medical information in a manner that is understandable to the target population
• Require basic sales-related mathematics skills
• Flexibility and adaptability to work within an evolving team and marketing strategy.
• Exhibits a consumer-centric approach to selling.
• Strong business, planning, and time management skills including proven ability to manage multiple tasks and responsibilities.
• Self-motivated approach to generate and follow-up on leads.
• Demonstrated ability to work independently (regional and consistent travel required) and ability to work flexible schedules.
• Proficiency with the Microsoft Office Suite

Level II (in addition to Level II minimum qualifications):

• Requires two years of experience selling direct pay Medicare, Medigap as well as direct pay products on the New York State of Health.
• Demonstrated experience developing sales plans
• Demonstrated experience giving group sales presentations

Physical Requirements:

• Occasional independent travel across region

Salary Range(s):
The salary range indicated in this posting represents the minimum and maximum of the salary range for this position. Actual salary will vary depending on factors including, but not limited to, budget available, prior experience, knowledge, skill and education as they relate to the position’s minimum qualifications, in additional to internal equity. The posted salary range reflects just one component of Excellus’s total rewards package. Other components of the total rewards package may include participation in group health and/or dental insurance, retirement plan, wellness program, paid time away from work, and paid holidays.

Min: 55,400.00 - Max: 78,900.00

************

The Lifetime Healthcare Companies aims to attract the best talent from diverse socioeconomic, cultural and experiential backgrounds, to diversify our workforce and best reflect the communities we serve.

Our mission is to foster an environment where diversity and inclusion are explicitly recognized as fundamental parts of our organizational culture. We believe that diversity of thought and background drives innovation which enables us to provide leading-edge healthcare insurance and services. With that mission in mind, we recruit the best candidates from all communities, to diversify and strengthen our workforce.

OUR COMPANY CULTURE:

Employees are united by our Lifetime Way Values & Behaviors that include compassion, pride, excellence, innovation and having fun! We aim to be an employer of choice by valuing workforce diversity, innovative thinking, employee development, and by offering competitive compensation and benefits.

In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.

Equal Opportunity Employer