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Manager, Institutional Sales, Medicare Community Plan - Waltham, MA

UnitedHealth Group


Location:
Waltham, MA
Date:
03/24/2017
Job Code:
1695956
Apply on the Company Site
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Job Details


Manager, Institutional Sales, Medicare Community Plan - Waltham, MA(Job Number:690289)
Description

Great sales are the result of strong purpose, conviction and pride - pride in your ability and your product. UnitedHealth Group offers a portfolio of products that are greatly improving the life of others. Bring along your passion and do your life's best work. (sm)

 

The Institutional Sales Manager (ISM) is responsible for driving growth with our Skilled Nursing Facility (SNF) partners and Medicare sales functions for that market segment including, but not limited to: achievement of monthly budgeted sales targets and stretch goals, management and motivation of sales staff, development and execution of strategic plans to maximize new and same store business opportunities.  This ISM will adhere to sales compliance standards according to all applicable state and federal regulatory requirements and UnitedHealthcare Policies and Procedures.

 

This ISM will also drive and achieve health plan enrollment/growth goals by developing and executing upon strategic business plans for the Medicare and/or Medicaid product lines consistent with state and federal regulations for both programs.

 

Primary Responsibilities:

  • Responsible for meeting or exceeding budgeted membership goals
  • Works under the Vice President of Marketing & Sales to drive and achieve sales goals by leading or advancing the sales cycle
  • Develops and executes on strategic business plans to meet top line numbers
  • Serves as a subject matter expert on UnitedHealthcare Senior Care Options (SCO) and all UnitedHealth Care Medicare products, and maintains all current product certifications and appropriate licensure
  • Establishes priorities with and ensures successful completion of goals for all direct reports
  • Develops relations with SNF leadership and drives account management and Customer Relationship Management (CRM) processes
  • Effectively manages new and same store accounts through execution of CRM
  • Ensures a pipeline of viable nursing homes exists to meet targeted new development goals
  • Ensures self and sales conduct presentations, sales activities and other informational events in accordance with current approved communication and marketing programs and state/federal regulations
  • Works collaboratively and closely with clinical and provider relations staff, planning and implementing outreach strategies and programs to ensure successful growth and performance with partners
  • Ensures self and sales staff are compliant with all sales database and lead management requirements and reporting,detailed management of appropriate reporting/database systems, funnel management, customer information, territory planning, etc.
  • Establishes, discusses and monitors direct reports' performance, creates development plans and implements Corrective Action Plans (CAP) as needed and as described in the performance management guidelines
  • Maintains a working knowledge of plan benefit, program changes, industry insights and regulatory requirements
  • Ensures compliance and quality of sales process components, adhering to all applicable state and federal regulatory requirements and UnitedHealthcare Policies and Procedures
  • Responsible for hiring, training and development of all sales staff
  • Performs other job related instructions as requested, with reasonable accommodation

Success Factors:

  • Proven sales management skills
  • Exemplary oral and written communication skills
  • Solid self management and time management skills
  • Critical listening and thinking skills
  • Able to work effectively independently and within a team environment
  • Decision making/problem solving skills
  • Territory planning and management skills
  • Negotiation skills 


Job C&S Direct Sales
Primary Location US-MA-Waltham
Other Location 
Organization C&S Massachusetts ABD LTC
Schedule Full-time
Number of Openings 1
Apply on the Company Site

UnitedHealth Group is the most diversified health care company in the United States and a leader worldwide in helping people live healthier lives and helping to make the health system work better for everyone.

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