Leads and manages team responsible for business development, benefit sales and enrollment activities. Serves as in-house sales leader responsible for executing the sales strategy for the health plan. Responsible for meeting sales and enrollment targets, increasing market share, leveraging product and market synergies to drive membership growth and retention. Leverages local competitive intelligence and relationships to drive business membership growth and retention goals. Ensures adherence to ethical sales practices, compliance with Centers for Medicare and Medicaid Services (CMS), and other regulatory requirements.
Essential Job Duties
• Oversees a local field-based team of benefit sales/enrollment team members that orchestrate member events, potential customer events, community-based goodwill and general awareness that make Molina the insurer of choice.
• Leads business development support projects from inception through completion, which may also include attendance/participation national, state, and local conferences, seminars, and meetings as well as any other business development support activities, as needed.
• Develops and executes effective business plans to reflect strategy, tactics, key relationships, and commensurate resources for the respective region; includes goals, recruitment, sales/business development events, market partnerships, and engagement.
• Conducts regular sales-related training/coaching, focusing on increasing sales/enrollment, overcoming objections, expanding markets, selling the full portfolio, facilitating presentations, prospecting, compliance and quality updates, etc.
• Builds, maintains, deepens, and leverages internal and external strategic relationships that create sales/member enrollment opportunities.
• Leads analyses and market research utilized for business development activities.
• Gathers research and intelligence, including monitoring activity in other markets.
• Creates and executes effective resource sharing strategies, including lead routing, kiosk assignments, community meeting assignments, and participation in other Molina best practices.
• Collaborates with the marketing team to produce positive outcomes, notably lead generation, member enrollment, and membership growth.
• Develops and implements provider engagement strategies.
• Ensures compliance with CMS and state regulations, and health plan policies and procedures.
• Travels within assigned sales territories.
• Hires, trains, manages and evaluates team member performance - provides clear direction/expectations, coaching, development, and recognition; ensures ongoing appropriate staff training, holds regular team meetings, and drives communication and collaboration.
Required Qualifications
• At least 7 years of experience with Medicare, Medicaid, Marketplace, and/or other health insurance-related sales, or equivalent combination of relevant education and experience.
• At least 1 year of management/leadership experience.
• Within 30 days of hire, must take and pass the state required test to become a Certified Account Counselor (CAC) or currently hold an active and unrestricted CAC, which can be transferred.
• Must have reliable transportation for travel throughout assigned sales territories.
• Knowledge of Medicare, Marketplace and Medicaid product lines.
• Understanding of Individual Exchange, Medicaid, and NY State of Health Marketplace.
• Knowledge of CMS/state regulations.
• Knowledge/understanding of market dynamics.
• Experience managing sales key performance indicators (KPIs).
• Business development and market research/market strategy experience.
• Experience meeting/exceeding sales targets.
• Reporting and analysis experience/skills.
• Strong customer service/sales skills.
• Multi-tasking, prioritization and organizational skills, and ability to meet established deadlines.
• Presentation and public speaking skills.
• Ability to build strong working relationships, and influence internal and external partners.
• Strong verbal and written communication skills.
• Microsoft Office suite and applicable software programs proficiency.
Preferred Qualifications
• Local market experience.
• Experience working with communities of all different ethnicities, cultural backgrounds, diverse populations, and/or underserved communities.
• Bilingual Spanish.
To all current Molina employees: If you are interested in applying for this position, please apply through the Internal Job Board.
Molina Healthcare offers a competitive benefits and compensation package. Molina Healthcare is an Equal Opportunity Employer (EOE) M/F/D/V
Skills Required
- At least 7 years of experience with Medicare, Medicaid, Marketplace, or other health insurance-related sales, or equivalent education and experience
- At least 1 year of management or leadership experience
- Pass the state-required test to become a Certified Account Counselor within 30 days of hire, or hold an active unrestricted transferable CAC
- Reliable transportation for travel throughout assigned sales territories
- Knowledge of Medicare, Marketplace, and Medicaid product lines
- Understanding of Individual Exchange, Medicaid, and NY State of Health Marketplace
- Knowledge of CMS and state regulations
- Knowledge and understanding of market dynamics
- Experience managing sales key performance indicators
- Business development and market research or market strategy experience
- Experience meeting or exceeding sales targets
- Reporting and analysis experience or skills
- Strong customer service and sales skills
- Multitasking, prioritization, organizational skills, and ability to meet deadlines
- Presentation and public speaking skills
- Ability to build strong working relationships and influence internal and external partners
- Strong verbal and written communication skills
- Proficiency with Microsoft Office Suite and applicable software programs
- Local market experience
- Experience working with diverse and underserved communities
- Bilingual Spanish
What We Do
Molina Healthcare Inc. is dedicated to delivering effective, reliable, and affordable health care to those who need it most. The company focuses on improving the health and well-being of its members and positively impacting the communities it serves. Recognized as a leader in the health insurance category, it provides essential healthcare services to ensure accessible and quality care for its members.
