Health Plan Territory Representative III

Job Summary

The Health Plan Territory Representative III maintains professional working knowledge of L.A. Care products: Cal MediConnect, Medi-Cal, L.A. Care Covered, and L.A. Care Covered Direct, and the future Duals Special Needs Plan for the express purpose of growth and retention initiatives. This position entails implementing territory-sales outreach activities such as community based marketing and events, provider outreach and engagement and other territory lead generation activities and overall lead book of business oversight. For the Medicare and Commercial lines of business; territory management\outreach and lead generation activities should be aligned to broker agents (Territory Reps can enroll as needed) in order to manage scalable and diverse territory sales resources and to leverage those agents' territory relationships and resources. This position manages their territory's lead book of business and target conversion rates including managing self-generated leads (with and without broker agents) and those provided by marketing campaigns and from the Inside Sales and Retention Team. Applies subject expertise in evaluating business operations and processes. Acts as a Subject Matter Expert, serves as a resource and mentor for other staff.

Duties

Subject Matter Expert:

Applies subject expertise in evaluating business operations and processes. Identifies areas where technical solutions would improve business performance. Consults across business operations, providing mentorship, and contributing specialized knowledge. Supports the Field Management team analyzing market trends and data to identify opportunities to enhance marketing and sales tools to support the field sales team. Provides training and development to a Field Sales peers. Ensures that information and assistance provided by the field sales staff is within the standards established by all regulatory and oversight entities. Assists team in consistently meeting organizational and departmental enrollment benchmarks for all lines of business. Leads by example while educating, training and coaching all team members in adhering to minimum individual goals, use of Customer Relationship Management (CRM) database, and performance and production standards. Analyzes data, reports and performance records to improve team performance.  Provides input into the periodic reviews and evaluations for individual Field team members. Assists in developing necessary Desktop Procedures and participates in the developing/ updating of Policy and Procedures.

Provider Marketing

Sells L.A. Care Cal Mediconnect plan and the future Dual Eligible Special Needs Plan to Medicare beneficiaries residing in Los Angeles County. Responsible for selling L.A. Care Medicare product through working with our network of physicians, hospitals, medical groups and other strategic relationships.

Outreach Activities and Events

Coordinates and conducts community presentations on program eligibility, and participating in community networking meetings, senior health care activities, health fairs and outreach events. Identifying grassroots opportunities, networking and referral generation. Develops and cultivates internal and external relationships.

Telesales and In-Home Appointments

Responsible to engage in telesales activities meant to support Provider and Outreach activities. Responsible to self-generate leads as well as work leads assigned to them by management with the express purpose of enrollment prospective members in our plans. In addition may be responsible to facilitate and coordinate in-home appointments for members requesting them.

Duties Continued

Sales Data Management

Ensures the integrity of data. Effectively utilizes the CRM system to manage the sales referral pipeline and lead algorithm assignments. Enters data accurately by following the Goldmine and QNXT guidelines. Responsible for maintaining the quality and integrity of the CRM database through constant training on upgrades on the CRM data database. Maintains a high proficiency of the internal and external systems. Demonstrates efficient use of internal proprietary systems, including but not limited to: CISCO, QMEIS, MEIS, QNXT, PDM, MARx, Member360, and AEVS to pre-screen prospective members for all lines of business.

Product Sales Regulatory Compliance:

Adheres to compliance of Centers for Medicare and Medicaid Services (CMS), California Department of Health Care Services (DHCS), and L.A. Care's Regulatory Affairs & Compliance regulatory guidelines.

Monthly and Quarterly Product Sales Performance Goals:

Consistently meets the minimum organizational and departmental enrollment benchmarks for product growth campaigns and meets minimum monthly and quarterly performance and production standards for a Level III representative. Performance and production standards may be adjusted on a monthly, quarterly or annual basis as required to meet the department goals and objectives for all lines of business.

Performs other duties as assigned.

Education Required

Education Preferred

Experience

Required:
Must have a minimum of 3 years of field sales experience. 

Strong communication skills with experience in public speaking. 

Strong Product experience.

Preferred:
Healthcare telesales experience. 

Direct sales or healthcare related experience, preferably in the Medi-Cal, Commercial, or Medicare.

Experience leading inter-sales teams and leading sales projects.

Skills

Required:
Excellent interpersonal and client interaction skills with strong attention to detail and accuracy.

Ability to apply in-depth knowledge of product lines for positive outcomes for inbound call inquiries and outbound product education and enrollment activities.

Must have highest level of understanding of our field marketing practices and possess.

Excellent verbal and written communication skills, presentation and time management skills.

Ability to multi-task; flexible and comfortable working in a fast paced environment and committed to meeting deadlines. 

Knowledge of state health insurance programs

Knowledge of Medicare, Medi-Cal  and senior market.

Strong analytical, coaching/ mentoring, and team building skills.

Ability to work effectively with diverse team members.

Excellent PC skills (MS Office), word processing and  spreadsheets.

Ability to work independently,  flexibility with work hours, evening and weekends.

Great attitude, energy and enthusiasm are critical.

Preferred:
Bilingual in one of L.A. Care Health Plan’s threshold languages is highly desirable. English, Spanish, Chinese, Armenian, Arabic, Farsi, Khmer, Korean, Russian, Tagalog, Vietnamese.

Licenses/Certifications Required

Licenses/Certifications Preferred

Required Training

Required:
Ability to pass Medi-Cal Certification, and Medicare training certification within 90 days of hire.

Physical Requirements

Additional Information