Navicare Account Executive

• Creates productive and collaborative relationships with internal and external referral sources in order to obtain qualified referrals and enrollments for the NaviCare program.
• Participates in all community outreach activities, such as senior fairs, community events, and elder services professional association events to ensure Fallon Health’s visibility and presence in your territory.
• Presents the NaviCare program to groups who are likely prospects, caregivers and community referral sources.
• Develops and implements their own territory business development plan and carries out activities to penetrate accounts listed on the plan.

• Works collaboratively with Navicare enrollment team to discuss progress of referrals and ideas for resolving issues.
• Provides inservice orientations to vendors and providers on an annual basis.
• Shows accountability and follows up with prospects until the lead is closed/withdrawn and document as appropriate. Achieves monthly referral and home visit request goals

• Generates sufficient NaviCare enrollment applications to meet monthly enrollment goals.
• Explains the NaviCare program clearly and consistently to prospects and their families to ensure that prospects enroll with a solid understanding of the program maintaining a low disenrollment rate. Meets with NaviCare prospects in their homes.
• Completes application and other documentation needed.
• Submits all completed applications in a timely manner as required by CMS.

• Documents all sales activities in the department’s CRM application and account management grid in a timely manner.
• Meets weekly sales activity deliverables consistently, and tracks these in the CRM and their Outlook calendar.
• Maintains records of NaviCare applications and documentation related to scope of appointments.

• Regularly reviews effectiveness of efforts against goals. Provides market intelligence to the NaviCare/ Manager and the Outreach Director so that adjustments can be made to tactical plans.
• Manages their own professional development by seeking advice, training, and coaching from their colleagues, manager, and the Director of Outreach.

• Operates within the marketing and outreach guidelines and regulations provided by CMS and EOHHS.
• Retains Scope of Appointment and other Enrollment Records.
• Submits information on NaviCare prospect events to Outreach Support in a timely manner, for CMS submission.
• When in doubt, asks questions pertaining to compliance or privacy regulations.
• Must meet monthly, quarterly and year end enrollment goals.
• Must maintain a mininimum number of activites and event designed to generate leads for enrollments.
• Must keep up to date all records related to leads in CRM system, Account Management Grid and any other report requested by your manager.
• Must cause to have at minimum 10 actively referring account.
• Must work to develop at least 10 new accounts every month.
• Must attend all required Department and collaborating Department meetings.
• Must complete and deliver on time reports, documentation, and yearly business plan for your territory.

• BS or BA degree and/or comparable experience

• Knowledge and experience working with community organizations, low income communities and the elderly
• 3 years of sales experience in healthcare or group insurance strongly preferred.
• Must have proven experience working in a customer facing role focused on sales, lead generation in a high paced customer service or sales environment.
• Knowledge of Medicare, Medicaid and insurance products is desirable.
• Knowledge of customer service, sales, outreach and marketing principles and practices.
• Possession of a valid Mass. driver’s license and a vehicle to be used for marketing activities and home visits.

Fallon Health