Director, Medicare Growth

To protect the health and well-being of our members, employees and community, CareOregon requires all employees to be fully vaccinated against COVID-19 or have an approved medical or religious exception as a qualification of employment.

Candidates who receive an offer of employment by CareOregon, must provide proof of COVID-19 vaccination or submit a medical or religious exception request, which will be evaluated in accordance with CareOregon’s standard accommodation process.

Job Title

Director, Medicare Growth

Exemption Status

Exempt

Department

Medicare Sales

Manager Title

Vice President, Medicare

Direct Reports

Inside Sales and Retention Specialists, Sales Engagement Team, and External Agents

Requisition #

22224

Job Summary
This position is responsible for leading the organization’s Medicare sales plans and overseeing Medicare member retention. Primary duties include technical and operational planning and oversight, as well as resource, relationship, and people management. Work includes developing marketing opportunities, informing existing product design, product implementation, and oversight. This position also participates in assessing opportunities for new products and geographic territories associated with Medicare program growth.

Essential Responsibilities
Technical/Operational Leadership

Lead the execution of marketing strategies in collaboration with the internal Brand, Marketing and Communications Department in support of the Medicare Line of Business (LOB) strategic goals.
Develop, update, and implement annual CareOregon Advantage sales targets in collaboration with Medicare LOB Leadership.
Based on performance indicators, provide strategic marketing and sales recommendations to the VP of Medicare and/or Medicare Leadership Committees.
Oversee work of employed and contracted sales teams to achieve and exceed monthly, quarterly and annual sales targets and growth projections.
Oversee Internal Sales Call Center Operations and Broker Channel, including regulatory compliance, Agent/Broker sales support, investigation/resolution of member grievances, and corrective action plans.
Work collaboratively with Welcome and Wellness team leadership to continually refine and update welcome call scripts, assist with design of training materials and presentations, and monitor progress toward strategic goals.
Know, understand, support and routinely review and update Sales and Marketing Policies to ensure Sales Agents meet CMS Compliance Standards and overall organizational goals.
Ensure effective sales channels by monitoring metrics and performance trends through Customer Relationship Management (CRM system) dashboards.
Serve as chief liaison working collaboratively with community agencies, including state caseworkers, long-term care agencies, and other organizations who help prospective and existing members make decisions about health care needs.
Oversee activities of Sales Engagement Manager and team to create business development opportunities through brand recognition, including building strategic relationships such as community-based organizations, provider network partners, state and county DHS/APD offices including internal stakeholders.
Oversee and manage the Commission Program for internal employed/captive Agents as well as Brokers to ensure timely and accurate payment in coordination with the Finance Department.
Ensure CareOregon Advantage adheres to both State and Federal laws and regulations in relation to the marketing and sales of CareOregon Advantage.
Provide input and recommendations for the annual Bid Process for product development, product positioning, benefit design and pricing.
Participate and assist in any territory expansion or reduction efforts as required, but not limited to: development of marketing plan, provider and community education, advertising and promotional recommendations, etc.
Strategic/Operational Planning

Participate in the development of vision, goals, and strategic plans in support of Medicare LOB.
Develop short and long-term plans and policies; oversees the development and execution of standard operating procedures.
Provide input into the strategic plans of the organization.
Maintain a business unit and member view while establishing department priorities, being cognizant of broader business unit and organizational impacts.
Financial/Resource Management

Recommend budgets in alignment with short- and long-term plans.
Manage resources to ensure priorities are accomplished.
Approve resource allocations within budget, including people, finances, and timelines; make decisions on exceptions.
Relationship Management

Lead effective communication system for work group(s), ensuring a collaborative culture.
Build and ensure effective relationships across internal teams and external organizations.
Partner with internal leaders and managers in identifying improvement plans and processes.
Represent CareOregon in external meetings and functions, providing productive leadership presence and effectiveness.
Employee Supervision

Directs team(s) and establishes team direction and goals in alignment with the organizational mission, vision, and values.
Identifies work and staffing models; recruits, hires, and oversees a team to meet work needs, using an equity, diversity, and inclusion lens.
Identifies department priorities; ensures employees have information and resources to meet job expectations.
Leads the development, communication, and oversight of team and individual goals; ensures goals, expectations, and standards are clearly understood by staff.
Manages, coaches, motivates, and guides employees; promotes employee development.
Incorporates guidance from CareOregon equity tools into people leadership, planning, operations, evaluation, budgeting, resource allocation, and decision making.
Ensures team adheres to department and organizational standards, policies, and procedures.
Evaluates employee performance and provides regular feedback to support success; recognizes strong performance and addresses performance gaps and accountability (corrective action).
Performs supervisory tasks in collaboration with Human Resources as needed.

Organizational Responsibilities
Perform work in alignment with the organization’s mission, vision and values.
Support the organization’s commitment to equity, diversity and inclusion by fostering a culture of open mindedness, cultural awareness, compassion and respect for all individuals.
Strive to meet annual business goals in support of the organization’s strategic goals.
Adhere to the organization’s policies, procedures and other relevant compliance needs.
Perform other duties as needed.

Experience and/or Education

Required

Minimum 10 years’ experience in sales
Minimum 4 years’ experience in a supervisory position
Valid driver’s license, acceptable driving record, and automobile liability coverage or access to an insured vehicle
Current license to sell health and/or life insurance in Oregon or states where business is conducted
Current Medicare sales certification
Preferred

Salesforce experience
Experience in the Medicare industry

Knowledge, Skills and Abilities Required
Knowledge

Knowledge and experience working with Dual eligible populations, broker channel, physician groups and community agencies
Extensive knowledge and experience in health insurance sales with preference for experience in Medicare Advantage products
Knowledge of federal Medicare regulations, state Medicaid rules (OARs), and state insurance (DCBS) rules
Knowledge of managed care and insurance benefit design
Familiar with various CRM systems
Skills and Abilities

Strong people leadership skills, including the ability to develop and manage staff
Strong statistical, analytical, problem solving, organizational and detail orientation skills
Proficient in Microsoft Word, Excel and Windows
Ability to communicate effectively both verbally and in writing, possessing strong sales and presentation skills
Ability to deal effectively with a variety of individuals and groups related to the provision of services designed to retain existing accounts
Excellent customer relation skills
Ability to be self-directed and work independently with little supervision, coordinating multiple projects simultaneously
Ability to maintain professional relationships with internal staff and departments
Ability to achieve desired outcomes through effective use of marketing and sales skills
Ability to work effectively with diverse individuals and groups
Ability to learn, focus, understand, and evaluate information and determine appropriate actions
Ability to accept direction and feedback, as well as tolerate and manage stress
Ability to see and hear for at least 6 hours/day
Ability to read and speak clearly for at least 3-6 hours/day
Ability to stand, lift, carry, push, pull and perform repetitive finger and wrist movement for at least 1-3 hours/day
Ability to operate a motor vehicle

Working Conditions

Work Environment(s): ☒ Indoor/Office ☒ Community ☐ Facilities/Security ☒ Outdoor Exposure

Member/Patient Facing: ☐ No ☒ Telephonic ☒ In Person

Hazards: May include, but not limited to, physical, ergonomic, and biological hazards.

Equipment: General office or mobile equipment

Travel: Requires travel outside of the workplace at least weekly; the employee’s personal vehicle may be used. Driving infractions will be monitored in accordance with organizational policy.

If you receive an offer of employment for this position, it is contingent on the satisfactory completion of a pre-employment background check, immunization review, and drug screen. CareOregon is a federal contractor and must comply with all federal laws.

Candidates of color are strongly encouraged to apply. CareOregon is committed to building a linguistically and culturally diverse and inclusive work environment

Veterans are strongly encouraged to apply.

Equal opportunity employer. This company considers all candidates regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.

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