Under the direction and supervision of the Vice President, Enterprise Sales, the Director, Broker Relations is responsible for generating enrollments from current Medicare broker/agent partner relationships and developing new high volume broker relationships. The successful candidate will implement mutually beneficial programs with top referral sources and materially increase the volume of quality of PACE enrollments generated by the broker channel. This role will directly supervise the Strategic Account Managers and work closely with the Regional Sales Directors to identify additional opportunities across the enterprise to meet and exceed gross enrollment goals for both the enterprise and the broker channel.

Essential Functions and Work Responsibilities

Broker Relations – 70%

• Responsible for broker channel success across the enterprise, with additional emphasis in assigned region, state, and/or center(s) to meet or exceed gross enrollment goals.

• Develop and execute strategic plans to create a network of referral sources within the broker channel to meet or exceed gross enrollment goals.

• Create strong relationships with brokers and agents in order to effectively educate and influence key decision makers and organizations regarding PACE, using technical selling skills, presentation skills, program architecture strategy, and product knowledge.

• Develop state specific broker relations plan for new and existing centers to meet or exceed gross enrollment goals.

• Obtain referrals and enrollments from new and existing broker/agent relationships to meet or exceed gross enrollment goals.

• Develops and maintains a database of referral channels and key referral sources including maintaining accurate records of all sales and prospecting activities utilizing company Customer Relationship Management (CRM) tool.

• Reports on broker channel performance and goal attainment on a weekly basis.

• Meet and exceed performance standards set forth in the annual OKRs.

• Partner with Revenue Operations to streamline and remove friction from broker onboarding, education, lead submission/tracking, and payment execution.

• Collaborate with legal team to ensure new and annual broker onboarding/recertification training program is up to date with CMS rules regarding broker relationships.

Strategic Account Manager Supervision – 30%

• In collaboration with Regional Sales Directors and Strategic Account Managers, develop state specific plans for innovative and transformative approaches to expand our sales channels.

• Collaborate with Market Presidents, Government Affairs, Legal, Compliance and other internal/external stakeholders to identify market dynamics that may create opportunities and/or to mitigate potential threats.

• Define roles, accountability, and hand-offs for referrals to ensure potential participants are provided the highest service levels as they progress in the enrollment process.

• Ensure Strategic Account Managers meet and exceed performance standards within their KPIs.

Travel

Estimated Percent of time Spent – 20%

• Travel between local InnovAge worksites

• Travel to client and potential client offices and/or other off site locations

• Overnight travel in and out of state

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

REQUIRED

Education

• Bachelor’s degree from an accredited college/university in related field or equivalent work experience in lieu of degree

Licensure, Certification, Registration or Designation

• Requires state issued driver’s license, personal transportation, good driving record and auto insurance as required by law.

Work Experience and Qualifications

• 10+ years demonstrated success in business development or sales.

• 5+ years health care, managed care or related sales experience.

• 2+ years MA broker sales/relationship experience

• Current skill and experience with CRM database systems and software.

PREFERRED

Education

• Master of Business Administration or related master level degree preferred.

Work Experience and Qualifications

• 5+ years PACE experience

InnovAge is dedicated to empowering seniors to live independently, allowing them to age in their own homes and communities safely. InnovAge offers an alternative to nursing homes through its Program of All-inclusive Care for the Elderly (PACE), which provides enrolled seniors with customized healthcare and social support at PACE Adult Day Health Centers. These centers are staffed by medical professionals who are committed to creating personalized care plans for each participant. At InnovAge, our team members are our greatest asset and have a significant impact on the lives of our participants every day. When you join InnovAge, you'll work alongside talented, respectful, and passionate colleagues within a patient-centered care model.

InnovAge is committed to equal opportunity and affirmative action, and we strive to create a diverse and inclusive workplace. We consider all qualified candidates for employment without discrimination based on race, color, religion, sex, sexual orientation, gender identity/expression, national origin, disability, protected veteran status, pregnancy, or any other protected status. Salaries are determined by various factors such as qualifications, experience, and location, and do not include potential bonuses or benefits. Our extensive benefits package includes medical/dental/vision insurance, short and long-term disability, life insurance and AD&D, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company-paid holidays.

Applicants are considered until the position is filled.

Under the direction and supervision of the Vice President, Enterprise Sales, the Director, Broker Relations is responsible for generating enrollments from current Medicare broker/agent partner relationships and developing new high volume broker relationships. The successful candidate will implement mutually beneficial programs with top referral sources and materially increase the volume of quality of PACE enrollments generated by the broker channel. This role will directly supervise the Strategic Account Managers and work closely with the Regional Sales Directors to identify additional opportunities across the enterprise to meet and exceed gross enrollment goals for both the enterprise and the broker channel.

Essential Functions and Work Responsibilities

Broker Relations – 70%

• Responsible for broker channel success across the enterprise, with additional emphasis in assigned region, state, and/or center(s) to meet or exceed gross enrollment goals.

• Develop and execute strategic plans to create a network of referral sources within the broker channel to meet or exceed gross enrollment goals.

• Create strong relationships with brokers and agents in order to effectively educate and influence key decision makers and organizations regarding PACE, using technical selling skills, presentation skills, program architecture strategy, and product knowledge.

• Develop state specific broker relations plan for new and existing centers to meet or exceed gross enrollment goals.

• Obtain referrals and enrollments from new and existing broker/agent relationships to meet or exceed gross enrollment goals.

• Develops and maintains a database of referral channels and key referral sources including maintaining accurate records of all sales and prospecting activities utilizing company Customer Relationship Management (CRM) tool.

• Reports on broker channel performance and goal attainment on a weekly basis.

• Meet and exceed performance standards set forth in the annual OKRs.

• Partner with Revenue Operations to streamline and remove friction from broker onboarding, education, lead submission/tracking, and payment execution.

• Collaborate with legal team to ensure new and annual broker onboarding/recertification training program is up to date with CMS rules regarding broker relationships.

Strategic Account Manager Supervision – 30%

• In collaboration with Regional Sales Directors and Strategic Account Managers, develop state specific plans for innovative and transformative approaches to expand our sales channels.

• Collaborate with Market Presidents, Government Affairs, Legal, Compliance and other internal/external stakeholders to identify market dynamics that may create opportunities and/or to mitigate potential threats.

• Define roles, accountability, and hand-offs for referrals to ensure potential participants are provided the highest service levels as they progress in the enrollment process.

• Ensure Strategic Account Managers meet and exceed performance standards within their KPIs.

Travel

Estimated Percent of time Spent – 20%

• Travel between local InnovAge worksites

• Travel to client and potential client offices and/or other off site locations

• Overnight travel in and out of state

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

REQUIRED

Education

• Bachelor’s degree from an accredited college/university in related field or equivalent work experience in lieu of degree

Licensure, Certification, Registration or Designation

• Requires state issued driver’s license, personal transportation, good driving record and auto insurance as required by law.

Work Experience and Qualifications

• 10+ years demonstrated success in business development or sales.

• 5+ years health care, managed care or related sales experience.

• 2+ years MA broker sales/relationship experience

• Current skill and experience with CRM database systems and software.

PREFERRED

Education

• Master of Business Administration or related master level degree preferred.

Work Experience and Qualifications

• 5+ years PACE experience