ResponsibilitiesUnder the direct supervision of the Regional Sales Director in consultation with the CSMO, the Enrollment Manager manages the intake and enrollment process for InnovAge PACE and is responsible for the supervision of Enrollment Representatives. The Enrollment Manager also monitors adherence in use of the Customer and Relationship Management software (CRM/InnSight). Works closely with Eligibility and Financial Determination (EFD) team to align objectives developing and promoting best practices.
This role offers a competitive base salary with additional commission opportunity.Essential Functions and Work ResponsibilitiesFunctional Category: Supervision
Estimated Percent of time Spent - 40%
- With the goal of achieving or exceeding all monthly sales and enrollment goals for their region, effectively supervises and manages direct reports and provides, through example and leadership, motivation and direction to employees of the organization.
- Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; recognizing and rewarding employees; corrective disciplinary procedures and practices (under direction of supervisor and in partnership with Revenue Operations data and Human Resources), addressing complaints and resolving problems.
- Helps set the tone of the department to ensure morale, teamwork, and that the positive employment culture of the organization is maintained.
- Regularly schedules leadership/management, department, and staff 1:1 meetings to provide leadership, individual coaching, professional development, and a forum for communication to ensure coordination and collaboration in meeting organization and individual goals.
- Ensures annual employee performance reviews are conducted in a timely and effective manner. Evaluates performance of employees for compliance with established policies and objectives of the organization and contributions in attaining objectives.
Functional Category: Administration
Estimated Percent of time Spent - 40%
- Oversees execution of the intake and assessment processes.
- Collects data in accordance with PACE requirements; prepares reports as required by internal stakeholders and administering agencies.
- Evaluates enrollment timelines to determine opportunities for optimizing and enhancing the enrollment process. Assists in evaluating the intake and assessment process, identifying problem areas accordingly and making changes as recommended.
- Monitors daily Enrollment Representative utilization of the CRM.
- Reports enrollment progress to operational leadership at pre-determined intervals throughout the month and daily leading up to the end of the month.
- Monitors funnel health in collaboration with the sales teams and provides pertinent updates to center directors during individual center funnel meetings.
- Maintains ongoing relationships with stakeholders and agencies to ensure a clear understanding of InnovAge PACE as a vital community resource.
- Shares responsibility with other team members in the implementation of PACE philosophy and achievement of program goals.
- Assumes the lead role in enrollment quality assurance-related activities in collaboration with sales leadership and center directors.
- Collaborates and aligns with EFD team to optimize Medicaid approval process.
Functional Category: Participant Enrollment
Estimated Percent of time Spent - 20%
- As needs arise, the enrollment manager is expected to effectively fulfill the following duties:
- Assesses potential participants in home, nursing home, hospital or other settings as part of the intake process.
- Provides alternative community resources to applicants not accepted into the PACE program.
- Assists with Medicaid certification process in cooperation with the Eligibility and Financial Determination Specialist.
- Maintains current, written assessment and intake records inclusive of potential participants' expressed wishes and the referral services provided, daily in CRM.
- Provides coverage and adjusts schedules as needed to meet participant and business needs.
QualificationsTo 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.
REQUIREDEducation - Bachelor's degree in business, sales, marketing, social work or a related field from an accredited college/university
Licensure, Certification, Registration or Designation - Requires personal transportation, valid state issued driver's license, good driving record and auto insurance as required by law.
Work Experience and Qualifications - Five (5) years of proven successful healthcare focused sales and marketing in both B2B (hospitals, healthcare providers, senior living communities, etc.) referrals sources and B2C (individual patient) settings, Medicare Advantage plans, Managed Care Medicaid plans, Veterans Administration health benefits; or equivalent combination of education and experience
- Must have experience in comparable healthcare, insurance, or related industry and be able to "close" the sale.
- Sophisticated experience and skilled in using CRM database systems (e.g. Salesforce, Microsoft Dynamics, Hubspot, Zoho, Playmaker, etc.)
- Proven track record of exceeding sales goals.
Licensure, Certification, Registration or Designation - Requires valid state driver's license and good driving record.
Base Salary Range: $80,700 - 105,000
Target Commission Opportunity: Approximately $35,000 annually
On-Target Earnings (OTE): $115,000-$140,000Actual earnings may be higher or lower based on performance.
High-performing employees may earn above OTE, and commission earnings are not capped.
The pay offered for the position will take into consideration the candidate's geographic region, job-related knowledge, skills, experience, and internal equity, among other factors. InnovAge offers a comprehensive benefits package which includes medical, dental and vision insurance, short and long-term disability, life insurance and add, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company paid holidays.
BenefitsInnovAge 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.
