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Fallon Health Director, Medicare Sales in Worcester, Massachusetts


About Fallon Health:

Founded in 1977, Fallon Health is a leading health care services organization that supports the diverse and changing needs of those we serve. In addition to offering innovative health insurance solutions and a variety of Medicaid and Medicare products, we excel in creating unique health care programs and services that provide coordinated, integrated care for seniors and individuals with complex health needs. Fallon has consistently ranked among the nation’s top health plans, and is accredited by the National Committee for Quality Assurance for its HMO, Medicare Advantage and Medicaid products. For more information, visit www.fallonhealth.org .

Brief Summary of Purpose:

The Director of Medicare Sales & Business Partnerships is responsible for building, leading and managing the Medicare Sales Team to support all Medicare lines of business. Additionally, the Director will develop and implement sales growth strategies for all the Medicare Advantage products, including membership growth, marketing of the product line, and business partnerships. This role will lead all contracted business partnerships to support growth and retention within our Broker and Exchange market. The Director will be knowledgeable of all State and Federal laws/regulations that govern the program and will proactively work with public agencies to ensure contract compliance.


Job Responsibilities:

This position is responsible for direction and oversight of the Individual and Group Medicare sales team accountable for growth of Direct Pay Medicare Advantage, Individual Medicare supplement, EGWP groups, as well as broker development activities. In conjunction with the VP, assist in the development of department strategies and goals, with accountability for the implementation of business plans and other sales initiatives.

  • Lead and oversee the Medicare Sales team so that sales and retention targets are achieved or exceeded.

  • Work with VP Medicare & Executive Director, NaviCare to develop a program growth strategy.

  • Work with key FCHP departments to execute on program growth strategy.

  • Coordinate with our internal sales channels led by the Director of Operations.

  • Lead Medicare Group RFP activities with munis and other large employer groups.

  • Oversee Broker Relationship Manager and our FMO/external sales agents/agencies to facilitate the sales process and manage training, compliance and field oversight activities.

  • Develop strategies to grow broker channel for both Med Advantage and Med Supp, and ability to successfully implement those strategies.

  • Develop key relationships with Business Partners, providers, and referral sources as it pertains to the Medicare Advantage product lines.

  • Plan and manage sales team activities to achieve enrollment goals for all Medicare lines of business, as well as FH membership objectives.

  • Measure, track, and report sales productivity in accordance with established goals. Identify and incorporate training and coaching opportunities for Sales staff to ensure productivity, quality, and effectiveness.

  • Develop strategies to develop long-term partnerships with new and potential Business partners in support of membership growth.

  • Monitor all relevant Medicare related resources and ensures timely dissemination of information legislative, regulatory or policy changes.

  • Track and ensure FH meets all required Medicare contractual deadlines

  • Manage and develop staff

  • Define roles and accountabilities for staff, within the group and in the context of the broader process/operation in support of cross-functional efforts.

  • Hire for, on board, and develop a successful team.

  • Define performance expectations and goals for staff.

  • Provide professional development opportunities for team.



  • Bachelor’s degree or equivalent work experience.


  • Health and Life Insurance license must be obtained and maintained as required by state law.

  • Valid Driver’s License and Clean Driving Record Required


  • 10+ years’ successful sales or marketing experience in the insurance or related field, preferably managed care and/or Medicaid.

  • Extensive understanding of goals, processes, procedures, jobs and dynamics of managed health care programs, particularly Medicare and Medicaid insurance products.

  • Computer skills: experience with Windows-based applications and computerized lead management systems.

  • Excellent written, verbal and presentation communication skills

  • Strong relationship building skills

Resources (systems, etc.) used in performing role:

  • Microsoft Office Suite

  • Multiple Sales Tools

Fallon Health Vaccination Requirements:

To protect the health and safety of our workforce, members and communities we serve, Fallon Health now requires all employees to disclose COVID-19 vaccination status. As of 2/1/2022, all roles not designated as “Remote” require full COVID-19 vaccination and Fallon Health will obtain the necessary information from candidates prior to employment to ensure compliance. Failure to meet the vaccination requirement may result in rescission of an employment offer or termination of employment.

Fallon Health provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

Location US-MA-Worcester

Posted Date 2 months ago (6/23/2022 11:37 AM)

Job ID 6919

# Positions 1

Category Medicare Medicaid Programs