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Fallon Health Sales Manager - Are You Ready To Spring Into A New Job Apply At Fallon Health! 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.

About NaviCare:

Fallon Health is a leader in providing senior care solutions such as NaviCare, a Medicare Advantage Special Needs Plan and Senior Care Options program. Navicare integrates care for adults age 65 and older who are dually eligible for both Medicare and MassHealth Standard. A personalized primary care team manages and coordinates the NaviCare member’s health care by working with each member, the member’s family and health care providers to ensure the best possible outcomes.

Position Summary:

Manages a team of NaviCare Outreach Coordinators to achieve enrollment goals. Leads by example, develops plans of action and provides ongoing individual coaching. Effectively implements the program’s outreach plans. As a working manager, also generates referrals and enrollments for NaviCare



  • Ensures that weekly and quarterly productivity and monthly enrollment reports are completed and sent to the Director.

  • Provides updates to the territory outreach plan in collaboration with the Director of Outreach, to ensure the plan is in keeping with the overall business strategy.

  • With the Director, works to understand productivity reports and implements tactics to ensure both NaviCare achieves its goals.

  • Builds agendas and leads weekly outreach meetings.

  • Works with other departments to manage projects and solve operational issues when assigned by the Director of Outreach.

  • Conducts in-field coaching with staff to build motivation and selling skills.

  • Ensures that all outreach and enrollment staff meets, or exceed activity goals for prospecting calls, appointments, presentations, and membership.

  • Works with the Director to identify and further develop areas of improvement in productivity and processes.

  • Is a role model for the staff in areas of personal character, commitment, organizational and selling skills, and consistent work habits.

  • Conducts outreach and educational activities within the service area to ensure that referral sources understand the eligibility requirements and the distinctive model of care and method of care delivery for each program.

  • Participates in provider orientation meetings, in collaboration with Fallon Health provider relations.

  • Individually, generates referrals for NaviCare from provider referral groups.

  • Ensures that the NC outreach and enrollment teams generate sufficient NC referrals and enrollments to meet the membership goals.

  • Ensures that the outreach team maintains a consistent NC outreach contact plan for referral sources including an inbound/outbound telephone log, sales call reports for face-to-face visits.

  • Maintains referral tracking system containing appropriate information: contact files, mailing lists and prospect lists.

  • Prepares weekly outreach reports, calendars, monthly referral and enrollment/disenrollment reports, correspondence and other statistics.

  • Maintains records, files, logs and reports related to NC referrals; completes and maintains files for all NC enrollments and adheres to operational protocol.

  • Maintains records of NC membership applications and documentation related to scope of appointments.

  • Regularly reviews effectiveness of efforts against goals. Works with the Director to adjust the outreach tactical plan and ensures that the outreach effort is productive and in compliance with regulatory requirements.

  • Other duties as assigned.


  • Proven experience with marketing and sales management required.

  • Strong analytical skills to inform team of priorities.

  • Ability to work with computers and multiple software products.

  • Strong understanding of the elder health care market and its dynamics and requirements.

  • Proven leadership and ability to motivate outreach/sales teams to achieve results.

  • Pleasant and effective interpersonal skills.

  • Ability to manage and work effectively in a large complex organization and achieve business objectives.

  • Excellent verbal and written communications skills using the English language.

  • Excellent organizational and time management skills

  • Ability to establish and maintain effective relationships with community members, referral sources, and co-workers.

  • Ability to maintain accurate records and prepare clear, concise reports, correspondence, and other written materials.

  • Ability to respond to the changing dynamics of the market place.


Education, Licenses, certification and experience requirements:

Education: B.A. or B.S. degree required.

License: Massachusetts Driver’s License


Experience : Previous sales management experience including consistent and documented prior experience in marketing health care and/or geriatric services and/or sales preferred or successful marketing and sales experience.

Knowledge of sales management, sales, outreach and marketing principles and practices.

  • 3-5 years of Management experience.

  • Written and verbal English Language proficiency and a working knowledge of a second language, preferably Spanish, are desirable.

  • Previous experience working with Medicare, Medicaid and elder services highly preferred.

  • Previous experience with generating sales referrals and management of a sales or outreach team.

  • Experience in geriatric services or health care preferred.

Job ID 5545

# Positions 1

Category Care Coordination