Mgr, Business Development Facilitated Enrollment (Westchester, NY - Rockland, NY)

$72,371 - $156,803/Yr

Molina Healthcare - Harrison, NJ

Full-time - Manager

Harrison, NJ

Insurance Carriers and Related Activities

About the position

The Manager, Business Development, Facilitated Enrollments, is responsible for overseeing daily operations and driving individual and team performance. This role involves leading a team of Facilitated Enrollers in designated regions, making data-informed decisions to enhance performance, allocate resources effectively, and generate leads. As a field-based leadership position, the Manager is accountable for meeting sales and enrollment targets while increasing market share. This includes leveraging product and market synergies to drive overall membership growth and retention. The Manager will also lead managed-care related business development activities, which may involve attending national, state, and local conferences, seminars, and meetings, as well as providing other business development support as needed. In this role, the Manager will manage and oversee a local field-based team of Facilitated Enrollers who orchestrate member events, potential customer events, and community-based goodwill initiatives to position Molina as the insurer of choice. The Manager will lead business development support projects from inception through completion, developing and executing effective business plans that reflect strategy, tactics, key relationships, and necessary resources for the respective region. This includes setting goals, recruitment, organizing sales/business development events, forming market partnerships, and engaging with the community. Regular sales-related training and coaching will be conducted to enhance the team's skills in increasing sales, overcoming objections, expanding markets, and selling the full portfolio of services. The Manager will build, maintain, deepen, and leverage both internal and external strategic relationships to create sales opportunities. Additionally, the role involves leading analyses and market research to inform business development activities, gathering intelligence, and monitoring activities in other markets. The Manager will also collaborate with the Marketing team to produce positive outcomes, notably in lead generation, member enrollment, and membership growth, while focusing on the professional development of the team and mentoring the Facilitated Enrollers. Compliance with state regulations and health plan policies and procedures is also a critical aspect of this role.

Responsibilities

• Manage and oversee a local field-based team of Facilitated Enrollers that orchestrate member events, potential customer events, and community-based goodwill and general awareness that make Molina the insurer of choice.
• Lead business development support projects from inception through completion.
• Develop and execute effective business plans to reflect strategy, tactics, key relationships, and commensurate resources for the respective region.
• Conduct regular sales-related training/coaching, focusing on increasing sales, overcoming objections, expanding markets, selling the full portfolio, presentations skills, prospecting, compliance and quality updates, etc.
• Build, maintain, deepen, and leverage internal and external strategic relationships that create sales opportunities.
• Lead analyses and market research utilized for business development activities.
• Gather research and intelligence, including monitoring activity in other markets.
• Create and execute effective resource sharing strategies, including lead routing, kiosk assignments, community meeting assignments, and participation in other Molina best practices.
• Collaborate with the Marketing team to produce positive outcomes, notably lead generation, member enrollment, and membership growth.
• Focus on professional development of the team and mentoring the Facilitated Enrollers.
• Develop and implement provider engagement strategies.
• Ensure compliance with state regulations as well as health plan policies and procedures.

Requirements

• Bachelor's Degree or equivalent work experience.
• Minimum 5-7 years sales or sales experience, including managing a team of sales and/or outreach staff with KPIs in a regulated environment.
• Minimum 5-7 years of business to business, business to consumer direct marketing, outside sales, or community outreach experience.
• Demonstrated proficiency in Microsoft Office; agility in the use of data management databases (i.e. SharePoint, PowerBi).
• Strong communication skills, including written, phone and video to manage and engage with corporate and external partners in a culturally competent manner.
• Strong relationship building skills and ability to engage customers and prospective members.
• Ability to manage and prioritize deliverables effectively.
• Effective in sourcing and use of market research information and market strategies.
• Prior experience in structured sales, service, or business development.
• Experience in a deadline-driven environment to meet or exceed sales promotion/marketing targets in a compliant manner within a heavily regulated marketplace.
• Understanding of Individual Exchange, Medicaid, and NY State of Health Marketplace.
• Able to travel statewide up to 80% of the time within assigned sales territories.

Nice-to-haves

• Graduate Degree or equivalent combination of education and experience.
• Understanding of the healthcare industry.
• Bilingual skills.
• Local market experience.
• Experience working with communities of all different ethnicities, cultural backgrounds, diverse populations, and/or underserved communities.
• Creative thinker with proven track record of innovative ideas working within structured (including matrixed organizations), high velocity environments.

Benefits

• Competitive benefits and compensation package.