Director, Broker Sales

Why Choose Jefferson Health Plans? We are an award-winning, not-for-profit health maintenance organization offering Medicaid, Medicare, and Children’s Health Insurance Program (CHIP) plans that include special benefits to improve the health and wellness of our members. We are committed to creating a community where everyone belongs, acknowledges, and celebrates diversity and has opportunities to grow to their fullest potential. While this job currently provides a flexible remote option, due to in-office meetings, training as required, or other business needs, our employees are to be residents of PA or the nearby states of DE or NJ. Perks of JHP and why you will love it here: •    Competitive Compensation Packages, including 401(k) Savings Plan with Company Match and Profit Sharing •    Flextime and Work-at-Home Options•    Benefits & Wellness Program including generous Time Off •    Impact on the communities we service We are seeking a talented and enthusiastic Director of Broker Sales to join our team!   This role is the face of Jefferson Health Plans (JHP) at the broker level ensuring that the broker channel including Field Marketing Organizations (FMOs), General Agencies (GAs), sub-agents and independent agents hit targets and are always compliant.  Under the direction of the Vice President of Sales, the Director of Broker Sales role is to identify, recruit, train, monitor, motivate and nurture brokers and broker agencies relationships.   The supervised brokers’ role is to prospect and educate using approved presentation materials and ultimately enroll eligible Medicare and other beneficiaries into JHP Medicare Advantage Plans (MAPDs) and Individual and Family Plans (IFPs) at beneficiaries’ homes, events, street fairs, festivals, seminar settings and telephonically.   The Director of Broker Sales assists with the development and execution of both short-term and long-term sales strategies for the health plan.  The Director of Broker Sales will collaborate with the marketing department to develop and implement communication and training and marketing approaches that positively impact sales and marketing activities.  The Director of Broker Sales collaborates with the community engagement department to develop and implement effective and productive sales and marketing activities opportunities for the brokers.  This role is primarily a field-level role, working in the market to monitor all broker groups sales activities, lead generation and campaigns, events, community outreach, community center marketing, and consumer sales appointments.     As the Director of Broker Sales, your daily duties may include:  Implement comprehensive, integrated sales and marketing plans to meet the overall business objectives for the Broker sales channel and membership retention.  These plans will include advertising, direct mail, and broker sales strategies and processes.  Present and/or train individual brokers and FMOs to present the MAPDs and/or IFPs and ensure that MAPDs/IFPs are presented providing full disclosure, and in compliance with corporate policies and procedures. Ensure compliance with all applicable federal and state regulations.
 Evaluate the selling and broker agencies and individual broker’s performance to ensure growth targets are met.
 Participate in the sales planning efforts to include analyses of competitive products and services.  Support activities, advertising strategies for market size and potential short- and long-term growth forecast, account management and sales processes and techniques.  In collaboration with other leaders, develops strategies for improving customer service, retention, creating growth opportunities and growth among current and future brokers.
 Recruit, develop, train, and motivate brokers.  Initiate and communicate a variety of personnel actions including contracting, onboarding and certification, performance reviews, contract terminations, commission reviews, resource allocation and continuous communication.
 Utilize corporate sales support as a resource to achieve maximum results. Supervise administrative functions of the brokers’ team including submission of enrollment forms, commission payouts, representative evaluations, training, and mentoring. Supervise all sales activities related to distribution of resources, annual certification, production reports, commission payouts, and mentoring of Brokers. Utilize territory model philosophy to recruit and deploy brokers to maximize team marketing efforts in attaining new enrollments. Maintain a disenrollment rate that is deemed acceptable and in sync with the company’s forecast. Manage broker channel to achieve and exceed acceptable level of enrollments utilizing sources other than supported by corporate. Check all enrollment paperwork and submissions for accuracy when applicable. Provide guidance to brokers based on JHP’s best practice to improve performance and effectiveness. Participate in the development and execution of a regional broker strategy for assigned markets, including expansion areas. Manage reporting tools including the development of new reports to monitor broker production and retention efforts. Organize and deliver regional broker meetings, open house programs, continuing education seminars, and other programs offered to brokers in the region. Meet with appointed brokers to review production and strengthen broker’s relationship. Serve as brokers’ advocate and as liaison to all internal functions. Coordinate and conduct training programs for brokers. Interact with internal sales and service teams to create successful marketing campaigns. Design communication strategies and works with the marketing department to deliver effective communication to the broker community. Track and measures various program effectiveness.  Assist with designing and measuring broker performance. Strict adherence to the CMS and Jefferson Health Plans’ Marketing MIPPA regulations. Accountable for meeting and surpassing the broker sales channel monthly (and annual) established goals for the JHP MAPD and IFP lines of business under his/her supervision. Perform other duties as required to meet and surpass production targets. Qualifications    Bachelor's Degree in a related field preferred or 10 years Medicare and/or IFP experience required. Minimum of 8-10 years of general sales management/oversight both captives or brokers experience required. Prior experience in Medicare and/or IFP health plan sales or related area preferred. Experience with broker commission structures and payout.    Skills, We Value:    Understanding of CMS Medicare sales and marketing guidelines.   Strong analytical and sales management skills required. Excellent communication skills, both written and verbal. Valid driver's license, working vehicle and proof of insurance. Able to travel throughout the JHP service areas. The ability to obtain and maintain a current Accident and Health Insurance Sales State License for all applicable states. The ability to pass annual CMS Medicare Certification. Knowledge of health care industry dynamics and trends.