Community Relations Manager

Arcadian Job Duties and Responsibilities

Community Relations Manager

June 1, 2006

 

Primary Job: This job is a multifaceted Sales and Marketing position with an emphasis on community relationships, outreach to low income Medicare beneficiaries for the purpose of creating interest and generating leads/referrals for Arcadian Health Plans ? specifically the Special Needs Plan.  A person with past sales, relationship marketing or training experience AND who possesses an understanding or experience working within the Community Aging Services Network may find this position to be a perfect opportunity.

 

The primary role of this position is to generate referrals/leads/sales for the Arcadian Special Needs Plan through community based channels who provide services to low income older adults. 

 

This objective is accomplished by:

 Increasing the product visibility and reinforcing the brand identity within targeted community channels Creating mutually beneficial relationships with key leaders and gatekeepers within the targeted community channels. Consciously, create and harvest a Referral Network within the targeted channels who provide services to Dual Eligibles Creating product education opportunities that leverages trusted relationships within the community and results in the collection of qualified leads which have a high probability of being converted to an enrollment into the Arcadian SNP. Supporting local SNP retention initiatives by coordinating member health plan education forums which results in increased member satisfaction and member referrals.

 

 

Specific Job Duties:Create, Assess and Target productive Channels & Key Relationships who provide services to low income older adults within the community ? Aging Services Agencies, Senior Low Income Housing, Faith Based Organizations, Ethno-Specific Agencies/Organizations. Create and Maintain Account/Customer Relationship Management Documentation to be used in planning and providing monthly productivity updates to the Sales Director. Together with the Sales Director, determine Productivity Goals and Milestones for each account on a quarterly basis. Together with the Sales Director, Assess and Determine what Channel Initiatives Arcadian is able to lend it?s support in the spirit of creating a mutually beneficial, win/win relationship ? quarterly. Nurture key relationships for the purpose of increasing the awareness, support and referrals of the Arcadian SNP Plans Provide product education and product collateral to key constituents within the targeted channel who interact directly with low income older adults. Create opportunities to outreach and educate the low income older adults clients who are serviced within the targeted channel. Coordinate with Marketing any special mailings or promotion required to drive attendance of a product education opportunity. Create Monthly/Quarterly Lead Generating Activity Calendars that forecast estimated attendance and qualified leads per event. Collect, Enter and insure timely distribution of Qualified Leads to the most appropriate sales channel ? Inside Sales, Field Sales or Individual Brokers/Agents. Coordinate appropriate staffing for education and community outreach opportunities between Field Sales, Trusted Individual Brokers/Agents and Member Ambassadors. Maintain an inventory of sales collateral and other promotional items necessary to support education and community events. Together with the Sales Director, identify, assess and prioritize Local PR and Advertising Opportunities that leverages Arcadians community support and can be coordinated through the local PR firm and or Arcadian Advertising Agency. At least quarterly, proactively collect and document referrals for the SNP Plan from the referral network of community contacts and members who have attended local health plan member education meetings.

 

Local Ambassador Program & Member Education MeetingsResponsible for the recruitment, management and the coordination of training for the member ambassadors who can provide support at community events, group sales meetings and member education meetings. Under the direction of the Sales Director, responsible for the coordination of local SNP Member Education Meetings ? including the outreach efforts, meeting logistics, health plan materials, speakers and attendance records.

 

Requirements:Must be licensed or willing to obtain a state license necessary to educate and sell Medicare Health Plans. A college degree is preferred but will consider candidates with relevant experience within the aging services community or Medicare Sales and Marketing. Must have excellent relationship and account management skills. Must have excellent project management and documentation skills. Must maintain a working knowledge of Medicare and Medicaid health care coverage & coordination of benefits. Must have excellent computer skills, especially Word, Excel and Power Point Must have prior experience in hiring, managing and coordination of others. Must have excellent group presentation skills In certain markets, must be bilingual in Spanish (Texas and Arizona) other markets bilingual capabilities may be preferred but not required. Prefer a candidate with Medicare health plan sales or marketing background, but not a requirement.

 

 

This position is based in the local markets and may work from a home office or the local sales office ? contingent on space availability.

 

Travel will be limited and concentrated within the local plan service area.  All other travel must be approved prior to the proposed trip by the local Sales Director. 

 

Travel requirement = 5%

 

Reports to:  Sales Director

 

Customer Interface = Market ED?s, AHP Executive Team, Field Sales Representatives, Brokers and Member Ambassadors.



 



Community Relations Manager ? Model, Role & Measurement

Both

30 min

EXAMPLE FOR REFERENCE ONLY - Community Based Sales Representative

 

This position is being placed in recognition of the need to reach prospects who do not typically respond to traditional direct response marketing tactics.  This audience is more likely to be reached through trusted community based channels that provide services to this segment of the population.

 

This position is designed to support a sales system that is driven on the front end of a regional Community Relations Manager who reinforce the brand identity through community support, maintain relationships and inform channel leadership, and negotiates lead generating opportunities within the channel for sales to execute and maintain.

 

Primary difference between the community based Sales Representative and the other sales representative is that this position is responsible for enrolling members from a lead pool that is 100% self generated leads.