Fallon Health

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Senior Care Products Account Executive-Clinical Liaison-Growing Elder Service Plan !!

Senior Care Products Account Executive-Clinical Liaison-Growing Elder Service Plan !!

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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.


About Summit ElderCare:

Fallon Health operates the largest Program of All-Inclusive Care for the Elderly (PACE) in New England and the fifth largest in the country. Called Summit ElderCare, Fallon’s PACE helps provide older adults and their caregivers with a welcome alternative to nursing home care. Participants in Summit ElderCare have access to comprehensive medical services and social support at a Summit ElderCare site while they keep the independence of living in their own homes and communities.


This position requires that the  Senior Care Products Account Executive – Clinical Liaison achieve personal referral/sales/outreach goals for the Summit Elder Care program.


Manages a territory and group of referral source accounts consisting of but not limited to hospitals, physicians, acute care settings, rehabilitation settings, home health and VNA, providing regular follow up and overcoming barriers with each account to obtain quality referrals.



Relationship Building:


  • Creates productive and collaborative relationships with external medical/professional referral sources in order to obtain qualified referrals and enrollments for the Summit ElderCare program. Works with referral sources to obtain qualified referrals that are willing to meet with a Summit ElderCare nurse for the Summit ElderCare program (a “home visit request”).
  • May participates in community outreach activities, such as senior fairs, community events, and elder services professional association events.
  • Presents the Summit ElderCare program to various medical and professional groups. Develops and implements their own Territory Development Plan, and carries out activities to penetrate accounts listed on the plan.


Lead Generation:


  • Works collaboratively with SE enrollment team to discuss progress of referrals and ideas for resolving issues.
  • Provides in service orientations to new and existing Summit ElderCare program vendors on an annual basis.
  • Tours both professionals and prospects at the Summit ElderCare PACE sites.
  • Shows accountability and follows up with prospects until the lead is closed/withdrawn.


Tracking & Reporting:


  • Documents all sales activities in the department’s CRM application in a timely manner.
  • Meets weekly sales activity deliverables consistently, and tracks these in the CRM and their Outlook calendar.




Regularly reviews effectiveness of efforts against goals.  Provides market intelligence to the SE Outreach Manager and the    


  • Marketing director so that adjustments can be made to tactical plans.
  • Manages their own professional development by seeking advice, training, and coaching from their colleagues, manager, and the Outreach Manager.



Regulatory Guidelines:


  • Operates within the marketing and outreach guidelines and regulations provided by CMS and EOHHS..
  • Retains Scope of Appointment and other Enrollment Records.
  • When in doubt, asks questions pertaining to compliance or privacy regulations.


3 years of sales experience in healthcare or group insurance strongly preferred. Experience working with and/or in healthcare environments; familiarity with medical terminology and discharge practices/procedures

Must have proven experience working in a customer facing role focused on sales, lead generation in a high paced customer service or sales environment.

Knowledge of Medicare, Medicaid and insurance products is desirable.

Knowledge of customer service, sales, outreach and marketing principles and practices.

Possession of a valid Mass. driver’s license and a vehicle to be used for marketing activities and home visits



BS or BA degree and/or comparable experience