Fallon Health

  • Retention Sales Specialist - Customer Support - Health Insurance Sales!

    Location US-MA-Worcester
    Posted Date 3 weeks ago(10/30/2018 3:16 PM)
    Job ID
    # Positions
  • Overview


    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 the only health plan in Massachusetts to have been awarded “Excellent” Accreditation by the National Committee for Quality Assurance for its HMO, Medicare Advantage and Medicaid products. For more information, visit www.fallonhealth.org.


    Position Overview:


    Ensure maximum individual and team sales productivity and effectiveness through telephone sales via both inbound and outbound call resolution. Provide company and product information, generate sales quotes, resolve non-complex service issues and close sales. Retain employer group accounts and increase enrollment in Fallon Health products through those accounts




    • Assist with annual premium rate renewal proposals in an accurate and timely fashion
    • Work closely with brokers and consultants.
    • Develop and maintain a close working relationship with key decision makers at each account. This includes, but not limited to, personnel decision makers, officers of the company, insurance brokers and consultants.
    • Collect information from employer groups and other sources for entry into FH systems.
    • Maintain an in-depth understanding of policies and procedures at FH that pertain to eligibility, financial and underwriting guidelines. Possess the ability to clearly express these guidelines to clients, brokers and consultants while actively participating in financial discussions.
    • Maintain a working knowledge of the local, regional and national health care landscape. Able to effectively explain how these market forces influence the rating methodologies at FH.
    • Provide management with detailed feedback and consistent updates as they pertain to the efforts to grow and retain business. Share competitive information and other details of a particular account with members of the Senior Leadership Team.
    • Field phone calls from brokers and employers regarding renewals, quotes, etc. Conduct outbound sales calls to follow up on leads, quotes and other sales opportunities.
    • Adhere to regulatory guidelines re: Medicare, HIPAA, and FH patient confidentiality.
    • Generate written correspondence and sales packets for prospects as requested.
    • Provide support to outside sales representatives as needed. Duties may include presentations, staffing health fairs and one on one visits.
    • Work closely with team members to solve customer problems. Offer solutions and suggestions for process and product improvement to management.
    • May participate in strategy discussions with management team.

    Ability to develop, implement and execute plans relative to account retention and membership growth




    Bachelor’s degree in a related field or equivalent experience




    Massachusetts Life & Health, or ability to obtain license within 3 months



    • 4 years’ experience in healthcare or group insurance
    • Strong customer service skills
    • Knowledge of phone equipment, Microsoft Office Suite, and call tracking and reporting
    • Strong sales skills including consultative skills and persuasiveness
    • Demonstrated consultative approach to sales



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