Vice President of Sales

Director/VP Sales and Marketing -Medicare Advantage Plans

The Director/VP sales and Marketing provides leadership for the marketing and sales organization of the CommuniCare Medicare Advantage plans, CommuniCare ADVANTAGE to achieve membership and topline revenue targets. This position is located in Cincinnati Ohio.

Job duties & responsibilities

Develop the strategic marketing plan to support the membership targets established by the CommuniCare Family of Companies leadership for its Institutional Special Needs Plan (I-SNP) and Chronic Condition Special Needs Plan (C-SNP) Medicare Advantage products including:

• Collaboration with the VP of Marketing for CFC regarding the campaigns, methods and collaterals to be used in the sales process to ensure a seamless branding with other CFC products and services
• Developing recommendations regarding proposed, advertising campaigns including media buys, collateral development, messaging, and other features.
• Providing competitive intelligence regarding I-SNP and C-SNP product attributes in the target markets in Indiana, Ohio and Maryland.
• Providing C-SNP specific approaches including community-based marketing strategies to leverage existing resources and relationships of the CommuniCare Family of Companies (CFC) to extent allowed through the Centers for Medicare and Medicaid (CMS) marketing guidelines.
• Developing successful sales strategies to optimize sales environments in which face to face engagement may be limited.
• Providing I-SNP specific approaches building on the prior experience of CFC nursing facilities and leveraging the CFC integrated delivery system to the extent allowed under CMS marketing guidelines.
• Developing purchase or use agreements among the CFC companies to obtain beneficiary data available to entities within CFC to creating mailing and outreach lists within the limits established by CMS, HIPAA, and other regulatory agencies.
• Developing compliant procedures, documentation and workflows in collaboration with applicable CFC entities and CommuniCare Advantage or CFC vendors to optimize CFC relationships in the sales process.
• Developing an annual marketing and sales calendar for the CommuniCare Advantage Special Needs Plans, and/or other products as applicable, to aid in strategy development and resource planning across the CFC enterprise
• Developing, reviewing and refining draft Evidences of Coverage, Enrollment Forms and/or other member collaterals required for submittal to CMS for approval for use during the open enrollment period and throughout the applicable contract year.
• Ensuring that annual submittals to CMS are completed timely, accurately, and with the full support of the CFC leadership.
• Supporting the annual MOC and application development, PBP and bid submittal and other CMS required processes during the year.
• Developing a customer relationship management approach leveraging existing infrastructure and tools or through identification and engagement of additional tools in collaboration and with the approval of the VP of Business Integration and Solutions, to track outreach attempts, “no thank you,” “do not contact,” and other requests to maintain a highly ethical and compliant sales organization.

Develop staffing and training strategy necessary to implement and successfully execute the marketing plan and meet or exceed the membership targets including:

• Development of staffing levels and staff qualifications and deployment
• Developing compensation schedule recommendations including base salary and commission or bonus structure for various levels of staff.
• Development and execute a recruitment strategy to ensure that qualified, licensed and professional sales force is on boarded across the three target markets no later than September 1, 2020 or earlier as may be required for training or to meet emerging CMS requirements..
• Developing training materials that both comply with the CMS requirements and the business needs of the Company to address compliance, cultural competency, Models of Care, and specific product details and company culture.
• Collaborate with the Compliance Officer to establish training, audit and response procedures related to marketing-related activities and grievances.

Qualifications & Experience requirements

• Bachelor’s degree in marketing, sales, education, business or social services or applicable experience and education in lieu of a Bachelor’s degree.
• Five years marketing and sales leadership across multiple states or regions in Medicare Advantage products.
• Stellar compliance record.
• History of achieving or exceeding membership targets.
• Proven ability for creativity and flexibility in marketing strategy and implementation.

Knowledge/Skills/Abilities

• Strong knowledge of industry standards and guidelines.
• Outstanding written and verbal communication abilities
• Familiarity with a variety of computer applications/software
• Detail-oriented, well-organized, strong decision-making and problem-solving skills
• Ability to foster strong relationships
• Ability to work within an integrated delivery system and a matrixed marketing organization