Job Description

Job Title: Manager, Medicare Brokerage Sales (Philadelphia/East)
Job ID: 778314
Status: Full-Time
Regular/Temporary: Regular
Hours: Daylight
Shift: Day Job
Facility: UPMC Health Plan
Department: Medicare & SNP Sales
Location: , Philadelphia PA

Description

Ensure that all broker sales activities achieve stated goals and are in compliance with UPMC and CMS policies. Work closely with the Broker Managers (BM) and external brokers to increase membership by reaching and exceeding sales targets. Monitor brokerage sales results on a daily basis for the purpose of analyzing programs, evaluate alternative strategies and devise new tactics that meet enrollment objectives. Ensure that the BMs conduct required audits; sales call evaluations and do not exceed the maximum disenrollment rate metric.


Function as liaison between the Director of Medicare Sales and Marketing (DMSM), the BM, B, and UPMC Commercial employer group sales executives. Interfaces with Enrollment Operations on issues related to appropriate documentation processing and security. In particular, increase broker driven membership through the success-ful development and implementation of sales strategies employed by BMs and instruct staff on brokerage practices, enforce UPMC policies and procedures, market guidelines, Pennsylvania Insurance Department laws governing licensed insurance sales practices and teach essential selling skills & product knowledge.

Responsibilities:

  • Analyze current incentive plans and propose recommendations that support and advance strategic sales plans.
  • Ascertain, develop and implement broker administration policies in accordance with CMS compliance.
  • Demonstrate leadership skills that effectively motivate BMs to drive individual sales through their teams of outside brokerage agents to achieve targeted goals.
  • Devise and implement department-based training for broker manager new hires and external broker agencies that includes updated compliance issues, revised guidelines and operational changes.
  • Hire, train, retain, terminate and the performance management of staff.
  • Increase enrollment penetration in critical regions according to proposed marketing plans.
  • Maintain records of enrollment results and monthly disenrollment outcomes.
  • Maintain the appropriate use of established resources coinciding with budget allocations to carry out planned initiatives that will ensure the attainment of growth targets.
  • Monitor and hold BMs and their assigned agents accountable for performing sales activities related to broker sales processes and operations that are consistent with CMS (Centers for Medicine & Medicaid Services) and UPMC Health Plan guidelines.
  • Possess excellent organizational and analytical skills in addition to the ability to multi-task within a team environment.
  • Provide brokerage staff with continuing education on product features, benefits, selling skills and competitor products.
  • Provide upper management with various reports, action plans and evaluations of agents' sales and activities showcasing precise performance results that effectively manage resources.
  • Respond effectively to the requests from the Broker Community concerning the need for resources to sell UPMC Medicare products to the retiree market.
  • Successfully sell to the senior market and possess the ability to establish and maintain credibility within the market place.
  • Work in conjunction with marketing operations to assure compliance specific to utilized materials in the market and the employment of support devices that explain the Medicare products being sold.

Qualifications

  • B.S. degree from an accredited college or university is desired or five (5) years of equivalent industry experience required.
  • Insurance background, excellent presentation, communication (written and oral) and computer skills (high proficiency in IKA, Onyx, FileNet, MC400 and Microsoft Office) required.
  • Understanding of Medicare individual/consumer market.
  • Ability to work independently, effectively take direction from upper management, travel and prioritize multiple tasks is required.
  • Experience in Managed Care is greatly desired but not required.
  • Ties to community contacts/having community relations and experience highly preferred
  • Broker experience and/or broker management experience highly preferred
  • Understanding of Group health insurance and products is greatly preferred.
  • Ability to manage internal and external resources.
  • Ability to develop interdepartmental relationships.
  • Excellent organizational and analytical skills.
  • Desire to pursue upward progression within organization.

    Licensure, Certifications, and Clearances:
    UPMC is an equal opportunity employer. Minority/Females/Veterans/Individuals with Disabilities

Salary Range: $31.82 to $54.34 / hour

Union Position: No

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