Business Development Representative Job Listing at InnovAge in Denver, CO (Job ID 13-0046-Marketing/Sales)
Under the direction and supervision of the Business Development Director, the Business Development Representative is responsible for all sales activities from lead generation through close in the assigned territories including reaching membership and census goals. The Business Development Representative works in tandem with the Marketing Department for the achievement of customer satisfaction, enrollment generation, and Corporate Strategic Goals.
Essential Functions and Work Duties
The following essential functions of this position are performed personally, in cooperation with your supervisor, and/or in coordination with other staff. Additional work functions and duties may be assigned.
BUSINESS DEVELOPMENT (Approximately 100% of Time)
•Promotes the Marketing Plan for InnovAge and achieves census goals and targets.
•Is accountable for developing and executing the sales strategy of assigned territory or business line which could include the Program of All-inclusive Care for the Elderly (PACE) program, home care services, Adult Day Program (JADP), Care Management services, or any other related line of business.
•Creates and conducts effective proposal presentations.
•Participates and contributes to the development of educational programs offered to clients, prospects and company employees.
•Develops and maintains regular contact with referral sources and documents communication in regards to; type of contact, follow-through, and results for the assigned territory and business line being worked.
•Develops, manages and maintains a database of qualified leads through referrals, telephone canvassing, face to face meetings, cold calling, direct mail, email and networking. Prospects new leads based on research.
•Creates strong relationships with referral sources in order to effectively educate others regarding services offered by InnovAge and its affiliates using technical selling skills and product knowledge.
•Identifies the customer/referral need, matches the need to the value of InnovAge services offered and then asks for the referral and/or sale based on strong listening skills and the ability to empathize with the customer.
•Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales and follow up.
•Reports on goal attainment and performance on a weekly basis.
•Demonstrates a commitment to the quality improvement process and the philosophy of continuous improvement; identifies and responds actively and with sensitivity to the needs of all concerned; participates as a team player in all phases of the organization; and is open and responsive to change.
•Communicates and interacts with co-workers and all others in a pleasant and professional manner at all times.
•Maintains strict confidentiality of personnel data, proprietary information, and sensitive materials as required.
•Maximizes cost efficiency and productivity in the use of all resources of the department and organization.
•Attends all required department events, staff meetings, and any other job-related functions. Attends and successfully completes all mandatory trainings.
•Does not communicate with any news media or volunteer business information to other agencies. Directs public relations issues to the appropriate person.
•Does not enter into any contract without approval which commits the organization to any obligation, or which transfers company assets to any outside interests, or which involve expenditures of a capital nature.
•Performs within position and personal limitations and provides information to employees, co-workers, business contacts, and others only as able and appropriate for position.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and Experience
•Bachelor's degree in human services, business, marketing or a related field from an accredited college/university and minimum of three years of proven successful sales and marketing. Two years of recent experience as it relates to seniors, the healthcare field, health care management, managed care or nonprofits; or equivalent combination of education and experience.
•Experience and skilled in using CRM database systems.
•Requires state issued driver's license, personal transportation, good driving record and auto insurance as required by law.
•Must be computer proficient and possess experience with Microsoft Word, Excel, and Outlook.
•Must be able to quickly learn specific software and new applications.
•Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.
•Able to analyze data and statistics and draw reasonable conclusions and compile accurate reports.
•Ability to read, analyze and interpret regulations and other documents.
•Strong interpersonal skills and ability to effectively and tactfully present information to, and communicate with, co-workers, employees, and others.
•Possess exceptional English written and verbal communication skills, including accurate grammar and business correspondence knowledge.
•Ability to read and write memos, reports, and correspondence that conform to prescribed style and format.
•Ability to define problems, collect data, establish facts, and draw valid conclusions.
Other Skills and Abilities:
•Able to establish and maintain cooperative and positive working relationships.
•Organized, detail-oriented, courteous, proactive, self motivated, dependable, and customer service driven.
•Even-tempered and able to balance multiple tasks in accordance with changing deadlines and priorities in a fast-paced environment.
•Ability to work sensitively and effectively with individuals of diverse ethnic and cultural backgrounds.
General Job Performance Requirements
Meets/exceeds established performance goals. Additional performance requirements may be communicated.
•Alignment with Company Goals Objectives – Supports the organization's mission, vision, and values and holding self accountable for applying these principles daily and personally living them when working with co workers, participants, clients, and all other business contacts.
•Adherence to Company Policy – Follows and enforces guidelines as established by policies. Conforms to company and job standards and requirements. Shows respect for others. Acts in the best interests of the company at all times. Serves as an example for others. Conducts business in an ethical fashion.
•Job Knowledge – Demonstrates a thorough understanding of his/her job processes and procedures. Integrates knowledge to efficiently accomplish job requirements. Efficiently uses resources (including staff and management) to obtain additional knowledge.
•Cooperativeness – Consistently supports management decisions as demonstrated by his/her actions. Demonstrates a 'can do' attitude by responding positively to instructions. Follows instructions and works harmoniously with others to complete the job or task.
•Commitment – Commits to his/her job and to the success of the company. Continuously puts forth the effort to achieve goals and continuous quality improvement. Degree to which employee goes the extra step to ensure job/task completion. Takes initiative to offer ideas to improve processes or results.
•Customer Service – Embraces the organization's commitment to internal and external customer service and demonstrates a customer-centric approach when interacting with co-workers, participants, clients, and all other business contacts.
•Safety – Maintains a safe work place. Reports all unsafe work conditions to supervisor and/or Safety Loss Control Manager and works in conjunction with supervisor, Safety Loss Control Manager, and staff to correct unsafe work conditions. Follows and enforces all safety policies.
•Quantity of Work / Productivity – Produces at a high volume. Always puts forth the effort to maximize productivity. Meets or exceeds established work deadlines. Engages in a productive work effort whenever possible. Meets goals and objectives.
•Quality of Work – Produces work that is accurate and reliable. Accomplishes work quickly and efficiently. Works in a thorough and organized manner while minimizing down time. Results are consistently within acceptable quality standards.
•Reliability – Completes responsibilities with minimal direct supervision. Follows through with assigned jobs and tasks all the way through completion. Puts forth the effort to achieve goals and objectives under varying circumstances.
•Attendance – Meets or exceeds punctuality and attendance expectations/requirements. Faithfully reports to work and conforms to scheduled work hours. When necessitated, follows call-in procedures and informs others of absences.
•Communication – Exhibits good interpersonal skills. Develops and fosters professional relationships with co-workers, participants, clients, and vendors. Keeps others informed as directed by operational demands and need-to-know. Keeps self informed of announcement made via established company venues.
•Confidentiality – Maintains confidentiality of employee, participant, and client data/information, and any other sensitive organization information as appropriate.
Physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
•Employee frequently is required to sit. Employee is frequently required to stand; walk; use hands to finger, handle, or feel objects, tools, or controls; reach with hands and arms; and occasionally stoop, kneel, or crouch.
•Requires manual and finger dexterity and eye-hand coordination.
•Requires the ability to use department equipment, such as telephones, personal computers, adding machines, copiers, fax machines, etc. Position requires frequent use of computer and phone.
•Requires the ability to lift/carry up to 30 pounds using appropriate body mechanics.
•Requires intermittent driving throughout the day, between various locations for various reasons.
Visual, Hearing and Communication Requirements
•Requires corrected vision, including close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.
•Requires hearing to normal range and must be able to communicate effectively verbally and in writing with co-workers, vendors, clients, and others for work-related purposes.
Work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
•May require working under stressful conditions.
•May experience pressure to meet scheduled timelines.
•The employee normally works indoors in a typical, temperature-controlled office environment.
•Noise level in the work environment is usually moderate.
•There may be distractions such as phone calls, work interruptions, and communication from co-workers.
•May be subjected to adverse driving conditions including wet, icy, slushy and snow-packed roads.
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