Medicare Membership Growth Expert Consultant

Request Expert / Similar Expert

Click “request expert” for a free initial screening call with this expert or a similar expert regarding your expert consulting needs

Summary

Healthcare executive with extensive experience in strategic sales, business development, marketing, channel development, and cross-selling strategies. Deep expertise in medical group and Medicare membership growth, training, branding, and retention in multicultural markets. Seeks collaborative opportunities to build long-term value and strong relationships with line of business partners, market stakeholders, and members. Recognized for generating new business; developing undiscovered markets; building diverse, top performing teams; and obtaining funding for new programs.

Highlights

• Consistently exceeds business performance and growth targets. Skilled in building new
  go-to-market plans and growth pipelines, with a clear vision for the future.
• Champions diverse talent development for optimal customer engagement and new business generation. Builds robust team structures and territory mapping for high-success market opportunities.
• Extensive knowledge in market landscape, Medicare Advantage, dual specialty plan
  design, and California Coordinated Care Initiative (CCI) and program transition opportunities.
• Leverages data to open locked doors in diverse, challenging markets with untapped
  demographic growth opportunities. Builds unique methods to introduce new product offerings for start-up markets.

Relevant Accomplishments

• Oversees all aspects of the sales performance optimization plan, including sales staff training, manager performance consulting, building the broker support training program, marketing leads management, effective sales process implementation, new staff onboarding planning, and AEP sales acceleration strategy. Additionally, this expert establishes cross-functional operations process on retention, marketing, care management, provider network partnership and sales.
• Led development of high-growth market consolidating Wellcare, Health Net, and Easy Choice sales teams in California market. Promoted from Vice President, California Medicare Sales within two months of joining the organization. Directed annual benefit design based on market intelligence and competitive insight. Reported to West Region President and California Medicare Officer and provided leadership to three Directors with
  professional staff of 27 Sales Managers, Sales Executives, Broker Support Specialists, and Sales Assistants who consistently delivered highest sales among six national regions.
• Reintroduced broker Field Marketing Organization (FMO) contracting after five-year hiatus. Rebuilt trust and restructured the team to maximize growth and propel 2022 California market membership ranking from sixth to fourth.
• Elevated Wellcare brand and broker relations with a growth focus featuring digital publications for effective communications and engagement. Developed novel broker events, roadshows, Five-Star events, and Top Producer Awards.
• Developed captive program for the region that drove incremental 15% annual enrollment period (AEP) membership increase and attracted more than 60 captive agents for 2022 AEP readiness in less than five months.
• Led Hawaii market and achieved 180% of annual target, averaging up to 300% of monthly goal, generating an additional $27M in annual revenue.
• Partnered with corporate marketing team to develop year-round marketing strategy for local targets. Provided media direction, budget, and digital messaging strategies to drive best cost per lead (CPL) performance.
• Developed cross-selling opportunities from current Medicare and Medicaid members, Individual T65, and Prescription Drug Plan (PDP) members to increase monthly new members by 12%.
• Leveraged sunsetting of Cal MediConnect and Medicare Look-Alike plan to strategically position dual opportunity products, broker training, and engagement for AEP growth in 2023 and beyond.
• Joined as Executive Director and promoted in seven months to Vice President. Led Medicare plan growth opportunities, partnering with Medicare plan Presidents and Sales leaders to develop sales strategies across LOBs, including Medicare, Commercial, PDP, and Corporate Innovation Team. Strategic consultant on marketing programs in demographically diverse markets. Reported to the West and East Region Presidents and provided strategic leadership to three Directors with a professional staff of 40, including Business Development Managers, Senior Analytic Manager, Project Managers and Member Experience Specialists.
• Built the West Region business development team from the ground up, scaling to more than 40 professionals in less than three years. Led enrollments in multicultural demographics and activated 357% YOY Medicare AEP increase in 2019.
• Planned and launched six Anthem Neighborhood Stores in four states that provided cross-selling opportunities and fostered collaboration among Medicare, Medicaid, and Commercial teams.
•  Aligned sales strategy with medical group data analysis that showed strong growth and revenue potential.
• Developed business plan and marketing initiatives to track and gain membership.
•  Created models and developed plans to identify newly eligible members within medical groups; tracked group growth and attrition; and drove up new conversions for additional monthly revenue of $29M and 29,000 new members annually.
• Developed retention strategy and implemented programs to support onboarding and new member experience journey. Improved member satisfaction and increased sales by 30%.
• Reported to the Regional Vice President, Medicare Sales, and provided leadership to four Sales Managers, supporting a team of six Medicare Advisors, two Sales Assistants, and 70 contract exclusive Agents.
• Delivered consistent YOY growth averaging 20% and routinely earned monthly top Sales Director among all 50 states.
•  Developed close agency relationships and implemented strategic recruiting and talent development to expand agent footprint for organic growth. Increased number of high producers by 30% and application per agent by 230%.
• Created “Name the Salary” captive agent development plan that became a cornerstone of new sales and agency retention.
• Directed 12-member task force dedicated to developing multicultural branding, Asian sales and marketing collateral, member acquisition, and retention. Reported to the President, West Region, and provided leadership to three Managers, four Medicare Advisors, and five Member Service Specialists.
•  Achieved 20% of total Southern California market sales from eligible Asian population and generated region-high 98% retention. Drove new Asian enrollments from 3% to 22% of total enrollments over the three-year period.

Roles

• Executive Director, Asian Initiative
• Sales Director, Medicare Solutions
• Staff VP, Business Development, Medicare, West & East Region
• Vice President, Wellcare Medicare Sales, West Coast Region
• Medicare Sales, Operations and Growth Consultant

Request Expert / Similar Expert

Click “request expert” for a free initial screening call with this expert or a similar expert regarding your expert consulting needs