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Fallon Health Sales Director or Manager - Growing Government Program All-Inclusive Elder Care (PACE) - Great Role! in Worcester, Massachusetts


About Summit ElderCare:

Fallon Health operates one of the largest Programs of All-Inclusive Care for the Elderly (PACE) \in the country. Called Summit ElderCare, Fallon’s PACE program helps older adults and their caregivers to avoid or delay nursing home care Participants in Summit ElderCare are cared for by a team of professionals and have access to social support and a wide array of medical services in one convenient location while they keep the independence of living in their own homes and communities.

The Opportunity:

Fallon Health's Summit ElderCare/PACE program is poised for strong growth for years to come as older adults eligible for PACE grows exponentially. This is a fantastic opportunity for a strong sales leader with expertise and passion for this area of Health Care. This is a highly visible role as you will have a profound impact in not only growing Summit ElderCare but also helping Fallon Health overall achieve it's membership and revenue goals.

Position Overview:

Manages Summit Eldercare’s coordinated care and coverage programs’ outreach team to achieve enrollment and membership growth goals. Leads by example, develops plans of action and provides ongoing individual coaching. Effectively implements the programs’ marketing plans. Also generates interest among referral sources for both programs.


  • Ensures that the Summit ElderCare (SE) outreach team generates sufficient referrals to achieve SE membership goals.

  • Provides updates to the territory outreach plan in collaboration with the VP, to ensure the plan is in keeping with the overall business strategy.

  • With the VP, works to understand productivity reports and implements tactics to ensure both programs achieve their goals.

  • Conducts in-field coaching with staff to build motivation and selling skills.

  • Ensures that all outreach and enrollment staff meets, or exceed activity goals for prospecting calls, appointments, presentations, and membership.

  • Works with the VP to identify areas of improvement in productivity and processes.

  • Conducts outreach and educational activities within the service area to ensure that referral sources understand the eligibility requirements and the distinctive model of care and method of care delivery for each program.

  • Participates in community outreach events, and elder services professional association events with the outreach staff.

  • Ensures that the outreach team maintains a consistent Summit outreach contact plan and documents such in the CRM.

  • Prepares outreach reports, calendars, monthly referral and enrollment/disenrollment reports, correspondence and other statistic as requested.

  • Regularly reviews effectiveness of efforts against goals. Works with the Director to adjust the outreach tactical plan and ensures that the outreach effort is productive and in compliance with regulatory requirements.


  • Experience managing and mentoring a sales team to do their very best

  • Previous experience with a PACE or Geriatric Services program would be great but we still would love to hear from you if you have Government program sales or community relationship sales expertises.

  • Sales leadership and experience in Assisted Living, Skilled Nursing Facility or Long-term Care could be a possibility

  • Strong exposure and expertise in housing for elders is highly desired

  • Great expertise with community based outreach and marketing principles and practices.

  • Experience working with Medicare, Medicaid and/or Elder Services is desirable


Location US-MA-Worcester

Posted Date 1 month ago (3/5/2021 9:48 AM)

Job ID 6260

# Positions 1

Category Sales