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Fallon Health Senior Care Services Account Executive 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.

Brief Summary of Purpose:

This position requires that the Outreach Account Executive achieves personal referral/sales/outreach goals for the Summit Elder Care program.Manages a territory and group of referral source accounts, providing regular follow up and overcoming barriers with each account to obtain referrals.


Job Responsibilities:

  • Relationship Building

  • Creates productive and collaborative relationships with internal and external referral sources in order to obtain qualified referrals and enrollments for the Summit ElderCare program. Works with referral sources to obtain qualified referrals that are willing to meet with a Summit ElderCare nurse for the Summit ElderCare program (a “home visit request”).

  • Participates in community outreach activities, such as senior fairs, community events, and elder services professional association events.

  • Presents the Summit ElderCare program to groups who are likely prospects, caregivers, and community referral sources.

  • Develops and implements their own Territory Development Plan and carries out activities to penetrate accounts listed on the plan.

  • Lead Generation

  • Works collaboratively with SE enrollment team to discuss progress of referrals and ideas for resolving issues.

  • Provides in service orientations to new and existing Summit ElderCare program vendors.

  • Tours both professionals and prospects at the Summit ElderCare PACE sites.

  • Shows accountability and follows up with prospects until the lead is closed/withdrawn.

  • Achieves monthly referral and home visit request goals for Summit ElderCare program.

  • Secure Applications

  • Generates sufficient Summit ElderCare enrollment referrals to meet monthly enrollment goals.

  • Explains the SE program clearly and consistently to prospects and their families to ensure that prospects enroll with a solid understanding of the program and will remain members. Meets with SE prospects in their homes.

  • Tracking & Reporting

  • Documents all sales activities in the department’s CRM application in a timely manner.

  • Meets weekly sales activity deliverables consistently, and tracks these in the CRM and their Outlook calendar.

  • Assessment

  • Regularly reviews effectiveness of efforts against goals. Provides market intelligence to the SE Manager and the Outreach/Enrollment Director so that adjustments can be made to tactical plans.

  • Manages their own professional development by seeking advice, training, and coaching from their colleagues, manager, and the Director of Outreach.

  • Regulatory Guidelines

  • Operates within the marketing and outreach guidelines and regulations provided by CMS and EOHHS.

  • When in doubt, asks questions pertaining to compliance or privacy regulations.



BS or BA degree and/or comparable experience


  • 3 years of sales experience in healthcare or group insurance strongly preferred.

  • Must have proven experience working in a customer facing role focused on sales, lead generation in a high paced customer service or sales environment.

  • Knowledge of Medicare, Medicaid and insurance products is desirable.

  • Knowledge of customer service, sales, outreach and marketing principles and practices.

  • Possession of a valid Mass. driver’s license and reliable transportation to be used for marketing activities and home visits.


Valid Driver’s License and reliable transportation required.

About Fallon Health:

Fallon Health is a mission-driven not-for-profit health care services organization based in Worcester, Massachusetts. For 45 years we have been improving health and inspiring hope in the communities we serve. Committed to caring for those who need us most, we pride ourselves on providing equitable access to coordinated, integrated care for our members with a special focus on those who qualify for Medicare and Medicaid. We also serve as a provider of care through our Program of All-Inclusive Care for the Elderly (PACE). Dedicated to delivering high quality health care, we are continually rated among the nation’s top health plans for member experience and service and clinical quality.

Fallon Health provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Fallon Health Vaccination Requirements:

To protect the health and safety of our workforce, members and communities we serve, Fallon Health now requires all employees to disclose COVID-19 vaccination status. As of 2/1/2022 all roles not designated as “Remote” require full COVID-19 vaccination and Fallon Health will obtain the necessary information from candidates prior to employment to ensure compliance. Failure to meet the vaccination requirement may result in rescission of an employment offer or termination of employment.


Location US-MA-Worcester

Posted Date 1 month ago (2/14/2023 1:58 PM)

Job ID 7195

# Positions 1

Category Other