Manager, Market Outreach
Job Location:
Charlottesville, VA - USA
Yearly Salary:
Posted:
Application Deadline:
Vacancies:
Job Summary
The Market Outreach Manager is responsible for directly overseeing the B2B sales function for a multi-site single-state market.This role develops and executes localized outreach strategies lead channel plans account engagement tactics and performance management routines to drive qualified PACE leads and support market-level lead growth objectives. The Outreach Manager directly supervises Healthcare Sales Representatives and partners with the Regional Sales Director to align field outreach priorities with market strategy center capacity and organizational sales goals.
B2B Sales Strategy Planning and Reporting 30%
- Develop and implement annual quarterly and monthly B2B sales plans for the assigned single-state multi-site market including priority lead channels target accounts outreach initiatives and tactical activity plans.
- Execute strategic relationships and account management duties to support the market with advanced initiatives and coverage during teammate turnover and/or absence.
- Translate regional sales priorities into localized outreach strategies for centers/sites within the market ensuring Healthcare Sales Representatives have clear account focus activity expectations and lead growth targets.
- Partner with Center Directors Clinical Operations Enrollment and Market Leadership to ensure outreach strategies are aligned with participant capacity growth objectives and operational priorities.
- Monitor sales territories account coverage and lead source activity across sites to ensure appropriate market coverage and consistent execution of outreach plans.
- Use CRM and sales reporting tools to track lead source activity sales pipeline health outreach productivity and progress toward lead generation goals.
- Prepare and present weekly monthly and quarterly sales updates to the Regional Sales Director including KPI trends lead source performance market opportunities barriers and recommended action plans.
- Partner with cross-functional leaders to ensure B2B outreach activities are coordinated with center capacity market needs community relationships and organizational sales priorities.
Healthcare Sales Representative Management and Supervision 50%
- Directly supervise Healthcare Sales Representatives assigned to the market including day-to-day guidance coaching performance monitoring field ride-alongs and accountability for outreach activity and lead generation outcomes.
- Establish individual and market-level B2B sales goals lead source targets KPI expectations (Unqualified/Qualified leads conversion gross enrollments account opportunities activities lead days etc.) and activity standards in partnership with the Regional Sales Director and sales leadership.
- Lead routine sales huddles one-on-one performance reviews pipeline reviews and territory/account planning sessions with Healthcare Sales Representatives.
- Analyze lead source productivity outreach activity funnel movement competitive dynamics and market trends to identify opportunities for growth and performance improvement.
- Coach Healthcare Sales Representatives on lead partner engagement consultative sales approaches account development objection handling follow-up cadence and use of sales tools and CRM documentation.
- Support recruitment onboarding performance feedback and development planning for Healthcare Sales Representatives in alignment with company policies and the Regional Sales Director.
- Help maintain a positive accountable collaborative sales culture focused on ethical outreach high-quality lead partner relationships and consistent execution.
Sales Training Field Enablement and Best Practice Development 20%
- Implement sales training field coaching and platform adoption activities to strengthen B2B outreach execution across the market.
- Develop and share localized lead generation best practices account engagement playbooks messaging approaches and market-specific outreach tactics for Healthcare Sales Representatives.
- Identify skill gaps and training needs based on field observation CRM activity conversion trends lead source feedback and KPI performance.
- Ensure Healthcare Sales Representatives maintain accurate and timely records of outreach lead source interactions follow-up actions and sales activities in the company CRM.
- Reinforce compliance with company standards sales process expectations and appropriate lead source engagement practices.
Regular travel to lead partner locations community meetings and company worksite/center locations within the assigned single-state market.
Overnight travel required based on market geography center footprint business needs and leadership direction.
- Bachelors degree in business marketing health care administration or a related field from an accredited college/university or equivalent combination of education and relevant experience as permitted by company policy.
- State-issued drivers license personal transportation good driving record and auto insurance as required by law.
- Demonstrated success in B2B sales lead source development account management or healthcare/community-based sales.
- Experience supervising coaching or leading sales professionals responsible for lead generation account development or field outreach activity.
- Experience using CRM database systems and sales tracking software such as Salesforce Microsoft Dynamics or similar tools.
- Ability to analyze sales activity lead source productivity KPI trends and market opportunities and translate insights into action plans.
- Strong verbal written presentation coaching negotiation and relationship-building skills.
- Ability to work cross-functionally manage competing priorities and deliver results under deadlines.
- Master of Business Administration or related masters-level degree.
- Experience in aging services long-term care services managed care PACE or other healthcare-related sales environments.
- Minimum three years of healthcare managed care senior services or community-based sales experience.
- Experience supporting sales teams across multiple sites within a single-state market.
InnovAge is dedicated to empowering seniors to live independently allowing them to age in their own homes and communities safely. InnovAge offers an alternative to nursing homes through its Program of All-inclusive Care for the Elderly (PACE) which provides enrolled seniors with customized healthcare and social support at PACE Adult Day Health Centers. These centers are staffed by medical professionals who are committed to creating personalized care plans for each participant. At InnovAge our team members are our greatest asset and have a significant impact on the lives of our participants every day. When you join InnovAge youll work alongside talented respectful and passionate colleagues within a patient-centered care model.
InnovAge is committed to equal opportunity and affirmative action and we strive to create a diverse and inclusive workplace. We consider all qualified candidates for employment without discrimination based on race color religion sex sexual orientation gender identity/expression national origin disability protected veteran status pregnancy or any other protected status. Salaries are determined by various factors such as qualifications experience and location and do not include potential bonuses or benefits. Our extensive benefits package includes medical/dental/vision insurance short and long-term disability life insurance and AD&D supplemental life insurance flexible spending accounts 401(k) savings paid time off and company-paid holidays.
Applicants are considered until the position is filled.
Compensation Disclaimer
The pay may vary depending on job related factors such as work location experience knowledge skills education certifications training and internal equity. InnovAge offers a comprehensive benefits package which includes medical dental vision 401(k) plan with company match short and long-term disability life insurance supplemental life insurance ADD flexible spending account paid time off and company paid holidays.
Attention Florida Applicants
This position requires a background screening through the Florida Care Provider Background Screening Clearinghouse.
For more information please visit the Clearinghouse Education and Awareness website:
Agency Disclaimer
InnovAge will not accept unsolicited resumes from search firms for this employment opportunity. Regardless of past practices all candidates/resumes submitted by search firms to InnovAge by any means without a valid written search agreement in place for that position will be deemed the property of InnovAge and no fee will be paid in the event such candidate is hired by InnovAge.
Fraud Disclaimer
InnovAge is committed to maintaining a safe transparent and respectful hiring process for all candidates.
Please be aware that all legitimate email communication regarding InnovAge job opportunities will come exclusively from an email address ending in @.
At no point in our hiring process will InnovAge:
- Request payment from candidates for equipment background checks onboarding training or any other employmentrelated purpose
- Ask for financial information (such as bank account details) before a formal offer and onboarding process is completed through our official systems
If you receive a message claiming to represent InnovAge that does not align with the above it may be fraudulent. We encourage you to exercise caution and refrain from engaging or sharing personal information.
If you believe you have been contacted by someone misrepresenting InnovAge please report the activity to or apply directly through our official career site to ensure the opportunity is legitimate.
Your trust matters to us and we appreciate your interest in joining InnovAge.
Required Experience:
Manager
