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Manager, Market Outreach at InnovAge · US-VA-Cha…
Job Description
Manager, Market Outreach
Responsibilities
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.
Essential Functions and Responsibilities
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.
Travel Requirements
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.
Required Qualifications
- Bachelor’s 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 driver’s 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.
Preferred Qualifications
- Master of Business Administration or related master’s-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.
Benefits
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, you'll 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.
Posted Pay Range
Additional Information
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: https://info.flclearinghouse.com
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 @innovage.com.
At no point in our hiring process will InnovAge:
- Request payment from candidates for equipment, background checks, onboarding, training, or any other employment‑related 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 HRAnswers@innovage.com 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.
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