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Strategic Healthcare Accounts Manager
Lakeshore Talent is in search of a Strategic Accounts Manager to join a growing healthcare organization in a fully remote role. This position will be responsible for developing, managing, and growing relationships with Medicare Advantage brokers, agencies, field marketing organizations (FMOs), and other distribution partners.
The Strategic Accounts Manager will focus heavily on building and expanding broker and FMO channels that generate qualified referrals and enrollment opportunities. This is an excellent opportunity for a strategic, entrepreneurial relationship builder who enjoys creating partnerships, developing new channels, analyzing performance, and building scalable programs from the ground up.
The ideal candidate will bring a strong background in Medicare Advantage, healthcare sales, channel development, broker distribution, or strategic partnerships, along with a proven track record of growing indirect sales channels.
Compensation & Details
- Location: Remote
- Schedule: Monday–Friday, 8:00 AM–5:00 PM
- Base Salary: $103,300–$125,000
- Target Commission Opportunity: Approximately $42,000 annually
- On-Target Earnings (OTE): $145,300–$167,000
- Sign-On Bonus: $5,000
- Travel: Travel to organizational work sites within the assigned region as needed; daily and extended travel may be required.
- Commission: Uncapped earning potential
What We're Looking For
The ideal candidate will have a builder mentality and be comfortable creating and expanding a broker/FMO channel rather than simply managing established relationships.
We're looking for someone who is:
- Commercial and analytical – Understands the numbers behind partnerships, including broker activation, referrals, conversion, enrollment, production, and ROI.
- Strong in strategic relationship management – Comfortable building credibility with FMO leaders, agency owners, broker principals, and senior executives.
- Executive-level in their communication – Polished, confident, and able to independently represent the organization with sophisticated external partners.
- Influential without authority – Able to collaborate across Sales, Enrollment, Marketing, and Operations to solve problems and improve conversion.
- Adaptable – Brings PACE and/or strong Medicare Advantage and channel expertise and can quickly understand how PACE fits into the broader Medicare ecosystem.
- Entrepreneurial – Comfortable creating the playbook, testing new strategies, identifying what works, and scaling successful programs.
Key Responsibilities
Broker & FMO Channel Development – 70%
- Develop and execute broker and FMO partnership strategies across Colorado markets, including Denver, Loveland, and Pueblo.
- Identify, recruit, onboard, and activate Medicare-focused brokers, broker agencies, FMOs, and other distribution partners capable of generating qualified referrals.
- Develop and maintain executive-level relationships with broker principals, sales leaders, and key producers.
- Create broker segmentation and prioritization strategies to maximize referral production and channel growth.
- Design and implement mutually beneficial partnership programs, incentive structures, education initiatives, and growth plans.
- Conduct broker training, continuing education, and sales enablement programs to improve understanding of CMS and state marketing and enrollment requirements, eligibility, enrollment processes, and program value propositions.
- Collaborate with Marketing and Sales leadership to develop broker-focused communications, materials, campaigns, and market activation plans.
- Monitor partner performance and develop targeted action plans to improve referral volume, quality, and conversion rates.
- Serve as a subject matter expert on broker channel strategy, market dynamics, and competitive intelligence.
- Maintain accurate CRM documentation of broker relationships, activities, pipeline opportunities, and performance metrics.
- Provide regular reporting on broker recruitment, activation, referral activity, enrollment production, and channel ROI.
Market Coordination & Channel Optimization – 30%
- Partner closely with Regional Sales Directors, Inside Sales and Outreach Specialists, Enrollment Representatives, Participant Navigators, Center Directors, and Social Workers to ensure effective execution of broker-driven referral strategies.
- Establish clear referral ownership, communication protocols, and handoff processes between brokers and local enrollment teams.
- Identify operational barriers impacting broker satisfaction, referral conversion, or enrollment outcomes and drive resolution with internal stakeholders.
- Communicate broker initiatives, market intelligence, policy updates, and channel opportunities throughout the organization.
- Support the development of standardized broker engagement, compliance, and governance processes across multiple markets.
- Travel to organizational work sites within the assigned region as needed. Daily and extended travel may be required based on business needs.
Qualifications
Required:
- 5+ years of experience in channel sales, broker distribution, strategic partnerships, business development, or account management.
- 3+ years of experience in Medicare Advantage, managed care, health plan distribution, healthcare sales, or related healthcare markets.
- Knowledge of CMS and state laws and sub-regulatory guidance related to compliant marketing and enrollment practices.
- Demonstrated success developing and growing broker, agency, FMO, or other indirect sales channels.
- Strong relationship management and executive-level communication skills.
- Proven ability to analyze performance data and develop growth strategies.
- Experience utilizing CRM platforms and sales analytics tools.
- Bachelor's degree from an accredited college/university or equivalent work experience in lieu of a degree.
- Valid state-issued driver's license, reliable personal transportation, good driving record, and auto insurance as required by law.
Preferred:
- Experience working directly with Medicare Advantage brokers, FMOs, health plans, or delegated sales organizations.
- Knowledge of PACE, Medicare, Medicaid, long-term care, or aging services.
- Master of Business Administration or other advanced degree.
- Experience with Microsoft Dynamics 365 and/or Salesforce.