Strategic Accounts Representative

Responsibilities

Under the direction and supervision of the assigned Strategic Accounts Manager, the Strategic Accounts Representative supports the execution of InnovAge’s Medicare broker, agency, and field marketing organization (FMO) partnership strategy across assigned markets. This role helps recruit, onboard, activate, and support broker partners that generate qualified PACE referrals and enrollments, while ensuring broker activity is documented, coordinated with local market teams, and aligned with compliant marketing and enrollment practices.

The successful candidate is a highly organized, relationship-oriented field and channel support professional who can coordinate broker training, center tours, events, referral follow-up, CRM documentation, and day-to-day partner communications. The role is designed to help translate InnovAge’s broker strategy into disciplined market execution by supporting broker education, activation, engagement cadence, and referral pull-through.

Essential Functions and Work Responsibilities

Broker & FMO Channel Support – 70%

• Support the Strategic Accounts Manager in identifying, recruiting, onboarding, and activating Medicare-focused brokers, broker agencies, FMOs, and other distribution partners capable of generating qualified PACE referrals. 
• Assist with broker outreach, follow-up, and relationship touchpoints across assigned markets, including calls, emails, texts, in-person meetings, trainings, center tours, lunch-and-learns, webinars, and community or FMO-sponsored events. 
• Coordinate and support broker education on PACE eligibility, referral process expectations, participant value propositions, enrollment milestones, and compliant marketing and enrollment practices. 
• Support new contracted brokers through early activation activities, including orientation, referral process education, initial case questions, objection handling, and coordination with InnovAge enrollment and outreach teams. 
• Assist with market activation campaigns in partnership with Marketing, Sales leadership, and local market teams, including broker-focused communications, event logistics, co-branded materials, and follow-up campaigns. 
• Help maintain active engagement with key broker, agency, and FMO partners by supporting agreed-upon communication cadences, training invitations, event attendance, and field-level relationship management. 
• Serve as a responsive point of contact for broker inquiries related to materials, participant referral status, PACE education, center tours, and escalation routing, while escalating strategic or executive-level FMO opportunities to the Strategic Accounts Manager. 

Market Coordination & Channel Operations – 30%

• Partner with Regional Sales Directors, Inside Sales and Outreach Specialists, Enrollment Representatives, Participant Navigators, Center Directors, Social Workers, and other local stakeholders to support broker-driven referral execution and handoffs. 
• Maintain accurate and timely CRM and broker portal documentation of broker contacts, activities, training attendance, referrals, pipeline status, partner engagement, and assigned follow-up actions. 
• Assist with broker referral tracking, referral quality feedback loops, enrollment milestone visibility, and weekly activity reporting for the Strategic Accounts Manager and local market stakeholders. 
• Support broker portfolio management by helping maintain broker lists, segmentation data, activation status, engagement cadence, and follow-up plans for high-potential or under-activated broker partners. 
• Identify operational barriers impacting broker satisfaction, referral conversion, or enrollment progress and coordinate issues internally for timely resolution. 
• Assist with market and territory planning, including broker event calendars, center tour coordination, travel logistics, meeting preparation, materials requests, and post-event follow-up. 

TRAVEL REQUIREMENTS

Travel to and from InnovAge work site locations and broker / FMO events within assigned region. Daily and extended travel may be required depending on business needs, potentially up to 50%. 

REQUIRED

• 1+ years of experience in channel sales, broker distribution, strategic partnerships, business development, account management, healthcare sales support, or related field. 
• 2+ years of experience in Medicare Advantage, managed care, health plan distribution, healthcare sales, senior services, long-term care, or related healthcare markets. 
• Strong relationship management, follow-up, organization, and written/verbal communication skills. 
• Demonstrated ability to coordinate trainings, meetings, events, partner communications, and cross-functional follow-up in a field or market-facing role. 
• Working knowledge of, or ability to quickly learn, CMS and state laws and sub-regulatory guidance related to compliant marketing and enrollment practices. 
• Experience utilizing CRM platforms, broker portals, sales activity tracking, or sales analytics tools. 
• Bachelor’s degree from an accredited college/university or equivalent work experience in lieu of degree. 
• State-issued driver’s license, personal transportation, good driving record, and auto insurance as required by law. 

PREFERRED

• Experience working with Medicare Advantage brokers, broker agencies, FMOs, health plans, delegated sales organizations, or community-based referral partners. 
• Knowledge of PACE, Medicare, Medicaid, dual-eligible populations, long-term care, aging services, or complex-care models. 
• Experience supporting broker trainings, lunch-and-learns, center tours, webinars, community events, or field marketing activations. 
• Bachelor of Business Administration or other advanced degree. 
• Experience with Microsoft Dynamics 365 and/or Salesforce. Bilingual skills preferred in target markets where helpful to participant and broker engagement. 

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 ApplicantsThis 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.