Territory Manager

GEHA (Government Employees Health Association, Inc., pronounced G.E.H.A.) is a nonprofit member association that provides medical and dental benefits to more than two million federal employees and retirees, military retirees and their families. We celebrate diversity and are committed to creating an inclusive environment for all employees.

GEHA has one mission: To empower federal workers to be healthy and well.

Offering one of the largest medical and dental benefit provider networks available to federal employees in the United States, GEHA empowers health and wellness by meeting its members where they are, when they need care. We serve our members with products they value and a personalized customer experience, sustained by a nimble and efficient organization. 

Directs and performs all activities related to the recruitment of Dental care providers, Dental Service Organizations, and dental groups into the Connection Dental Network. Applies a complete knowledge of all the organization’s products, services and policies to negotiate and manage contracts and financial reimbursement rates with Dental Providers. Utilizes critical thinking skills to perform thorough analysis and development of recruitment and retention efforts. Makes recommendations to the Network Management team to coordinate, develop, monitor and manage dental provider recruitments, negotiations, training, and other special projects with minimal supervision by the Network Development Supervisor. Acts as a mentor for associate-level Territory/Regional Managers in a one-on-one setting.SKILLS

Key Duties

• Must be self-motivated, able to work remotely, independently and accept responsibility to achieve goals.

• Works with some guidance from network leadership to recruit individual and group providers to participate in the Connection Dental Network, managing key aspects of the Recruitment process including fee schedule negotiations, and the impact to GEHA access to care and savings standards.

• Identifies, researches and recruits Essential Community Providers to comply with Federal guidelines to meet access to care requirements set forth by the Affordable Care Act.  Reports monthly progress of recruitment efforts.

• Utilize the Salesforce CRM to identify, track, report, and update all recruitment efforts. Identifies and reports on forecasting of territories using the Salesforce Reporting function. Optimizes Salesforce environment to maximize success of recruitment efforts.

• Conducts recruitment efforts on potential dental providers through site visits, telephone solicitation, and mailing of solicitation packages through targeted campaigns to recruit and grow the dental network.

• Facilitate retention of existing providers by negotiation of fee schedule reimbursement rates.  Completes analysis of demographic information, current market condition, and savings to present alternative provider reimbursement options.

• Produces and tracks daily, weekly, and monthly reports on recruitment efforts.

• Provides information and prepares reports for purposes of forecasting recruitment and negotiations. Provides suggestions to improve recruitment efforts.

• Serves as a liaison between GEHA, Client Relations, dental providers and operational areas.

• Makes presentations to dental offices and Dental Service Organizations (DSOs), both participating and non-participating dentists.

• Provides creative input on marketing ideas and strategy for Connection Dental Network.

• Identifies and reports to leadership team on market challenges in the recruitment of additional providers, and assists in creation of processes to overcome those challenges.

• May work assigned ad hoc projects as needed.

Requirements: Education & Experience

• Requires a Bachelor Degree in Business, Healthcare, Marketing, Communication, or other related field, additional years of qualifying work experience may be considered in lieu of formal education.

• Requires two years of experience in business-to-business sales or provider recruitment which includes negotiating agreements or contracts.

• Requires traveling to assigned territory somewhat frequently based on business need or according to recruitment strategy.  

• Must be capable of making decisions with little guidance from network leadership.

• Must have excellent oral and written communication skills.

• Ability to develop and facilitate network growth and maintenance strategies within assigned territory.

Preferred:

• Dental Provider Recruitment experience.

Work-at-home requirements

• Must have the ability to provide a non-cellular High Speed Internet Service such as Fiber, DSL, or cable Modems for a home office.
• A minimum standard speed for optimal performance of 30x5 (30mpbs download x 5mpbs upload) is required.
• Latency (ping) response time lower than 80 ms
• Hotspots, satellite and wireless internet service is NOT allowed for this role.
• A dedicated space lacking ongoing interruptions to protect member PHI / HIPAA information

How we value you

• Competitive pay/salary ranges
• Incentive plan
• Health/Vision/Dental benefits effective day one
• 401(k) retirement plan:  company match – dollar for dollar up to 4% employee contribution (pretax or Roth options) plus a 6% annual company contribution   
• Robust employee well-being program
• Paid Time Off
• Personal Community Enrichment Time
• Company-provided Basic Life and AD&D
• Company-provided Short-Term & Long-Term Disability
• Tuition Assistance Program

Please note that the salary information is a general guideline only.  GEHA considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s work experience, education/training, key skills, internal peer equity, as well as, market and business considerations when extending an offer.

The annual base salary range for this position is $56,606 - $79,794 USD.

GEHA is an Equal Opportunity Employer, which means we will not discriminate against any individual based on sex, race, color, national origin, disability, religion, age, military status, genetic information, veteran status, pregnancy, marital status, gender identity, and sexual orientation, as well as all other characteristics and qualities protected by federal, state, or local law. GEHA will not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their compensation or the compensation of another employee or applicant. We are committed to creating an inclusive environment for all employees. Our diversity drives innovation deepens connections and strengthens our organization.

GEHA is headquartered in Lee's Summit, Missouri, in the Kansas City area. We recognize the importance of balance and flexibility and offer hybrid and work-from-home options for many of our roles.