Company: Highmark Wholecare, Pittsburgh, PA
Company Description: Highmark Wholecare (formerly Gateway Health) was established in 1992 as an alternative to the Pennsylvania Department of Public Welfare's Medical Assistance Program. For over 25 years, our members have benefited from services such as: Disease management, health and wellness programs, and preventative care. We are a top-ranked managed care organization that serves over 320,000 in Pennsylvania.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Government Sales Team of the Year
 Nomination Title: Welcome to Highmark Wholecare - Providing Whole Person Health Care Since 1992
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2020 of the nominated team, OR written answers to the questions? (Choose one):
Written answers to the questions
- Outline the team's achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 250 words used.
Our Field Sales channel was able to finish at 181% to target. That is a huge achievement that has not been done in three years. We are proud to say that we were able to attend 1,921 community events in 2022, those numbers doubled from 2021 to 2022. We are proud to say that our field sales channel, that was understaffed, was still able to bring in over 200 self-generated enrollments, which is more than we’ve done in the last 3 years. We also launched a new field sales initiative that includes conducting private and public seminars, United Concordia Dental tours, and partnerships with County housing authorities.
We’ve increased production and activity from July 1, 2020, throughout 2022. We launched statewide partnerships that gave us an opportunity to give back to the community. Those included: Disability Pride PA events, United Concordia Dental tour where we provided free dental care to anyone, Community Action Association of Pennsylvania conference, Inglis Housing Conference, and Pennsylvania Housing Finance agency. This is a significant achievement in the industry because it is heavily saturated with competition within the state. We were able to maintain are status of being the number one special needs plan provider in the state, we were also trending in the red for enrollments year over year until 2022. Our team was able to bring in more enrollments than the last three years! It was through dedicated hard work, community presence, and the want to HELP individuals who need it the most!
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 18 words used.
PPT attached.
https://triblive.com/local/penn-hills/highmark-wholecare-wellness-event-in-penn-hills-focused-on-dental-care/
https://www.bizjournals.com/pittsburgh/news/2022/07/27/highmark-wholecare-medicaid-market.html
https://www.prnewswire.com/news-releases/highmark-wholecare-welcomes-more-than-70-000-new-members-301719075.html
https://highmarkwholecare.com/
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Briefly describe the nominated team: its history and past performance (up to 200 words):
Total 200 words used.
We would like to nominate our Sales & Sales Operations team for the Government Sales Team of the Year award. This team's main purpose is to promote and sell Highmark Wholecare’s Medicare Advantage/D-SNP (Dual Special Needs) products, as a supplemental insurance option, to Medicare recipients. We ensure qualified prospective members are aware of our plans and we assure that applications are in compliance with CMS regulations, along with company policies and procedures. Our three main Sales channels include Inside Sales, Field Sales, and Broker Relations. We also have a separate Sales Support unit within our team to assist in our sales-based activities. Our insurance plans are for beneficiaries who are currently enrolled in the federal program Medicare, but whom also qualify for various levels of state assistance through the Medical Assistance Program. We serve the underprivileged, disadvantaged, and low-income individuals within the community. Our Inside Sales channel consists of 8 agents, 1 Team Lead, 1 Supervisor, and 1 Director. Our Field Sales channel consists of 8 agents, 2 Supervisors, and 1 Director. Our Broker Relations/Sales Support channel consists of 7 Coordinators/Analysts, 1 Manager, and 1 Director. Lastly, we have 1 Sales Vice President leading the entire Government Sales Team operation.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the team's past performance (up to 250 words):
Total 234 words used.
We go beyond health care. That means caring for the whole person - physically, mentally and financially. Regardless of whether that individual qualifies for both Medicare and Medicaid or just Medicaid, we’re all about connecting them with the right resources to become a healthier, more complete person. We see a future in which everyone has equal opportunity to achieve their best health. We take an all-encompassing approach to wellness - meaning everyone gets access to health care that doesn't just end at the doctor's office door.
We are confident that this philosophy is the driving reason as to why Highmark Wholecare is currently #1 in market share (19.8%) within the Medicare D-SNP industry in the state of Pennsylvania. We provide coverage for 41,223 members, while UPMC cares for 38,920 members, Aetna with 28,599 members, United Health Care with 27,739 members, Cigna with 16,628 members, IBC with 16,114 members, Geisinger with 10,285 members, Centene with 9,762 members, Humana with 9,693 members, and Health Plan Partners with 9,357 members.
Our production soared from the previous year’s Annual Election Period. In 2021, we finished with 1,113 sales, while in 2022 we finished with 2,091 sales. But remember, at the end of the day, we don’t do it to achieve these strong numbers, we do it to change the lives of the people we serve!
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