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Director, Sales & Account Management, CA Small Group Commercial

Company: KAISER
Location: Burbank
Posted on: August 29, 2018

Job Description:

Director of Sales & Account Management supporting CA Small Group Commercial - location can be Oakland, CAor Burbank, CA

Lead, coach and develop professional sales and account management team in order to achieve membership and margin targets, continually improve performance and translate key initiatives into action. Provide leadership, strategic direction and oversight including the development and execution of retention, marketing and growth strategies. Responsible for retention and revenue goals while providing the highest levels of customer satisfaction. Achieve commercial new group membership enrollment forecast for assigned segment. Create new sales distribution channels and manage and enhance existing sales channels. This position also has responsibility for supporting the company's local presence and strategy by becoming involved with key organization, committees, and influences within the area of responsibility.

Essential Responsibilities:

  • Leads the team to execute established strategy.

  • Provides direction and hold staff accountable for book of business membership and margin targets.

  • Identifies resources needed for the team to achieve organizational performance goals.

  • Evaluates and provide substantial performance review input on all staff in the office.

  • Effectively leverages KP's coaching framework to support team development and sales excellence.

  • Leads the ongoing effort to educate, inform and influence operations leadership about the marketplace.

  • Examines policy issues and strategic planning with a long-term as well as short term perspective.

  • Work closely with/drive cross-functional teams/initiatives across organization supporting unique business segment(s) strategic needs to insure business needs addressed and operational efficiency/effectiveness.

  • Establishes and maintains relationships with key local influencers, consultants, brokers, decision makers, and community groups that will further the local presence strategy for KP.

  • Manage success of new, complex distribution channels including Brokers, Navigators, Assistors as well as Direct Sales channels to achieve membership, margin and market-share targets.

  • Provides input, with regional and MSBD leaders, in the assessment, development and execution of business and market segment plans, including forecast and target setting activities.

  • Anticipates key business, marketplace and competitor dynamics and develop/implement strategies that ensure growth and mitigate adverse risks.

  • Ensures a high level of service is provided to new group customers and their consultants and brokers during the enrollment process to ensure smooth transitions to the account management team.

  • Develop and manage new marketing distribution channels and enhance existing sales channels, e.g. brokers, direct, business coalitions, etc..

  • Supports the optimization and collaboration in the development and execution of all strategic and tactical plans to achieve growth potential and optimal business partnership in each account.

  • Develops and implements comprehensive sales plan to meet the overall business objectives for membership, revenue and margin.

  • Ensure a high level of service is provided to group customers and their brokers, agents and advisors.

  • Continuously improve tools, technology, and processes to optimize effectiveness. If Occupational Health (CA):

  • Ensures a high level of service is provided to new customers during the implementation process to ensure smooth transitions to the account management team.

    Basic Qualifications:

    Experience

  • Minimum eight (8) years of experience in sales, marketing, business development, and/or account management of which five (5) years must have been spent in a direct management capacity.

  • Minimum six (6) years of the above experience in the healthcare or insurance industry or sales related industry.

  • Education

  • Bachelor's degree in marketing, finance, business administration OR four (4) years of experience in sales, marketing, business development, and/or account management.

  • License, Certification, Registration

  • N/A

    Additional Requirements:

  • Demonstrated track record of successful recruitment, selection and development of sales/account management staff.

  • Experience using effective verbal and written communication skills.

  • Experience in strong interpersonal, public presentation, and persuasion skills.

  • Possesses negotiation, consulting skills with facility to interact and influence senior leaders.

  • Possesses complex problem solving skills, a high degree of business acumen and ability to influence change across all functional areas of the organization.

  • Advanced proficiency and understanding of the health care industry and market dynamics and trends for all health care products.

  • Demonstrated proficiency to interpret and communicate laws and regulations related to health care.

  • Demonstrated understanding of medical management operations and strategies in health care facilities and field.

  • Demonstrated understanding of competitor's strengths, weaknesses and strategies.

  • Demonstrated ability to keep current with changes, proposed or threatened, of Federal and State laws, regulations, contracts and rulings related to health care.

  • Demonstrated experience to effectively work cross-functionally across the organization and externally with members, State policy makers and regulators, key community agencies/influencersemployers/brokers.

  • Demonstrated experience in proactively driving policy and responding to developments, new requirements and new legislation imposed by agencies.

  • High level of proficiency to plan effectively in an uncertain and volatile environment; to develop strong relationships both internally and externally to effect changes needed.

  • Demonstrated expertise in handling difficult client issues related to health plan services, policies and procedures.

  • CA Accident and Health Insurance license required within 90 days of hire date.



  • Preferred Qualifications:

    Small Group experience preferred

    Strategic channel partnership experience preferred

    Ability to work effectively in a matrix organization

    Proficiency in financial/underwriting concepts and a demonstrated ability to apply these concepts.

    MHA, MPH, or MBA.

    Keywords: KAISER, Burbank , Director, Sales & Account Management, CA Small Group Commercial, Sales , Burbank, California

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