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Director, Small Group and Consumer Sales
Ref No.: 18-12041
Location: Rockville, Maryland
Director
Rockville, MD


Job description
Lead, coach & develop professional sales staff in new group sales in order to achieve membership & margin targets, continually improve performance & translate key initiatives into action. Conduct day to day Mgmt of sales team for assigned market segment. Achieve commercial new group membership enrollment forecast for assigned segment. Monitor daily performance & workflow of sales staff to deliver on expectations for quota achievement, sales pipeline development. Manage & enhance relationships w/brokers/consultants. Create new sales distribution channels & manage & enhance existing sales channels.

Essential Functions:
• Manages the efforts of direct & indirect reports,& collaborates w/provides guidance to, & influences employees, clients & matrix partners.
• Responsible for selecting, developing,& deploying staff in the most effective manner to meet assigned objectives.
• Responsible for performance Mgmt, compensation decisions, rewarding & recognizing employees,& providing on-going, regular performance feedback.
• Evaluates & provide substantial performance review input on all staff in the office.
• Effectively leverages KP's Mrg Coaching Program to support team development & sales excellence.
• Build on the use of competency based hiring practices & implement new sales executive training program.
• Formulates highly complex, effective plans consistent w/the business & competitive strategy of the organization &/or functional area. Such plans will include special broker incentives, product enhancement
& development,benefit design,pricing & sales strategies & process improvement. Identify & develop target prospects.
• Provides input, w/Reg'l & MSBD leaders,in the assessment,development & execution of business & market segment plans,including forecast & target setting activities.
• Anticipate business, marketplace & competitor dynamics & develop/implement strategies the ensure growth & mitigate adverse risks.
• Collaborates w/Business Line Leaders across the Enterprise to measure & lower acquisition costs through the implementation of best practices & shared srvs.
• Maintains relationships w/key local influencers, consultants, brokers, decision makers, & community groups that will further the local presence strategy for KP.
• Ensures a high level of srv is provided to new group customers & their consultants & brokers during the enrollment process to ensure smooth transitions to the account Mgmt team.
• Build external relationships w/key brokers & consultants to understand their perspectives & influence their buying decisions.
• Develop & manage new marketing distribution channels & enhance existing sales channels,e.g. brokers,direct,business coalitions,etc.
• Examines policy issues & strategic planning w/a long-term as well as short term perspective.
• Collaborates on the development & execution of all strategic & tactical plans to achieve growth potential & optimal business partnership in each account.
• Monitors & evaluates moderately complex plans; focuses on results & measuring attainment of outcomes.
• Develops & implements comprehensive sales plan to meet the overall business objectives for membership, revenue & margin.
• Accountable for ensuring budget for Dept/team stays allocated budget/costs targets.
• Assists in the development, population,& maintenance of program &/or region-wide relevant data & info, including competitive data, LOB financials,& ad hoc reporting.
• Responsible for funds Mgmt in order to grow or retain membership in books of business & member forecasting.
• Ensure & provide required documentation that account Mgmt activities & staff are operating as 100% compliant per state & internal regulatory guidelines.
Qualifications:
Basic Qualifications:
Experience
• Six (6) years of experience in field sales, marketing, business development, and/or managing business to business relationships of which three (3) years must have been spent in a direct management capacity.
• Four (4) 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 field sales, marketing, business development, and/or managing business to business relationships.
License, Certification, Registration
• N/A.

Additional Requirements:
• 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.
• Strong analytical ability, with ability to design, track, and work toward specific measurable performance targets for self and team.
• Demonstrated strategic thinking and planning skills.
• Demonstrated understanding of health care industry and local markets for managed health care products.
• Demonstrated proficiency to interpret and communicate laws and regulations related to health care.
• Demonstrated understanding of competitor's strengths, weaknesses and strategies.
• Appropriate Maryland, Virginia and DC Life and Health Insurance licenses within 90 days of hire date.

Preferred Qualifications:
• MHA, MPH, or MBA.
• Proficiency in financial/underwriting concepts and a demonstrated ability to apply these concepts.