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Director, Commercial Sales & Strategic Growth
To be fully engaged in providing Quality / No Harm, Customer Experience, and Stewardship by leading the growth and retention initiatives for commercial sales and business development in all regions for Health First Health Plans. With overall responsibility for defined growth objectives of the Commercial line of business, the Director of Commercial Sales & Strategic Growth will represent the Health Plan internally and externally with market expertise, strategic planning and fiscal performance. The Director will lead a multi-layered distribution channel strategy to grow Commercial business via brokers, on-line enrollment and direct-to-consumer platforms. This leader will develop and execute a year-over-year product and tactical strategy that supports the integrated delivery network (IDN) and to meet the changing market demands of the employer-based marketplace. Business development initiatives will require specific growth strategies for TPA/ASO and consideration of alternative funding accounts across all regions.
Engagement (supervisor and above job descriptions only)
Direct the administration of all commercial sales, retention and service activities for all Health Plan regions.
Recruit, manage and develop Commercial sales, retention and supporting staff teams to support strategic growth metrics.
Integrate with community and IDN leaders to maximize exposure of Commercial products and Health Plan offerings including participation in relevant industry associations.
Responsible for creating, gaining approval for and executing an annual sales and retention plan to include staffing, tactics, resources and metrics.
Work with the Marketing & Communications Department in the development of data-driven strategies to promote Commercial sales and retention initiatives.
Work as a team member in the assessment, development, delivery and administration of new product offerings and/or joint ventures as required.
Quality / No Harm
Perform annual and ad hoc reporting on emerging trends and competitive analysis for all commercial markets with insightful recommendations for product competitiveness.
Attend and adhere to corporate and industry training, keeping abreast of industry and regulatory changes, and supporting team initiatives.
Work with Sales Integration Specialist(s) to facilitate and identify technology needs for the sales and retention teams that will help streamline flow of product and related profitability data.
Assist VP, Sales & Business Development to ensure compliance with all HFHP safety policies & provisions.
Participate in the development and approval of Policies and Procedures with 100% review annually.
Manage the sales process including establishment of performance measures and goals.
Assist the Vice President of Sales and Business Development with development and implementation of membership goals.
Supervise managers and staff by providing support, holding periodic staff meetings, conducting training, and keeping abreast of pertinent industry news.
Be responsible for tracking and complying with all regulatory and legislative actions pertaining to assigned products on an ongoing basis.
Coordinate and lead the Commercial Advisory Council meetings in an effort to gain and share market intelligence.
Establish and maintain key broker relationships resulting in free-flowing market intelligence that is made part of the Quarterly Market Intelligence Report.
Establishes and maintains effective, productive working relationships with key internal business partners including Finance/Underwriting, Operations, Government Programs and Corporate Marketing, for the purpose of meeting departmental performance objectives, financial targets and critical milestones.
Responsible for building community relationships and representing HFHP at events and sponsorships that will support membership retention and growth.
Assist with the education and training of employer groups and also brokers on process, strategies and product selection, etc.
Accountable to deliver budgeted new sales and retention results on an annual basis in accordance with corporate objectives and by segment (including small group, large group, TPA/ASO, alternative funding, etc).
Responsible for developing and maintaining policies and procedures for the Commercial department.
Works with underwriting to establish a process that supports sales team and broker efforts in the field, as well as resulting in competitive pricing for all products.
Responsible for the accuracy and efficiency of the renewal process
Directly involved in ongoing development of product strategy and competitive analysis in multiple markets.
Other duties as required.
• Four-year degree required from an accredited college / university
• Valid Florida license in health and life insurance
• Advanced health care reform, ACA knowledge / certification (preferred)
• 5-8 years of Commercial Sales experience, to include large group, small group, group MA, TPA/ASO, alternative funding, ancillary products, strategic / major account management (preferred)
• Extensive knowledge of competitive landscapes in Commercial products (Medicare & Individual products also preferred)
• Experience with new market development and market expansion with insurance products (preferred)
• Understanding the complexities of integrated delivery systems and how Health Plan integration impacts growth and profitability (or equivalent experience)
• Experience with developing and expanding insurance broker / agent relationships
• Excellent oral, written and presentation skills
• Retail product experience preferred
• Excellent problem-solving skills
• Exceptional people management and supervision skills
• Working knowledge of Microsoft Office and database applications
• Planning and organizational skills
• Strategic tactical development skills
• Experience with sales technology integration
Time: Full time
Category: Marketing/sales/product development
Updated: 10/23/2019 7:40:40 AM