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Sales & Marketing

Communicating the Future of Care

Continually focused on advancement and improvement, our innovative sales and marketing professionals anticipate and respond to the ever-changing demands of our customers, members, regulators, and the marketplace.

Management, Sales and Account Management II, Small Group Sales

Location: Aurora, CO Additional Locations:
Job Number: 865644 Date posted: 02/11/2020
Description:

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 new 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:

  • Manages the efforts of direct and/or indirect reports, and collaborates with, provides guidance to and influences employees, clients and matrix partners.
  • Responsible for identifying resource need and obtaining appropriate funding/approvals.
  • Responsible for selecting, developing, and deploying staff in the most effective manner to meet assigned objectives.
  • Responsible for performance management, compensation decisions, rewarding and recognizing employees, and providing on-going, regular performance feedback.
  • Evaluates and provide substantial performance review input on all staff in the office.
  • Effectively leverages KP's Manager Coaching Program to support team development and sales excellence.
  • Formulates complex, effective plans consistent with the business and competitive strategy of the organization and/or functional area. Such plans will include special broker incentives, product enhancement and development, benefit design, pricing and sales strategies and process improvement.
  • Determines objectives and sets priorities; anticipates potential threats or opportunities.
  • 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.
  • Anticipate business, marketplace and competitor dynamics and develop/implement strategies the ensure growth and mitigate adverse risks.
  • Collaborates with Business Line Leaders across the Enterprise to measure and lower acquisition costs through the implementation of best practices and shared services.
  • Ensures a high level of service is provided to new customers and their consultants and brokers during the enrollment process to ensure smooth transitions to the account management team.
  • Build external relationships with key brokers and consultants to understand their perspectives and influence their buying decisions.
  • Develop and manage new marketing distribution channels and enhance existing sales channels, e.g. brokers, direct, business coalitions, etc.
  • Examines policy issues and strategic planning with a long-term as well as short term perspective.
  • Collaborates on the development and execution of all strategic and tactical plans to achieve health plan growth potential and optimal business partnership in each account.
  • Monitors and evaluates plans; focuses on results and measuring attainment of outcomes.
  • In consultation with MSBD leaders, develops and implements comprehensive sales plan to meet the overall business objectives for membership, revenue and margin, along with health plan counterparts.
  • Accountable for ensuring budget for department/team stays allocated budget/costs targets.
  • Responsible for funds management in order to grow or retain membership in books of business and member forecasting. (Except Occupational Health)
  • Ensure a high level of service is provided to customers and their brokers, agents and advisors.
    If Occupational Health:

  • Build external relationships with key brokers and consultants, key Third Party Administrators, insurance carriers, and network developers to understand their perspectives and influence their buying decisions.

  • Basic Qualifications:

    Experience

  • Minimum four (4) years of experience in sales, marketing, business development, and/or account management of which two (2) years must have been spent in a direct management capacity.
  • Minimum two (2) years of the above experience in the healthcare or insurance industry or sales related industry.
    If Occupational Health:

  • Minimum two (2) years of the above in the workers' compensation 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.
    If Occupational Health:

  • Bachelor's degree in finance, business administration, hospital administration, risk management and insurance, nurising OR four (4) years of experience in workers' compensation claims and/or occupational health service sales.
    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.
  • If Occupational Health: Strong knowledge of workers' compensation industry and market dynamics and trends for all health care products.
    If Occupational Health: Ability to interpret and communicate laws and regulations related to worker's comp Labor Code, DWC Rules and Regulations and MPN (medical provider network).



    Preferred Qualifications:

  • Proficiency in financial/underwriting concepts and a demonstrated ability to apply these concepts.
  • ARM (Associate Risk Management), CCM (Certified Case Manager), CDMS (Certified Disability Mgt Services).
  • WELCOA (Wellness Council of America) Certification.

  • MHA, MPH, or MBA.
  • Primary Location: Colorado,Aurora,Waterpark II 2530 S. Parker Rd. Scheduled Weekly Hours: 40 Shift: Day Workdays: Mon, Tue, Wed, Thu, Fri, Sat, Sun Working Hours Start: Varies Working Hours End: Varies Job Schedule: Full-time Job Type: Standard Employee Status: Regular Employee Group/Union Affiliation: Salaried, Non-Union, Exempt Job Level: Manager with Direct Reports Job Category: Sales and Marketing Department: Small Group Sales & AM Travel: Yes, 5 % of the Time Kaiser Permanente is an equal opportunity employer committed to a diverse and inclusive workforce. Applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), age, sexual orientation, national origin, marital status, parental status, ancestry, disability, gender identity, veteran status, genetic information, other distinguishing characteristics of diversity and inclusion, or any other protected status.

    External hires must pass a background check/drug screen. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with federal and state laws, as well as applicable local ordinances, including but not limited to the San Francisco and Los Angeles Fair Chance Ordinances.

    About Sales & Marketing

    Careers In Sales & Marketing

    Apply your sales, account management, marketing, and product development skills as a member of our high-performing team. Kaiser Permanente's unique stance as an insurance provider and care delivery organization provides the key differentiation that rests at the core of our offering. This, coupled with an unwavering commitment to health advocacy and total health, drives our marketing and sales strategies — and it's what will set your career apart from the rest.

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