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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.

Senior Director, Sales & Account Management, CA Small Group Commercial

Location: Burbank, CA Additional Locations:

501 Lennon Lane 501 Lennon Ln., 501 Lennon Ln., Walnut Creek,California, 94598
Job Number: 873889 Date posted: 03/26/2020

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 leadership, vision and direction to achieve new group membership enrollment and margin targets.

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

  • Creates and model a coaching culture that supports continuous growth and development at all levels.

  • Effectively leverages KP's Manager Coaching Program to support team development and sales excellence.

  • Develops, implements, and directs sales strategy that will achieve new business membership goals including collaborating with various internal and external partners to develop these strategies.

  • Provides overall direction and coordination of support resources for all Sales housed and working in their geographic area/line of business responsibility and in concert with all regions where appropriate.

  • Proposes and executes policies and programs to achieve maximum sales volume potential for Kaiser's products and/or services.

  • Manages 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 on product development, as it relates to market opportunities and overall strategy. Contributes to product positioning, pricing, distribution and marketing strategy of all existing and new services.

  • Coordinates KP external messaging to all channels through the development and implementation of plans that achieve sales objectives integrated across communications functions, and consistent with National and Local strategies.

  • Maintains direct market visibility with consultants, brokers, business community leaders and target prospects. Positions the organization by building external relationships with key customers and channels.

  • Gain KP-wide consensus on strategic direction for Exchanges under Health Care Reform and insure that implementation and launch of this transformational work is successful.

  • Leads 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.

  • Accountable for ensuring budget for department/team stays within allocated budget/costs targets.

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

  • Ensures that effective controls are developed and maintained to ensure the achievement of outcomes for the team.

  • Basic Qualifications:


  • Minimum ten (10) years of experience in sales, marketing, business development, and/or account management of which six (6) years must have been spent in a direct management capacity.

  • Minimum eight (8) years of the above experience in the healthcare or insurance industry or sales related industry.

  • If Occupational Health: Minimum eight (8) 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:

  • 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 effectively work cross-functionally across the organization and externally with members, State policy makers and regulators, key community agencies/influencers, employers/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.

  • Demonstrated experience in proactively responding to developments and new requirements imposed by Federal and State agencies.

  • If Occupational Health: In-depth 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).

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

  • If National Accounts or Stockton Telesales: All applicable state license(s) required within 90 days of hire date, as dictated by regional requirements.

  • If Medicare Sales Representative/Sales Managers/Enrollers: No license requirement.

  • If Occupational Health: No license requirements.

  • Preferred Qualifications:

  • MHA, MPH, or MBA.
    ARM (Associate Risk Management), CCM (Certified Case Manager), CDMS (Certified Disability Mgt Services).

  • WELCOA (Wellness Council of America) Certification.

  • Proficiency in financial/underwriting concepts and a demonstrated ability to apply these concepts.
  • Primary Location: California,Burbank,Marketing Sales Service and Admin 3100 Thornton Scheduled Weekly Hours: 40 Shift: Day Workdays: Mon, Tue, Wed, Thu, Fri Working Hours Start: 8:00 AM Working Hours End: 5:00 PM Job Schedule: Full-time Job Type: Standard Employee Status: Regular Employee Group/Union Affiliation: Salaried, Non-Union, Exempt Job Level: Director/Senior Director Job Category: Sales and Marketing Department: Small Group Commerical Travel: Yes, 50 % 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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