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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.

Business Development Executive

Location: Seattle, WA Additional Locations:
Job Number: 845793 Date posted: 12/17/2019
Description:

The Business Development Executive is accountable for identifying, attracting, and acquiring new business opportunities and opportunities to develop and/or sell additional products or services to targeted existing customers. Develop and execute strategic relationship development plans with potential customers and market influencers, promoting KP products and services. Work with executive and service area leadership in health plan, care delivery, and medical group to initiate and maintain strategic business relationships, educate and influence high-level business stakeholders and purchasing decision makers, and position the organization competitively. Attract and create a pipeline of targeted prospect opportunities. Collaborate with sales, account management, marketing, pricing, and care delivery in closing new business prospect opportunities. Work with Sales Executives and Marketing to position KP and implement more effective new sales plans and marketing strategies to increase prospect pipeline opportunities.



Essential Responsibilities:

Achieve strategic relationship development goals

  • Build strategic relationships within targeted employers to provide thought leadership, influence and align stakeholders on beliefs and behaviors around business challenges and demonstrate how KP is uniquely positioned to help employers address challenges and deliver value in their business.
  • Research organizations and individuals in targeted sectors to identify potential new customers and markets.
  • Research the needs of companies and identify key stakeholders and decision makers in the C suite, HR, benefits and health care purchasing.
  • Contact potential customers and meet with key stakeholders and decision makers to establish relationships, gain knowledge of key company business problems, and provide insights.
  • Attend conferences, meetings, and industry events related to targeted sectors and customers.
  • Develop internal relationships with KP executives in health plan, care delivery, and medical group in order to maximize use of KP resources in business development.
  • Connect KP executives with key stakeholders and decision makers in potential customers to support relationship development, thought leadership, and insights.
  • Consult with targeted, current customers and channels to identify needs, demonstrate value, build commitment to KP, and develop appropriate business solutions and proposals to respond to criteria and specific needs.
  • Develop designated key practice leader relationships with brokerage and consulting firms to influence beliefs and behaviors that result in improved business opportunities for KP.
  • Focuses on critical, large, complex, high visibility, strategic, or tactically important customers and targeted existing accounts.
    Achieve opportunity and prospect pipeline goals

  • Identify targeted leads and qualify regional, strategic & national opportunities with concentration on regional prospective employers.
  • Build and maintain profile of prospective organizations for KP products and services.
  • Maintain accuracy of opportunity database and targeted opportunity profiles.
  • Assess opportunities and prioritize best opportunities for sale.
  • Develop and maintain strategic business development and sales plans.
  • Proactively develop and presents the KP value proposition individualized for each firm/client/forum to create prospective sales opportunities.
    Achieve sales goals

  • Achieve membership growth in targeted sectors and employers.
  • Define and develop sales opportunities for membership growth.
  • Work with sales executives to develop and execute sales strategy for maximizing member and revenue growth.
  • Work with sales executives to prepare sales presentations, quotes, and proposals.
  • Work collaboratively with account management and other internal/external partners on strategies for opportunities and final sales efforts with targeted, current customers.
  • Sell the group with right rate, product benefit mix and conditions of offering in compliance with KP policy and procedures and federal and state law.
  • Work collaboratively with channel resources to maximize group sales.
  • Develops solutions to a diverse range of customer requirements to determine sales strategies
  • Complete analysis of sales strategies and communicate lessons learned and future strategies.
  • Develop relationship with staff in Sales, Account Management, and Underwriting to leverage collective skills to maximize group sales.
  • Provides on-going coaching, enabling team members to develop and improve skills and capabilities that support the effectiveness of the department/function.
  • Serves as a technical/professional mentor to team members.
  • May have supervisory responsibilities.
    Contribute to competitively positioning KP in the marketplace

  • Attend targeted industry conferences, representing KP regionally within the assigned territory. Report back to the enterprise key findings and perceptions.
  • Support KP thought leadership within targeted sectors, employers, and forums.
  • Collaborate with regional leadership to keep senior leadership and medical group up to date on marketplace dynamics.
  • Articulate KP position on significant business issues.
  • Seek opportunities for improving KP image/visibility in business community
  • Collect, aggregate, and report competitive developments and trends for organizational strategic planning.
  • Share opportunity development successes with Sales and Marketing team.
  • Effectively present KP's value proposition to prospect opportunities and market influencers.
  • Actively participate in new product discussions providing market feedback to enterprise and assisting in the development of future products.
  • Serve as the executive sponsor with the appropriate KP functional areas, guiding account specific strategy development and execution in partnership with regional sales and account management teams and internal departments.
  • Influence KP executives to reach agreements on strategic issues and policies related to specific opportunities and accounts.
  • Demonstrate understanding of competitors' products, strengths, weaknesses, market strategies and financial position.
  • Demonstrate understanding of current/future trends in the health care industry and health insurance benefits, regulations related to marketing, benefits, enrollment and other guidelines as governed by regulatory agencies, and changes in healthcare/health insurance laws/regulations.

  • Basic Qualifications:

    Experience

  • Minimum ten (10) years of experience in meeting employee group heath plan sales/consulting objectives or related experience in sales, marketing, business development, and/or managing business to business relationships.
  • Minimum six (6) years of relevant experience in the health care industry.
    Education

  • Bachelor's degree in marketing, finance, business administration OR four (4) years of experience in a directly related field.
  • High School Diploma or General Education Development (GED).
    License, Certification, Registration

  • N/A


    Additional Requirements:

  • Previous experience in sales and development of new or strategic products.
  • Distinguished by additional specialized knowledge in breadth and/or depth, as well as record of success in sales. Viewed as an expert by the company and in the field.
  • Proficiency in computer and analytic skills.
  • Experience creating client presentations using Microsoft Office programs and use of client databases.
  • Experience using effective verbal written communication skills and relationship building skills with internal and external C-level customers; Demonstrating superior ability to influence the thinking of decision makers and stakeholders. Experience in strong interpersonal, presentation, negotiation and persuasion skills with C-level management engagement.
  • Demonstrated ability to navigate internal departments to produce positive results for clients and the company.
  • Proven ability to model and actively participate with sales team to identify barriers and build a successful sales plan.
  • Demonstrated ability to influence and negotiate complex situations.
  • Work is accomplished with limited direction.
  • Determines sales approaches and strategy and influences overall market strategy for assigned territories.
  • Exercises personal autonomy and excellent judgment in developing strategy and business solutions.
  • Interprets and analyzes complex data in order to generate proposals and external market trends.
  • Exercises wide latitude in developing and executing strategic sales plans and determining objectives and approaches to critical assignments.
  • With innovation, creatively solves issues in broadly defined policies and practices.
  • Consistently works on complex assignments requiring independent action and a high degree of initiative to resolve issues.
  • Delivers insight convincingly and with authority.
  • Extensive knowledge of alternative finance approaches.
  • Understands medical management operations and strategies in health care facilities and field.


    Preferred Qualifications:

  • Twelve (12) years of experience in business development or selling health care products and services through direct sales or consultants.
  • Three (3) years of management experience.
  • MHA, MPH, or MBA.
  • Washington Disability insurance license preferred.
  • Primary Location: Washington,Seattle,Seattle Two Union Administration 601 Union St. St Scheduled Weekly Hours: 40 Shift: Day Workdays: Mon, Tue, Wed, Thu, Fri 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: Director/Senior Director Job Category: Sales and Marketing Department: Sales & Business Development Travel: Yes, 15 % 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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