Vice President, Sales – Individual and Family Markets

Role Overview

• Manage existing ACA line of business’ sales distribution channels, leading go-to market sales, distribution strategy and broker management for HCSC’s Individual and Family Markets (IFM) business
• Externally, the role will oversee and manage relationships with a large number national agencies, general agents and local agents/brokers, supported by the existing team
• Internally, the role will oversee direct telesales, broker management, channel mgmt. (EDE/white-label enrollment) and local sales teams
• Role will be central to the development and administration complex incentive models with national brokers and GAs
• Position will develop growth strategies , includes leveraging of existing capabilities as well as development of new capabilities to help sell new business and/or retain current membership
• Accountable for the development and attainment of annual goals while improving the competitiveness, market share, and profitability of assigned market segment(s)
• Prepare the ACA team for the evolving customer demands. Develop methodologies, training curricula and metrics to ensure the team is well-prepared to position the market for success and meet the changing demands of the marketplace
• Direct, motivate and maintain staff
• Develop matrix relationships and work toward resolution of key issues across the organization
• Prepare and present executive presentations
• Identify brokers and general agents and develop relationships targeted to retain and grow the market
• Ensure prompt, accurate, and high quality service to agents and brokers
• Provide direction and guidance to primary front line sales force
• Maintain extensive knowledge of HCSC products, services, systems, and processes
• Maintain knowledge of competitor’s products and insurance trends
• Communicate and interact effectively and professionally with co-workers, management, customers, etc.
• Comply with HIPAA, Diversity Principles, Corporate Integrity, Compliance Program policies and other applicable corporate and departmental policies
• Maintain complete confidentiality of company business
• Maintain communication with management regarding development within areas of assigned responsibilities and perform special projects as required or requested

Requirements

• Bachelor Degree and 10 years of experience in managed care account management/sales OR 14 years of experience in managed care account management/sales
• Current, valid State Agent Insurance License or obtain within 90 days of starting in the role
• 6 years of management experience in health care operations including 4 years at the director level or above
• Skills to direct executive business personnel and direct the attainment of business objectives
• Knowledge of marketing and account management techniques
• Sales/marketing strategy development experience
• Knowledge of managed care products, processes, and trends
• Mentoring and leadership skills
• Ability and willingness to travel including overnight stays
• Financial acumen
• Verbal and written communications skills, including business writing, building customer and broker relationships, developing and facilitating presentations
• PC experience and skills including Microsoft office applications of Word, Excel, PowerPoint

Benefits

• Health and wellness benefits
• 401(k) savings plan
• Pension plan
• Paid time off
• Paid parental leave
• Disability insurance
• Supplemental life insurance
• Employee assistance program
• Paid holidays
• Tuition reimbursement
• Other incentives