Director Blue Cross Blue Shield of MN Vice President Marketing, Public Relations & Sales SelectAccount (Job Number:8773)
Description
Summary:
This person is responsible for SelectAccount’s marketing, public relations, sales and distribution of spending account administration and HSA banking services through BCBS Minnesota, non-blue regional insurance brokers and benefit consultants and general agencies, as well as through alternative channel distribution partners. The position is accountable for formulation and execution of marketing and sales strategies, new sales, renewal of existing client relationships and achievement of account and revenue growth objectives. The role is accountable for assuring that the voice of distribution partners, employer group clients and HSA account holders is represented to other areas of the company such as finance, regulatory and compliance, information technology and customer service. This position leads thought leadership initiatives, marketing and product development in keeping with company objectives to increase national name recognition, build brand identity and deliver increased value to distribution partners and customers.
Accountabilities:
1. Provide leadership to BCBS Minnesota sales distribution partnership to assure a high level of satisfaction with BCBS sales and account management, broker partners, employer clients and members.
2. Provide executive leadership to SelectAccount sales teams in Minnesota and Chicago.
3. Build a strong, high performing broker distribution system across target geographic markets through general agency and direct broker development.
4. Identify, evaluate and develop alternative distribution channels and specific distribution partners to expand and increase market penetration and sales.
5. Effectively manage new sales, renewal and new business to existing account sales pipelines to assure volume and quality of sales opportunities sufficient to achieve monthly, quarterly and year-end sales and revenue objectives.
6. Assure that sales and client management teams have sufficient technical and industry knowledge of employee benefits, spending account administration and HSA banking and associated strategies to drive High Deductible Health Plan (HDHP) adoption and migration and increase HSA account enrollment and deposits.
7. Form and execute marketing strategies to increase SelectAccount name recognition, build brand identity and establish SelectAccount as a recognized Thought Leader within the industry.
8. Form and execute marketing strategies to increase sales through the Blue Cross and Blue Shield network throughout the U.S.
9. Develop a commercial marketing, sales and client management team through recruitment, mentorship and retention of highly qualified team of professionals.
10. Contribute as a member of the SelectAccount executive leadership team to development and manage the Company’s business plan and actively participate in leadership team meetings and planning activities.
11. Develop annual sales and revenue budgets and generate routine manage reports to track progress against business goals and objectives, measure performance variances and develop action plans as required to bridge performance gaps and exploit emerging market opportunities.
12. Manage salesforce.com system development and operational use to assure adherence to organizational policies and procedures, establishment of contact databases, documentation and advancement of sales opportunities and production of sales management reports and revenue forecasts
13. Manage team member adherence to business practices associated with use of salesforce.com.
Qualifications
Required Qualifications:
- Acceptance of this position requires signing an Agreement Regarding Non-Disclosure of Confidential Information and Non-Competition as a condition of employment.
- Bachelor’s degree in a related field or equivalent in experience.
- 10 years of successful employee benefits and healthcare sales experience with at least 5 years of experience in a marketing and sales leadership role.
- 7 years of management experience
- Extensive knowledge of employee benefits, health plan finance, underwriting and spending account administration and HSA banking and demonstrated experience in strategic application of knowledge in influencing broker/consultant and employer employee benefit and health strategy.
- Track record of success in developing direct broker and benefit consultant, and general agency distribution, securing exclusive or preferred vendor relationships and driving demonstrable business results.
- Demonstrated ability to lead, drive business results and excel in a highly collaborative cross-functional industry and work environment.
- Superior oral, written and interpersonal communication skills to effectively build and manage both internal and external business relationships.
- Highly self-motivated and personally accountable for achievement of business results.
- Strong desire for knowledge and aptitude for learning.
- Proven ability to exercise good judgment and business ethics, and make good decisions and in the face of ambiguity and within tight timeframes.
- Position will be domiciled in SelectAccount corporate offices in Eagan, Minnesota in order to optimize executive team collaboration and management of enterprise-wide business activities.
Preferred Qualifications:
- Experience in leading national or multi-sited sales and client management team and managing associated channel distribution.
- Knowledge and experience in contemporary marketing techniques and in leveraging social media to drive organizational thought leadership and establishment of name recognition and brand identity.
- Recognized industry leader within key organizations and associations and within major geographic or vertical markets.
- Public speaking experience, skill in presenting at industry conferences and ability to serve in regional and national association leadership roles.
- Possesses Minnesota health and life license within three months of accepting position and eligible for licensing in all 50 states as appropriate to support business development efforts.
BlueCross BlueShield of MN is an Equal Opportunity and Affirmative Action Employer, M/F/D/V. BlueCross BlueShield of MN is a drug free workplace. Candidates are required to pass a background check and drug test before beginning employment.
Primary Location: United States-Minnesota-Eagan
Description
Summary:
This person is responsible for SelectAccount’s marketing, public relations, sales and distribution of spending account administration and HSA banking services through BCBS Minnesota, non-blue regional insurance brokers and benefit consultants and general agencies, as well as through alternative channel distribution partners. The position is accountable for formulation and execution of marketing and sales strategies, new sales, renewal of existing client relationships and achievement of account and revenue growth objectives. The role is accountable for assuring that the voice of distribution partners, employer group clients and HSA account holders is represented to other areas of the company such as finance, regulatory and compliance, information technology and customer service. This position leads thought leadership initiatives, marketing and product development in keeping with company objectives to increase national name recognition, build brand identity and deliver increased value to distribution partners and customers.
Accountabilities:
1. Provide leadership to BCBS Minnesota sales distribution partnership to assure a high level of satisfaction with BCBS sales and account management, broker partners, employer clients and members.
2. Provide executive leadership to SelectAccount sales teams in Minnesota and Chicago.
3. Build a strong, high performing broker distribution system across target geographic markets through general agency and direct broker development.
4. Identify, evaluate and develop alternative distribution channels and specific distribution partners to expand and increase market penetration and sales.
5. Effectively manage new sales, renewal and new business to existing account sales pipelines to assure volume and quality of sales opportunities sufficient to achieve monthly, quarterly and year-end sales and revenue objectives.
6. Assure that sales and client management teams have sufficient technical and industry knowledge of employee benefits, spending account administration and HSA banking and associated strategies to drive High Deductible Health Plan (HDHP) adoption and migration and increase HSA account enrollment and deposits.
7. Form and execute marketing strategies to increase SelectAccount name recognition, build brand identity and establish SelectAccount as a recognized Thought Leader within the industry.
8. Form and execute marketing strategies to increase sales through the Blue Cross and Blue Shield network throughout the U.S.
9. Develop a commercial marketing, sales and client management team through recruitment, mentorship and retention of highly qualified team of professionals.
10. Contribute as a member of the SelectAccount executive leadership team to development and manage the Company’s business plan and actively participate in leadership team meetings and planning activities.
11. Develop annual sales and revenue budgets and generate routine manage reports to track progress against business goals and objectives, measure performance variances and develop action plans as required to bridge performance gaps and exploit emerging market opportunities.
12. Manage salesforce.com system development and operational use to assure adherence to organizational policies and procedures, establishment of contact databases, documentation and advancement of sales opportunities and production of sales management reports and revenue forecasts
13. Manage team member adherence to business practices associated with use of salesforce.com.
Qualifications
Required Qualifications:
- Acceptance of this position requires signing an Agreement Regarding Non-Disclosure of Confidential Information and Non-Competition as a condition of employment.
- Bachelor’s degree in a related field or equivalent in experience.
- 10 years of successful employee benefits and healthcare sales experience with at least 5 years of experience in a marketing and sales leadership role.
- 7 years of management experience
- Extensive knowledge of employee benefits, health plan finance, underwriting and spending account administration and HSA banking and demonstrated experience in strategic application of knowledge in influencing broker/consultant and employer employee benefit and health strategy.
- Track record of success in developing direct broker and benefit consultant, and general agency distribution, securing exclusive or preferred vendor relationships and driving demonstrable business results.
- Demonstrated ability to lead, drive business results and excel in a highly collaborative cross-functional industry and work environment.
- Superior oral, written and interpersonal communication skills to effectively build and manage both internal and external business relationships.
- Highly self-motivated and personally accountable for achievement of business results.
- Strong desire for knowledge and aptitude for learning.
- Proven ability to exercise good judgment and business ethics, and make good decisions and in the face of ambiguity and within tight timeframes.
- Position will be domiciled in SelectAccount corporate offices in Eagan, Minnesota in order to optimize executive team collaboration and management of enterprise-wide business activities.
Preferred Qualifications:
- Experience in leading national or multi-sited sales and client management team and managing associated channel distribution.
- Knowledge and experience in contemporary marketing techniques and in leveraging social media to drive organizational thought leadership and establishment of name recognition and brand identity.
- Recognized industry leader within key organizations and associations and within major geographic or vertical markets.
- Public speaking experience, skill in presenting at industry conferences and ability to serve in regional and national association leadership roles.
- Possesses Minnesota health and life license within three months of accepting position and eligible for licensing in all 50 states as appropriate to support business development efforts.
BlueCross BlueShield of MN is an Equal Opportunity and Affirmative Action Employer, M/F/D/V. BlueCross BlueShield of MN is a drug free workplace. Candidates are required to pass a background check and drug test before beginning employment.
Primary Location: United States-Minnesota-Eagan