Director Sales Commercial Markets (Job Number:11025)
Description
Summary:
This position has accountability for new sales growth and client retention, margin contribution and overall performance for the Consumer Market commercial segments. This segment generally consists of the Individual, Medicare and Small employer population. This position will have responsibility for driving performance for the block of business in the segment via direct relationships with consumers, clients and multiple channel distribution partners. Responsibilities include segment business planning and strategy development, distribution management for the segment, and cross-functional execution of the business plan.
Accountabilities:
1. Selects, manages, coaches and motivates sales managers as well as sales and account management staff to achieve and exceed segment goals.
2. Drives performance management of the sales and account management staff to maintain a high performing team.
3. Work closely with the Sales Vice President in development of sales business planning, sales forecasting and goal setting for defined market segments.
4. Develops and implements statewide retention and growth strategies across multiple distribution channels within Consumer Markets segments.
5. Oversees proper servicing of our employer accounts, strategic partners and distribution channel to ensure satisfaction and to maximize growth and retention of business.
6. Coaches and motivates staff to capitalize on buy up sales opportunities. This includes ancillary solutions and any future market opportunities. .
7. Serves as a driver and advocate with underwriting, product management, and operations to communicate market needs.
8. Participates in development of new products and assists in refining current products and pricing offered. This includes strategic development efforts around defining market desires, pricing expectations and competitor evaluations.
9. Develops and executes an annual strategy that outlines sales and retention objectives for each key population set, identifies the key objectives and deliverable timing for the strategy and communicate the strategy along with updates to management/leadership.
10. Collaborates with internal and external business partners to ensure market plans are followed and modify as market input dictates. Monitors and identifies improvement opportunities, resource needs and solutions.
The job description in not intended to be an exhaustive list of all functions and responsibilities of the position. Employees are held accountable for all functions of the job. Job duties and the % of time identified for any function are subject to change at any time.
- Work is performed in an office setting
- In-state and out-of-state travel occasionally required
- Required travel between Eagan campus building locations
Qualifications
Required Qualifications:
- Accepting this director level position at BCBSMN requires signing an Agreement Regarding Non-Disclosure of Confidential Information and Non-Competition as a condition of employment.
- State licensure to sell health and life insurance products preferred or ability to acquire one within 60 days of position acceptance.
- Bachelor’s degree in related field and 5 years of sales experience with at least 3 years of sales management experience or 9 years industry sales experience in lieu of a degree with 3 years of sales management experience.
- Expert strategic planning and business planning skills.
- Demonstrated ability to lead, drive results and excel in a collaborative environment.
- Proven ability to exercise good judgment and make decisions in the face of ambiguity and within tight timeframes.
- Knowledge of health care industry, local markets, leading edge products, direct and in-direct sales and account management strategies, competitive drivers and best practice design preferred.
- Personnel motivation, mentoring and change management skills to motivate and lead a skilled professional staff, including coaching, performance management, and organizational skills, to meet market plan objectives.
- Strong communication and diplomacy skills, including written, oral and presentation skills.
- Demonstrated depth of problem solving and management experience across functional areas
- Some travel throughout Minnesota.
Blue Cross Blue Shield of Minnesota is an Equal Opportunity and Affirmative Action employer that values diversity. All qualified applicants will receive consideration for employment without regard to, and will not be discriminated against based on race, color, creed, religion, sex, national origin, genetic information, marital status, status with regard to public assistance, disability, age, veteran status, sexual orientation, gender identity, or any other legally protected characteristic.
Primary Location: United States-Minnesota-Eagan
Shift: Day Job
Description
Summary:
This position has accountability for new sales growth and client retention, margin contribution and overall performance for the Consumer Market commercial segments. This segment generally consists of the Individual, Medicare and Small employer population. This position will have responsibility for driving performance for the block of business in the segment via direct relationships with consumers, clients and multiple channel distribution partners. Responsibilities include segment business planning and strategy development, distribution management for the segment, and cross-functional execution of the business plan.
Accountabilities:
1. Selects, manages, coaches and motivates sales managers as well as sales and account management staff to achieve and exceed segment goals.
2. Drives performance management of the sales and account management staff to maintain a high performing team.
3. Work closely with the Sales Vice President in development of sales business planning, sales forecasting and goal setting for defined market segments.
4. Develops and implements statewide retention and growth strategies across multiple distribution channels within Consumer Markets segments.
5. Oversees proper servicing of our employer accounts, strategic partners and distribution channel to ensure satisfaction and to maximize growth and retention of business.
6. Coaches and motivates staff to capitalize on buy up sales opportunities. This includes ancillary solutions and any future market opportunities. .
7. Serves as a driver and advocate with underwriting, product management, and operations to communicate market needs.
8. Participates in development of new products and assists in refining current products and pricing offered. This includes strategic development efforts around defining market desires, pricing expectations and competitor evaluations.
9. Develops and executes an annual strategy that outlines sales and retention objectives for each key population set, identifies the key objectives and deliverable timing for the strategy and communicate the strategy along with updates to management/leadership.
10. Collaborates with internal and external business partners to ensure market plans are followed and modify as market input dictates. Monitors and identifies improvement opportunities, resource needs and solutions.
The job description in not intended to be an exhaustive list of all functions and responsibilities of the position. Employees are held accountable for all functions of the job. Job duties and the % of time identified for any function are subject to change at any time.
- Work is performed in an office setting
- In-state and out-of-state travel occasionally required
- Required travel between Eagan campus building locations
Qualifications
Required Qualifications:
- Accepting this director level position at BCBSMN requires signing an Agreement Regarding Non-Disclosure of Confidential Information and Non-Competition as a condition of employment.
- State licensure to sell health and life insurance products preferred or ability to acquire one within 60 days of position acceptance.
- Bachelor’s degree in related field and 5 years of sales experience with at least 3 years of sales management experience or 9 years industry sales experience in lieu of a degree with 3 years of sales management experience.
- Expert strategic planning and business planning skills.
- Demonstrated ability to lead, drive results and excel in a collaborative environment.
- Proven ability to exercise good judgment and make decisions in the face of ambiguity and within tight timeframes.
- Knowledge of health care industry, local markets, leading edge products, direct and in-direct sales and account management strategies, competitive drivers and best practice design preferred.
- Personnel motivation, mentoring and change management skills to motivate and lead a skilled professional staff, including coaching, performance management, and organizational skills, to meet market plan objectives.
- Strong communication and diplomacy skills, including written, oral and presentation skills.
- Demonstrated depth of problem solving and management experience across functional areas
- Some travel throughout Minnesota.
Blue Cross Blue Shield of Minnesota is an Equal Opportunity and Affirmative Action employer that values diversity. All qualified applicants will receive consideration for employment without regard to, and will not be discriminated against based on race, color, creed, religion, sex, national origin, genetic information, marital status, status with regard to public assistance, disability, age, veteran status, sexual orientation, gender identity, or any other legally protected characteristic.
Primary Location: United States-Minnesota-Eagan
Shift: Day Job