Director, New Business - Owings Mills, MD (#0133)
Our client, a large health insurance provider in the Mid-Atlantic region, is currently looking for a full-time Director, New Business to work out of their Owings Mills, MD location.
The Director, New Business Sales, Project Management & Technology is responsible for the planning, directing, development and implementation of all new 51+ group business in the Mid-Atlantic region, the oversight of standard operating procedures for Sales related activities and the project management of all technical projects, and sales force automation for all sales segments.
Under the Vice President of Large Group Sales, the principle accountabilities include, but are not limited to the following:
New Business Sales Production & Distribution Channel Management
Supports and directs and provides oversight for the New Business Sales staff in addition to a personal new business goal targeted at prospects with over 200 enrolled employees, headquartered within the company’s service area (roughly Baltimore, MD Washington, DC and Northern, VA). Also included in the job responsibility is the generation of similarly sized NCAS TPA clients. These prospects have no geographic limitations.
This consists of providing direction and oversight for growing company’s TPA business which is comprised of both national and local self-insured accounts. This business can include both standard company plans and unique medical and ancillary products, and numerous specialty products offered by a variety of vendors for pharmacy benefit management (PBM), medical management, wellness, consumer-directed accounts (HRA, HSA, FSA) COBRA administration, enrollment, billing, etc.
New Business Sales Consultant Development-Works closely with the New Business Account Consultants to raise their level of consultative sales skills/strategies on a continual basis. This includes accompanying them on account presentations to evaluate their performance and skills relative to strategic planning, negotiating, product knowledge and closing.
The incumbent is also responsible for Directing the New Business Department in all New Sales lifecycle activities including: prospecting, underwriting, finalist presentations, site visits/tours, and follow up to questions on RFP responses. Monitors and reports to senior sales management the monthly sales performance of staff to ensure new sales goals are met. Additionally, will monitor the quality and accuracy of new sales installations and information in salesforce.com
Develops and/or maintains relationships with key or senior management personnel in all the national consulting houses, large brokerages, administrator and wholesaler firms, National Consortium office and plans, and contacts within other strategic partners such as other Blues plans, vendors and network managers in both Maryland and DC Plan markets.
In addition, this position establishes relationships with national consulting houses, large brokerage firms, and other major influencers in the Mid-Atlantic region, to insure positive relationships and generate new business leads.
This position coordinates with the marketing department to develop, pricing postures and new or modified products to improve the company’s competitive position while supporting plans and programs to promote the image and customer acceptance of company and the TPA’s products and services. Also provides and contributes to competitive intelligence and the formation of specific competitive strategies to achieve specific market goals and the communication, compensation programs and incentives to support them.
Experience and Education:
A Bachelor’s degree in marketing or communications is required and 8 - 10 years of large group sales experience of which 3-5 years must be in a sales management or distribution channel management environment. Successful sales management and marketing experience with the health care industry coupled with an extensive knowledge of the health care environment including managed care delivery systems, TPAs, underwriting, financial mechanisms, health products and networks. Additionally, this position requires the ability to effectively plan and direct an aggressive sales program. In addition, this position requires thorough knowledge of strategic and consultative selling, with a proven demonstrated sales track record, generating new leads, growth and motivation of sales team. Minimum of 5 years combined experience interacting with senior staff and diverse employee populations. A Life and Health Insurance License in Maryland, the District of Columbia, and Virginia is preferred. A thorough knowledge of sales processes, healthcare products, multi-distribution channel management, electronic commerce, sales force automation as well as an in depth understanding of consumer and account level service delivery. The incumbent must have demonstrated techniques in finalist presentations, and achieving exemplary client service levels, excellent oral and written communication skills, keen problem solving and decision making skills.
Skills and Abilities:
Exceptional interpersonal skills; ability to work with people at all levels of the organization horizontally and vertically and motivate people to take action.
Demonstrated proficiency in value based selling skills
Ability to meet sales and revenue goals by directing the activities of multiple distribution channels.
Strong planning, analytical, problem solving and decision making skills with the ability to work and make decisions independently and in a team environment.
Ability to apply principles and practices to difficult problems on a company wide scale.
Ability to direct the activities of very diverse unrelated functions.
Exceptional skills in managing people to achieve results by giving solid direction and providing ongoing feedback.
Excellent organizational skills, presentation skills, written and oral communication skills.
Extensive knowledge of sales products and processes at the strategic and tactical levels.
General knowledge of the health insurance industry
Extensive knowledge of health care products, product implementation processes, competitive environment, competitor knowledge, and knowledge of information systems and planning.
Extensive knowledge of operational and sales processes.
Knowledge of financial management systems and processes.
Extensive knowledge of various PC and hand held applications with the ability to convert such applications into effective business tools.
Extensive knowledge of project management protocol with the ability to sponsor such projects to completion.
Interested and qualified candidates should apply immediately!!