Director - Regional Sales - West MI

Blue Cross Blue Shield of Michigan

1d•Onsite

About The Position

This role is focused on leading sales and account management activities across West Michigan with primary accountability for retention, customer relationships, and long-term account performance for 50+ sized group customers include Key and Large group business. The Director will direct the sales and service activities of the assigned area to meet the membership, retention and service goals for all product lines of BCBSM and BCN. This role is accountable to ensure that customer needs of price, product, promotion and service are identified, communicated and responded to. The Director is responsible for regional sales office support by providing marketing intelligence data, marketing analysis and membership reporting to develop forecasts, goals and strategies that support well informed marketing decisions. They will ensure that the necessary sales and marketing activities support corporate and divisional goals related to membership, market share and customer satisfaction. This role has P&L (profit & loss) responsibility for their territory/accounts and will directly influence decisions to ensure that appropriate price, products, promotion and resource allocation decisions are developed and implemented in a consistent manner. The Director will represent customer needs in relation to all sales and marketing functions of the corporation and assure that information dispersed by sales and marketing management is reliable, complete and easily understood to insure that desired expectations are met. They will plan and direct the formulation and implementation of short and long range strategies in support of BCBSM and/or BCN sales and retention goals. The Director will ensure representation and active participation on task forces, workgroups and committees responsible for projects having major sales and marketing impacts. They will direct and monitor the sales processes and results of the sales force and agents, and recommend and implement corrective action as required. The Director will identify, analyze and improve innovative methods that will improve sales operations, control operational expenses and promote cost effectiveness of the sales and marketing division. This role is responsible for building and maintaining our corporate image, prestige and contracts with the labor market and to maintain an awareness of the public's needs as it relates to sales and marketing. They will maintain visibility within the community, serve on community boards and attend activities, etc. in the professional environment as required. The Director is responsible for team representation and attendance at community and networking functions as appropriate. They will support and model corporate leadership behaviors and practice these behaviors with staff and employees of the corporation. The Director will participate in various forms of community relations to support positive corporate and marketing images. Other duties as assigned.

Requirements

Bachelor's Degree in Business Administration, Marketing or related field required.
Seven (7) to ten (10) years experience in management of sales and/or marketing functions.
Valid Michigan Accident and Health Insurance license required within 90 days of start date.
Valid and unrestricted driver's license required within 90 days of start date.
Excellent leadership, decision making, analytical, organizational, planning, presentation, problem solving, sales, verbal and written communication skills.
Extensive knowledge of marketing concepts, sales methodologies, management principles and the health insurance industry.
Proficient in current industry standard PC applications and systems.
Other related skills and/or abilities may be required to perform this job.
Valid Michigan driver's license required.
Extensive travel to business locations required.
Must meet local and/or national sales and marketing sales competencies as required.

Nice To Haves

Master's Degree in related field considered a plus.
Experience leading and managing a regional portfolio of Key and Large group customers (50+), with strong familiarity of the West Michigan market dynamics.
Established relationships and/or demonstrated ability to effectively engage with regional stakeholders, including employer groups, brokers/consultants, agents, chambers, and community organizations.
Proven ability to navigate complex, multi-stakeholder environments, including groups with employer executives, and multiple decision-makers.
Demonstrated success leading large, complex renewal strategies, including positioning, negotiation, and issue resolution across a diverse book of business.
Strong ability to analyze market trends, competitor activity, and customer insights to inform regional strategy and improve retention outcomes.
Experience building and maintaining executive-level relationships, with the ability to influence decisions and represent the organization in high-visibility, strategic discussions.
Demonstrated ability to collaborate across enterprise functions (e.g., underwriting, product, finance, service teams) to align strategies and deliver integrated solutions that support customer needs.
Strong business and financial acumen, including understanding of pricing, profitability, and trade-offs required to support account performance and long-term retention.
Ability to operate with a high degree of autonomy across a broad geographic region, balancing local market needs with enterprise priorities and representing multiple counties/markets effectively.

Responsibilities

Direct the sales and service activities of the assigned area to meet the membership, retention and service goals for all product lines of BCBSM and BCN.
Ensure that customer needs of price, product, promotion and service are identified, communicated and responded to.
Responsible for regional sales office support by providing marketing intelligence data, marketing analysis and membership reporting to develop forecasts, goals and strategies that support well informed marketing decisions.
Ensure that the necessary sales and marketing activities support corporate and divisional goals related to membership, market share and customer satisfaction.
P&L (profit & loss) responsibility for their territory/accounts.
Directly influence decisions to ensure that appropriate price, products, promotion and resource allocation decisions are developed and implemented in a consistent manner.
Represent customer needs in relation to all sales and marketing functions of the corporation.
Assure that information dispersed by sales and marketing management is reliable, complete and easily understood to insure that desired expectations are met.
Plan and direct the formulation and implementation of short and long range strategies in support of BCBSM and/or BCN sales and retention goals.
Ensure representation and active participation on task forces, workgroups and committees responsible for projects having major sales and marketing impacts.
Direct and monitor the sales processes and results of the sales force and agents.
Recommend and implement corrective action as required.
Identify, analyze and improve innovative methods that will improve sales operations, control operational expenses and promote cost effectiveness of the sales and marketing division.
Responsible for building and maintaining our corporate image, prestige and contracts with the labor market and to maintain an awareness of the public's needs as it relates to sales and marketing.
Maintain visibility within the community, serve on community boards and attend activities, etc. in the professional environment as required.
Responsible for team representation and attendance at community and networking functions as appropriate.
Support and model corporate leadership behaviors and practice these behaviors with staff and employees of the corporation.
Participate in various forms of community relations to support positive corporate and marketing images.
Other duties as assigned.