National VP Sales and Client Management

UnitedHealth Group • Chicago, IL

102d • $180,000 - $280,000 • Remote

About The Position

The National VP Sales and Client Management for the NAM Global Solutions market is responsible for leading the growth office for the business. This role will have direct responsibility for the sales and client management teams. The Head of Sales is responsible for developing the growth strategy, attaining new membership growth goals, profitability metrics, persistency and rate yield targets on existing business and achieving broker and client management NPS targets. You'll enjoy the flexibility to work remotely from anywhere within the U.S. as you take on some tough challenges.

Requirements

• Bachelor degree required
• 7+ years in healthcare sector, including global benefits experience
• 5+ years leading a sales organization and/or sales and client management team
• Solid financial acumen
• Exceptional problem-solving skills
• Demonstrates strategic thinking and planning
• Excellent relationship management skills, comfortable engaging with high level executives at client/consultant organization
• Excellent written and verbal communication skills
• Excellent presentation skills
• Excellent leadership skills
• Solid ability to negotiate and influence
• Solid understanding of UHG products and services
• License is required

Responsibilities

• Participates in annual strategic business planning
• Prepares and updates the growth business plan, adjusting the strategy to meet financial goals and other KPIs as market dynamics fluctuate
• Serve as leadership face to the market and expands UHCG market presence
• Establishes and maintains strong professional and personal relationships with clients and consultants presenting a positive image of UHCG
• Develops relationships with senior level contacts at select clients and consulting houses within the region
• Attends presentations and events with key clients, broker and consultant house partners
• Attends local market events enhancing UHCG brand, as appropriate
• Communicates UHG value and differentiation on a consistent basis
• Responsible for sales forecasting and pipeline management
• Responsible for achieving sales metrics - pipeline growth, close ratio, persistency, rate yield, BCR and profitability
• Identifies and ensures team uses disciplined sales strategy across sales and client management
• Provides feedback to management on market trends and improvement opportunities as presented by clients and consultants
• Assists in bringing escalated client/broker issues to resolution, as needed
• Assists team with RFPs, renewals and negotiations, as needed
• Conducts client management book of business reviews to deliver upon growth, retention and profitability goals
• Conducts territory plan reviews with sales team
• Partner with marketing to develop the value story
• Partner with pricing and actuarial on pricing strategy
• Partner with product team on product development and product roll out
• Create collaborative team environment fostering strong teamwork among disciplines
• Ensures SalesForce data integrity is maintained
• Partners effectively with business partners (finance, UW, marketing, product, legal, etc.)
• Maintains relationships with key decision makers with UHC Domestic and Optum leadership teams to drive growth
• Supports NPS program ensuring timeliness of activities, moving passives to promoters and detractors to promoters
• Utilizes data to assess sales and client management effectiveness and introduces changes, as appropriate
• Actively participates in QBRs, commercial, pipeline and other leadership calls to support the growth of the business
• Maintains a deep understanding of all UHCG products and services
• Develops and maintains internal UHG network
• Removes barriers and obstacles for staff
• Maintains high-level of industry knowledge
• Demonstrates support of company-wide programs and initiatives
• Collaborates with other leaders in execution of business strategy
• Executes on Employee Engagement initiatives
• Leads and manages team of 30 employees across sales and client management teams
• Recruits, hires and manages performance of staff providing ongoing feedback
• Designs and maintains job descriptions and compensation plans across sales and client management
• Manages a minimum of four direct reports with span of control of 30 employees across both teams
• Leads weekly staff calls
• Motivates and inspires others to meet their goals
• Participates in personal development

Benefits

• Comprehensive benefits package
• Incentive and recognition programs
• Equity stock purchase
• 401k contribution

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Industry: Insurance Carriers and Related Activities
• Education Level: Bachelor's degree