Segment President, Western PA

Highmark Health•Pittsburgh, PA

6d•Onsite

About The Position

This job is responsible for the strategic activities related to Special Accounts, Large Group Markets, and New Sales in terms of profitability and membership. This includes the development and execution of the vision, sales plans, strategic objectives (e.g. overall enrollment and revenue growth targets), policies, procedures and distribution channels that support the Organization’s corporate objectives. The incumbent provides leadership and direction to the division. Independently oversees the sales efforts of new sales, account management, brokers/agencies to ensure they meet the highest level of proficiency and ultimately produce positive bottom line results. Focuses mainly on the acquisition, retention and profitability of local accounts, broker relationships and exploring new distribution channels. The incumbent directs the activities of the professional staff to accomplish western regional sales plans as it relates to the corporate objectives. The incumbent is indirectly responsible for all issues in other internal departments (i.e. claims, customer service, enrollment, etc) that impact the region.

Requirements

Bachelor's Degree
7 - 10 years in Sales Management
PA Producer's Licenses in Accident, Health and Casualty or must be obtained within 90 days of hire
Strong financial skills
Strong planning skills
Multi-year sales experience
Multi-site account experience
Sales management experience
Broad background in sales
Knowledge of general insurance principles
Understanding of indemnity and managed care products
Sales management and operational experience (e.g. claims, membership)
Technical experience in underwriting, care management, and time tracking
Sales and financial aptitude
Knowledge of customer needs and market trends
Extensive knowledge of Highmark products including ancillary products
Demonstrated experience in budget management, resources management, planning skills
Excellent oral, written and presentation skills
Conceptual and analytical skills
Must take charge of, and accountability for, the planning and development of Regional Accounts strategies while assuring Corporate deadlines and objectives are met

Nice To Haves

Master's Degree in Business Administration (MBA)
PA Producer's License in Life

Responsibilities

Ensure the acquisition, retention, and profitability of the local account business.
Provide the strategic leadership in the development and implementation of the sales strategy and structure for the Western Regional Markets. This includes overall enrollment and profitability targets, sales plans, policies and procedures.
Ensure the acquisition of ancillary business.
Responsible for the financial management of the corporation’s Regional Markets. Ensure the division’s strategy is financially viable and that profit targets are obtained.
Ensure the effective management of the associations and brokers.
Ensure that the brokers selling strategy is consistent with the Organization’s philosophy. This is accomplished by establishing and maintaining positive relationships with brokers and includes monitoring the broker's selling endeavors.
Must establish a strategy to provide incentive to brokers to sell Highmark products. The strategy developed includes setting performance standards for Brokers to grow the Organization's local business.
Find a means to control brokers.
Explore new distribution channels for the Organization's products. This involves the strategic and practical planning for channels that will effectively promote Highmark products.
Accountable for ensuring that the appropriate mix of products and services are available to serve the Organization’s Regional Markets. If the Organization is not meeting the needs of the market then it is the incumbent's responsibility to develop an approach that will capture the market. This includes the sale of the Organization's subsidiary products as well.
Other duties as assigned or requested.