Vice President, Sales, Individual and Family Markets

Health Care Service Corporation•Nashville, TN

16d•$163,400 - $389,000•Hybrid

About The Position

HCSC is seeking a seasoned individual ACA sales and broker management leader to direct, motivate, and maintain a dedicated multi-state team for its Individual and Family Markets (IFM) business. The role is accountable for meeting or exceeding membership retention, new sales, and profitability goals, and for developing short- and long-term growth strategies. The position calls for ACA expertise, knowledge of the market, and experience managing sales capabilities across marketing, direct sales, channel partners, and agent and broker development. It works in a matrixed internal environment with marketing, actuarial, sales analytics, product, IT, and broker administration, and with external vendors such as EDE platforms. The Vice President directs sales distribution channels and go-to-market strategy, manages relationships with national agencies, general agents, and local agents and brokers, and oversees direct telesales, broker management, enrollment channels, and local sales teams. The role develops growth strategies and complex incentive models, sets and attains annual goals, improves competitiveness, market share, and profitability, and prepares the team to meet changing customer and marketplace demands. It also provides direction to the front-line sales force, builds matrix relationships across the organization, prepares executive presentations, and ensures responsive service to agents and brokers. The role requires a bachelor's degree and 10 years of managed care account management or sales experience, or 14 years of that experience, as well as six years of health care operations management experience, including four years at director level or above. A current, valid state agent insurance license is required, or must be obtained within 90 days of starting. The position requires travel, including overnight stays. HCSC describes a robust total rewards package including health and wellness benefits, retirement savings and pension plans, paid time off, paid parental leave, disability and supplemental life insurance, an employee assistance program, paid holidays, tuition reimbursement, and other incentives. Flex employees are expected to work in the office at least three days a week; management may adjust the schedule for exigent circumstances.

Requirements

Bachelor's degree and 10 years of managed care account management or sales experience, or 14 years of managed care account management or sales experience.
Current, valid state agent insurance license, or ability to obtain one within 90 days of starting in the role.
Six years of management experience in health care operations, including four years at director level or above.
Ability to direct executive business personnel and direct attainment of business objectives.
Knowledge of marketing and account management techniques.
Experience developing sales and marketing strategies.
Knowledge of managed care products, processes, and trends.
Mentoring and leadership skills.
Ability and willingness to travel, including overnight stays.
Financial acumen.
Verbal and written communication skills, including business writing, building customer and broker relationships, and developing and facilitating presentations.
PC skills and experience, including Microsoft Word, Excel, and PowerPoint.
Ability to maintain complete confidentiality and comply with applicable policies and requirements.

Nice To Haves

Bachelor's degree in Marketing or Business Administration.
Six years of director- or executive-level experience directing sales or account management of complex or enterprise accounts.

Responsibilities

Manage ACA sales distribution channels and lead go-to-market sales, distribution strategy, and broker management for the Individual and Family Markets business.
Oversee relationships with national agencies, general agents, and local agents and brokers, supported by the existing team.
Oversee direct telesales, broker management, enrollment channels (EDE/white-label enrollment), and local sales teams.
Develop and administer complex incentive models with national brokers and general agents.
Develop growth strategies by leveraging existing capabilities and developing new capabilities to sell new business and retain current membership.
Develop and attain annual goals while improving competitiveness, market share, and profitability of assigned market segments.
Prepare the ACA team for evolving customer demands by developing methodologies, training curricula, and metrics.
Direct, motivate, and maintain staff.
Develop matrix relationships and work toward resolution of key organizational issues.
Prepare and present executive presentations.
Identify brokers and general agents and develop relationships to retain and grow the market; pursue relationships with select consulting firms where appropriate.
Ensure prompt, accurate, and high-quality service to agents and brokers.
Provide direction and guidance to the primary front-line sales force.
Maintain extensive knowledge of HCSC products, services, systems, and processes, as well as competitor products and insurance trends.
Communicate and interact effectively and professionally with coworkers, management, and customers.
Comply with HIPAA, Diversity Principles, Corporate Integrity, Compliance Program policies, and other applicable corporate and departmental policies.
Maintain complete confidentiality of company business.
Keep management informed about developments within assigned responsibilities and perform special projects as required or requested.