Vice President, Sales, Individual and Family Markets

Health Care Service Corporation•Nashville, TN

About The Position

At HCSC, our employees are the cornerstone of our business and the foundation to our success. We empower employees with curated development plans that foster growth and promote rewarding, fulfilling careers. Join HCSC and be part of a purpose-driven company that will invest in your professional development. Job Summary HCSC is looking for a seasoned individual ACA sale and broker management leader who will be responsible for directing, motivating, and maintaining a dedicated, multi-state team for HCSC's Individual and Family Markets (IFM) business. The position is accountable for meeting or exceeding established membership retention, new sales and profitability goals and for development of short and long term growth strategies. The ideal candidate has a balance of ACA expertise with a strong understanding of the market and demonstrated experience managing sales capabilities across marketing, direct sales, channel partners and agent/broker development. The position will work in a matrixed internal environment, primarily with marketing, actuarial, sales analytics, product, IT and broker administration, as well as with key external vendors such as EDE platforms.

Requirements

Bachelor Degree and 10 years of experience in managed care account management/sales OR 14 years of experience in managed care account management/sales.
Current, valid State Agent Insurance License or obtain within 90 days of starting in the role.
6 years of management experience in health care operations including 4 years at the director level or above.
Skills to direct executive business personnel and direct the attainment of business objectives.
Knowledge of marketing and account management techniques.
Sales/marketing strategy development experience.
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 communications skills, including business writing, building customer and broker relationships, developing and facilitating presentations.
PC experience and skills including Microsoft office applications of Word, Excel, PowerPoint.

Nice To Haves

Bachelor Degree in Marketing or Business Administration.
6 years director/executive level experience directing sales/account management of complex or enterprise accounts.

Responsibilities

Manage existing ACA line of business’ sales distribution channels, leading go-to market sales, distribution strategy and broker management for HCSC’s Individual and Family Markets (IFM) business.
Externally, the role will oversee and manage relationships with a large number national agencies, general agents and local agents/brokers, supported by the existing team.
Internally, the role will oversee direct telesales, broker management, channel mgmt. (EDE/white-label enrollment) and local sales teams.
Role will be central to the development and administration complex incentive models with national brokers and GAs.
Position will develop growth strategies , includes leveraging of existing capabilities as well as development of new capabilities to help sell new business and/or retain current membership.
Accountable for the development and attainment of annual goals while improving the competitiveness, market share, and profitability of assigned market segment(s).
Prepare the ACA team for the evolving customer demands. Develop methodologies, training curricula and metrics to ensure the team is well-prepared to position the market for success and meet the changing demands of the marketplace.
Direct, motivate and maintain staff.
Develop matrix relationships and work toward resolution of key issues across the organization.
Prepare and present executive presentations.
Identify brokers and general agents and develop relationships targeted to retain and grow the market. Where appropriate, pursue strong relationships with select consulting firms focused on the market segment.
Ensure prompt, accurate, and high quality service to agents and brokers.
Provide direction and guidance to primary front line sales force.
Maintain extensive knowledge of HCSC products, services, systems, and processes.
Maintain knowledge of competitor’s products and insurance trends.
Communicate and interact effectively and professionally with co-workers, management, customers, etc.
Comply with HIPAA, Diversity Principles, Corporate Integrity, Compliance Program policies and other applicable corporate and departmental policies.
Maintain complete confidentiality of company business.
Maintain communication with management regarding development within areas of assigned responsibilities and perform special projects as required or requested.