VP, Partner Sales Channel

Humana

6d•Hybrid

About The Position

Become a part of our caring community and help us put health first With over 10 million sales interactions annually, Humana understands that while great products are important, it’s the quality of our service that truly defines us. We know that when our members and prospects have delightful and memorable experiences, it strengthens their connection with us and enables us to put their Health First. After all, a health services company that has multiple ways to improve the lives of its customers is uniquely positioned to put those customers at the center of everything it does. Role Summary The Vice President, Partner Channel is accountable for setting the strategy, operating model, and performance management of the enterprise’s Medicare partner distribution, spanning call center/BPO, and FMO relationships. This executive leader drives profitable growth with a focus on Humana Medicare products, including Medicare Advantage, PDP, Med Supp, Dental, Vision and any other products under the Medicare umbrella, elevates quality and STARs outcomes, and builds a culture of excellence across a ~200-person organization. The role leads portfolio optimization, tiered partner models, compliance-forward oversight, and omnichannel programs that improve conversion, cost-per-sale (CPS), retention, and member experience. This leader will be responsible to develop the strategy to drive continued growth and retention in Medicare sales working in alignment with Humana objectives/goals to apply channel and industry knowledge to create and implement strategies that meet or exceed membership targets, retention, and cost of sale. This leader will collaborate closely with local and national partner leadership, Sales Integrity, Product and Marketing Leadership, Medicare Sales Strategy team and Corporate Strategy. This role reports to the SVP, Distribution.

Requirements

12+ years of progressive leadership in Medicare distribution, health plan growth, or analogous partner-led sales environments; 7+ years leading multi-layer organizations.
Expertise across partner ecosystems (Field, CC/BPO, FMOs) with proven results in AEP execution and Medicare product growth (MAPD, Med Supp, PDP).
Adept at developing and leading high-performing sales teams to support continuous growth and retention
Demonstrated commitment to cultivating collaborative relationships (internally/externally) while leading and inspiring a team to achieve or exceed agreed-upon results
Proven ability to develop strategy, set and meet established targets and effectively manage programs
Ability to synthesize complex information and communicate it to a wide variety of audiences including internal and external business partners
Broad understanding of the Medicare sales landscape, competitive environment along with current and future industry challenges
Experience working with and supporting senior leadership to achieve strategic goals across the segment or enterprise-wide
Critical thinking skills to connect disparate dots and overcome ambiguity
Data-driven operator with advanced proficiency in CRM, funnel analytics, forecasting, and sales productivity tooling (AI-enabled call guidance a plus).
Exceptional people leadership: culture builder, change leader, and developer of high-performing teams.
Bachelor’s degree required

Nice To Haves

MBA or related advanced degree preferred.

Responsibilities

Sales & Growth Leadership Responsible for leading overall Partner channel sales strategy and transformation to drive membership growth, member retention, and cost per sale.
Build and expand relationships with external partners to promote, accelerate and drive Senior Product sales across all field channels, responding to unforeseen market changes and consumer buying preferences.
Scale intelligent enablement (e.g., call effectiveness tools, CRM adoption, playbooks) to improve contact, conversion, and throughput.
Set quarterly objectives and KPIs for all partner types (Field, CC/BPO, FMOs) and hold leaders accountable with transparent dashboards.
Partner Strategy & Portfolio Management Build and expand relationships with external partners to promote, accelerate and drive Senior Product sales across all field channels, responding to unforeseen market changes and consumer buying preferences, aligning incentives with enterprise outcomes (sales, growth, retention, STARs, CenterWell alignment).
Efficiency, Cost, and NPV Improvement Launch and scale programs that increase producer engagement and productivity (e.g., territory redesigns, outreach playbooks, AI-guided call flows).
Quality, Compliance & STARs Champion an enterprise growth mindset that prioritizes STARs, member outcomes, and complaint reduction (CTM/k).
Implement progressive oversight policies to proactively address outliers (e.g., accretion, CTMs) and ensure end-to-end CMS compliance in partner operations, sales practices, and marketing activations.
People Leadership & Culture Lead a high-performing leadership bench (5 direct reports; ~200 associates) with clear roles, operating rhythms, and success metrics skilled at data-driven decision-making, change leadership, and cross-functional collaboration.
Build an inclusive culture of excellence; sustain top-quartile engagement and associate experience.
Operating Model & Enablement Build and sustain a best-in-class partner operating cadence (planning, enablement, execution, inspection, and continuous improvement).
Drive effective CRM utilization and data quality to power targeting, sequencing, and coaching at scale.
Collaborate with Marketing, DMS/Analytics, Compliance, and Product to orchestrate end-to-end channel performance.