Regional VP Sales & Retention - DE

Company :

Job Description : 

JOB SUMMARY

This job is responsible for the acquisition and profitability of new business, client retention, net growth, and revenue and margin expansion across the existing client portfolio within the assigned market. The incumbent motivates and develops sales personnel to achieve and/or exceed goals and directs the activities of the team to ensure corporate objectives are met. The position is responsible for the general oversight of the market from a sales perspective, including the management of external distribution channel and client relationships, market/region growth strategies and responses to competitive dynamics. 

ESSENTIAL RESPONSIBILITIES

• Establish and maintain strategic relationships with critical internal and external stakeholders, such as brokers, consultants, key client contacts, regional and state public officials, product leaders within diversified businesses, executives, divisional leaders, other market leaders, etc. 
• Contribute to the development of membership and revenue targets within the market, communicate targets to the team, measure and reward results. 
• Utilize appropriate financial strategies and systems to achieve financial goals while managing risk to the organization.
• Forecast and achieve annual retention goals and objectives to ensure growth and profitability goals are met or exceeded.
• Develop, implement and refine sales and/or retention strategies for the market.
• Manage profitability; effective risk and underwriting actions; guide the sale of products and services that result in solutions that create value for the client and sustainable profit for the Organization. 
• Implement and administer strategic activities related to retaining and growing sales within assigned market, including setting goals for enrollment, profitability, and cross-selling.
• Partner with Distribution Administration to develop and/or strengthen the Organization’s relationships with key distribution channels and partners.
• Provide input to and execute on the Organization’s distribution strategy.
• Provide strategic leadership to the Sales, Client Management and Client Service Staff as applicable, including the determination of team and department structure required to meet goals, ensuring accountability for performance and results, and coaching and developing the team.
• Contribute to the development of membership and revenue targets within the market, communicate targets to the team, measure and reward results. 
• Continuously monitor and maintain knowledge of the market and competition.
• Develop new potential markets and grow existing business for the Organization.
• Understand and utilize economic, financial, market and industry segment data to accurately diagnose business strengths and weaknesses, identify key issues and implications for potential strategies and plans.
• Other duties as assigned or requested.

QUALIFICATIONS

Required

• Bachelor’s Degree or relevant experience and/or education as determined by the company in lieu of bachelor's degree

• 8 years of health insurance industry experience

• 8 years of sales leadership experience

• State specific Producer License Life, Accident & Health are required or obtained within 45 days of hire

Preferred

• Master’s Degree in Business Administration

Skills

• Demonstrated financial acumen.
• Leadership
• Coaching
• Talent Management
• Strategic Thinking
• Business Acumen
• Communication
• Creativity & Innovation·    
• Drive for Results
• Evaluates Critically
• Influence
• Planning & Organization
• Problem Solving

SCOPE OF RESPONSIBILITY 

Does this role supervise/manage other employees?

Yes

WORK ENVIRONMENT

Is Travel Required?

Yes

Teaches / trains others regularly

Occasionally

Travel regularly from the office to various work sites or from site-to-site

Frequently

Works primarily out-of-the office selling products/services (sales employees)

Never

Physical work site required 

Yes

Lifting: up to 10 pounds

Rarely

Lifting: 10 to 25 pounds

Never

Lifting: 25 to 50 pounds

Never

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement: This position adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.

As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times.  In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy. 

Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.

Pay Range Minimum:

Pay Range Maximum:

Base pay is determined by a variety of factors including a candidate’s qualifications, experience, and expected contributions, as well as internal peer equity, market, and business considerations.  The displayed salary range does not reflect any geographic differential Highmark may apply for certain locations based upon comparative markets.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.

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