What are the responsibilities and job description for the Director of Managed Care Sales position at Johns Hopkins Health Plans?
Job Responsibilities :
Reporting to the Executive Director, Sales and Marketing, the Director, Sales is a pivotal leadership role at Johns Hopkins Health Plans, responsible for developing, implementing, and advancing best-in-class Broker and Field Marketing Organization (FMO) sales distribution relationships. This role demands a deep understanding of the Maryland and Virginia Medicare Advantage (HMO & PPO) as well as Dual Eligible Special Needs (D-SNP) markets. Additionally, this role will collaborate with both Medicaid and Commercial partners in developing go-to-market plans. The position also requires expertise in broker distribution dynamics, and working knowledge of the TRICARE-approved Uniformed Services Family Health Plans (USFHP) program – specifically in the DC, DE, MD, PA, VA, WV markets. The Director of Sales is accountable for achieving and exceeding line-of-business annual sales targets through effective planning, coordination, and execution of sales activities.
The Director of Sales will :
Drive growth-focused membership acquisition strategies through developing and managing key relationships with external broker agency and agent partnerships.
Develop competitive incentive structures for internal sales representatives and external broker partners.
Lead and inspire a high-performing sales team, provide training, leadership development, and implementation of best practices to achieve optimal results.
Manage CRM platforms to enhance lead management, optimize sales operations, and provide actionable insights to improve performance.
Oversee call center sales operations, ensuring exceptional customer engagement and service standards.
Collaborate with marketing teams to align lead generation efforts with sales objectives, ensuring comprehensive support for achieving all sales goals.
Key responsibilities include :
Establish and nurture strong broker and FMO relationships to expand distribution channels and drive sustained growth.
Leverage expertise in the Medicare Advantage DSNP market to identify opportunities and craft tailored strategies within the Maryland and Virginia regions.
Maintain an in-depth knowledge of the TRICARE / USFHP program – specifically within the DC, Maryland, Virginia, West Virginia, Delaware and Pennsylvania markets – ensuring alignment with sales strategies and compliance requirements.
Consult on both Medicaid and Commercial health plan positioning, go-to-market best practices and cross-product coordination / synergy
Monitor sales metrics and trends, developing actionable plans to improve performance and exceed sales targets.
Implement strategic training programs to develop internal sales teams and external broker partners, fostering a culture of continuous improvement and professional growth.
Direct and provide oversight for day-to-day sales operations, including lead management, broker engagement, vendor coordination, and sales team performance.
Partner with marketing to design and execute targeted advertising campaigns, ensuring alignment with sales initiatives and objectives.
Qualifications :
A Bachelor’s Degree in Business, Health Administration or related field is required.
A Master’s Degree within a related field is strongly preferred. Substantial industry experience in lieu of degree attainment will be considered for exceptional candidates.
Minimum of 10 years of direct experience in selling health insurance products and value-added services, including 3-5 years of experience managing a sales department. Experience working with the military community is preferred. Proven experience in relationship and project management, with a strong ability to build and sustain teams. Demonstrated experience working in a highly regulated Medicare Advantage sales environment.
Extensive knowledge of Medicare Advantage products, including demonstrable experience with DSNP products, and broker distribution channels within Maryland and Virginia. Working knowledge of the TRICARE / USFHP program and its unique market requirements. Strong working knowledge of state Medicaid program dynamics.
Keep a pulse on the job market with advanced job matching technology.
If your compensation planning software is too rigid to deploy winning incentive strategies, it’s time to find an adaptable solution.
Compensation Planning
Enhance your organization's compensation strategy with salary data sets that HR and team managers can use to pay your staff right.
Surveys & Data Sets
What is the career path for a Director of Managed Care Sales?
Sign up to receive alerts about other jobs on the Director of Managed Care Sales career path by checking the boxes next to the positions that interest you.
