Director of Sales, CA Small Group New Business

Directs team to recommend appropriate solutions to meet lead/prospect/customer needs and to resolve highly complex and future-oriented lead/prospect/customer strategic questions or issues in a timely manner. Directs the generation of prospective sales by prospecting, sourcing, developing, and maximizing referral networks and defining goals for sales database/reports on sales prospects, and via open enrollment events. Approves strategies by reviewing sales performance data to meet annual sales targets/goals/initiatives, leverages expert health care marketplace knowledge and trends to articulate internal sales strategies and drives external sales, and oversees and encourages internal negotiations and sales strategies via optimal offering conditions and/or market segmentation. Directs team to utilize resources, including following through on intended outcomes, to achieve or support sales targets/goals/initiatives. Approves the development of novel practices for process improvement by proactively monitoring the implementation of initiatives for overcoming obstacles to sales progress and ensuring objectives are met, directing improvements of existing process-related initiatives, resolving risks to compliance, and tracking and articulating performance trends and updates.

• Prepares individuals for growth opportunities and advancement; builds internal collaborative networks for self and others. Solicits and acts on performance feedback; drives collaboration to set goals and provide open feedback and coaching to foster performance improvement. Demonstrates continuous learning; oversees the recruitment, selection, and development of talent; ensures performance management guidelines and expectations to achieve business needs. Stays up to date with organizational best practices, processes, benchmarks, and industry trends; shares best practices within and across teams. Motivates and empowers teams; maintains a highly skilled and engaged workforce by aligning resource plans with business objectives. Provides guidance when difficult decisions need to be made; creates opportunities for expanded scope of decision making and impact.


• Oversees the operation of multiple units within a department by identifying member and operational needs; ensures the management of work assignment completion; translates business strategy into actionable business requirements; ensures products and/or services meet member requirements and expectations while aligning with organizational strategies. Gains cross-functional support for business plans and priorities; assumes responsibility for decision making; sets standards, measures progress, and fosters resolution of escalated issues. Communicates goals and objectives; analyzes resources, costs, and forecasts and incorporates them into business plans; prioritizes and distributes resources. Removes obstacles that impact performance; guides performance and develops contingency plans accordingly; ensures teams accomplish business objectives.


• Ensures a high level of customer service is provided by: directing future-oriented solution development to ensure that lead/prospect/customer needs and service quality goals are met for company-wide initiatives; directing team members to provide expert knowledge in several diverse areas of health plans and benefits to leads/prospects/customers and brokers/consultants to convey KPs unique value proposition; and directing team members to resolve highly complex, future-oriented lead/prospect/customer strategic questions or issues in a timely manner for organizational initiatives.


• Serves as an advocate for process improvement by: directing teams when identifying and/or implementing initiatives for overcoming obstacles to sales initiative progress, evaluating potential barriers to other team members and/or strategy, taking action to overcome obstacles by presenting solutions to management, and ensuring objectives are met on time and/or within budget; directing work groups of sales subject matter experts focused on meeting department objectives, and identifying, designing, and implementing new and improving existing process-related initiatives, systems, and practices; developing and overseeing the use of cutting-edge strategies for the continuous improvement of tools, technology, and processes to optimize effectiveness and encouraging others to do the same; utilizing expert knowledge in several fields of Federal and State laws, regulations, contracts and rulings to ensure team members maintain compliance in highly complex or critical situations and to influence how changes would impact processes; directing teams to track performance trends and articulate the performance update consistent with the strategy, along with story behind what is occurring, and to influence long-term strategy decisions; and directing team members group installation and/or member enrollment processing across the company to ensure that all critical milestones are met.


• Generates prospective sales by: overseeing advanced, future-oriented strategy for open enrollment events, including content development, and assessing event success; directing teams to utilize state-of-the-art strategies to build relationships with key influencers, brokers, consultants, decision-makers, and/or community groups to support new business opportunities and prospective customers; exhibiting expert knowledge on prospecting, sourcing, developing, and maximizing referral networks and integrating critical information from several diverse areas to build their own line of business or direct team to build their book of business; directing progress on all incoming future-oriented business opportunities across the company; directing the team to apply state-of-the-art strategies for communication with key influencers, brokers, consultants, decision-makers, and/or community groups to successfully win new leads/prospects/customers by conveying the value of enrollment; and directing teams to develop and apply strategies to use and identify new applicable and relevant resources, such as the sales database, reports, media, and industry intelligence, on sales prospects, and to provide updates to executive leadership.


• Makes the best use of available resources by: directing team to utilize resources (i.e., marketing, management, technical), including following through on intended outcomes to achieve or support sales targets, goals, and initiatives independently; and overseeing the total budget, and ensuring team members budget and allocation are in alignment with company-wide initiatives.


• Contributes to strategic development by: directing teams to develop and/or refine strategy to meet annual sales targets, goals, and initiatives; utilizing sales status reports to direct future-oriented sales activity, follow-up, closings, and target achievement across the company; directing and coaching teams to use knowledge of health care marketplace to articulate internal sales strategies and drive external sales; setting long-term strategic objectives for analyzing and applying competitor and industry trends related to sales strategy; directing teams to use sales performance data to maximize performance and develop insights and sales strategies to accomplish sales plans; and providing expert consultation on long-term strategy for optimal offering conditions and/or market segmentation to drive internal negotiations and sales strategy.

Qualifications:

• Minimum three (3) years of experience in a leadership role with direct reports.
• Bachelors degree from an accredited college or university AND minimum nine (9) years of experience in business-to-business or business-to-consumer, communication, leadership, sales or marketing or a directly related field OR minimum twelve (12) years of experience in sales and marketing in business-to-business or business-to-consumer, communication, leadership, sales or marketing or a directly related field.

• Accident and Health Insurance License (California) within 3 months of hire
  

• Knowledge, Skills, and Abilities (KSAs): Business Acumen; Negotiation; Compliance Management; Creativity; Innovative Mindset; Applied Data Analysis; Trend Analysis; Advising and Managing Partners; Interpersonal Skills; Relationship Building; Coordination; Key Performance Indicators; Business Development; Persuasion; Sales Management; Sales Operations; Sales Opportunity Orchestration; Sales Performance Data; Sales/Partnership Strategy and Techniques; Big-Picture Thinking; Accountability; Adaptability; Autonomy; Embracing Challenges; Goal Setting; Organizational Skills; Microsoft Office; Presentation Skills; Trusted Advisor; Insurance