Job Summary: Develops and implements complex sales and retention strategy for health insurance or workers compensation accounts. Drives opportunities, resources, technology tools, and customer performance data (e.g., cost utilization, financial, clinical) to meet competitive revenue and growth targets. Builds and maintains relationships with customers, consultants, brokers, and/or channel partners, including providing information and highly advanced product knowledge, and resolving or escalating concerns. Demonstrates highly advanced knowledge of customer businesses and develops account strategies in alignment with customer goals. Collaborates internally and externally to develop account strategy, including driving communication, and recommending solutions to customers. Drives best practices and established timelines to execute sales and renewals, including administration, negotiations, presentations, rate, product and benefits. Is accountable for Key Performance Indicators (KPIs) to support the sustained growth and competitive position of KP in the market.
Essential Responsibilities:- Promotes learning in others by communicating information and providing advice to drive projects forward; builds relationships with cross-functional stakeholders. Listens, responds to, seeks, and addresses performance feedback; provides actionable feedback to others, including upward feedback to leadership and mentors junior team members. Practices self-leadership; creates and executes plans to capitalize on strengths and improve opportunity areas; influences team members within assigned team or unit. Adapts to competing demands and new responsibilities; adapts to and learns from change, challenges, and feedback. Models team collaboration within and across teams.
- Conducts or oversees business-specific projects by applying deep expertise in subject area; promotes adherence to all procedures and policies. Partners internally and externally to make effective business decisions; determines and carries out processes and methodologies; solves complex problems; escalates high-priority issues or risks, as appropriate; monitors progress and results. Develops work plans to meet business priorities and deadlines; coordinates and delegates resources to accomplish organizational goals. Recognizes and capitalizes on improvement opportunities; evaluates recommendations made; influences the completion of project tasks by others.
- Drives a positive customer experience and market turnaround expectations by: building and maintaining strategic relationships with customers, consultants, brokers, and/or channels while acting as the KP representative to drive contract, benefit/service, and renewal activities; demonstrating highly advanced product knowledge when educating customers, consultants, brokers, and/or channel partners, resolving complex questions or concerns; demonstrating a highly advanced understanding of prospect or customer business to ensure that Request for Renewal (RFR) response and engagement strategies are in alignment with customer goals; partnering with engagement team/specialist to drive engagement programs (e.g., member wellness); and providing accurate information including highly advanced recommendations for new products, benefits/services offerings, and pricing models to address customer, consultant, broker, and/or channel needs and guiding others to do the same.
- Demonstrates commitment to KP sales and retention goals by: implementing complex strategies to meet or exceed targets for retention and growth for accounts in the Book of Business; documenting progress on Key Performance Indicators (KPIs), maintaining updated Customer Relationship Management (CRM) platform, and guiding others to do the same; and driving the sustained growth and competitive position of KP in the market.
- Contributes to the execution of sales and renewals by: collaborating across teams to drive the RFR process for complex accounts, following established timelines and best practices; driving complex sales and renewals including administration, negotiations, and presentations and rate product and benefit/service validation; driving task progress across functions to facilitate the negotiation of complex and/or custom contracts and pricing; and developing and implementing strategies for cross-sell and upsell to increase growth and retention.
- Supports internal and external communication by: driving collaboration across functions to develop account strategy; guiding the flow of information across functions to advance the process of meeting deadlines and objectives; providing highly advanced recommendations to customer channels on all aspects of health benefits/services strategy and offering; and representing the marketplace perspective to inform strategic direction and decision-making of senior leadership.
Minimum Qualifications: - Minimum three (3) years of experience in a leadership role with or without direct reports.
- Bachelors degree in Marketing, Finance, Business Administration, or related field AND minimum seven (7) years of experience in sales, customer service, telemarketing, account management, health plan administration, insurance, or a directly related field OR minimum ten (10) years of experience in sales, customer service, telemarketing, account management, health plan administration, insurance, or a directly related field.
- Accident, Health or Sickness Insurance License (District of Columbia) within 3 months of hire
- Accident and Sickness Insurance License (Georgia) within 3 months of hire
- Health Insurance License (Virginia) within 3 months of hire
- Accident and Health Insurance License (Colorado) within 3 months of hire
- Accident and Health or Sickness Insurance License (Hawaii) within 3 months of hire
- Health Insurance License (Oregon) within 3 months of hire
- Disability Insurance License (Washington) within 3 months of hire
- Health Insurance License (Maryland) within 3 months of hire
- Accident and Health Insurance License (California) within 3 months of hire
Additional Requirements:- Knowledge, Skills, and Abilities (KSAs): Change Management; Negotiation; Customer Data; Benefits/Services; Benefits/Services Presentations; Brand Strategy; Market Research; Persuasion; Sales Operations; Sales Opportunity Orchestration; Sales/Partnership Strategy and Techniques; Customer Experience; Goal Setting; Member Service; Underwriting
Preferred Qualifications:- Master's degree in Health Administration, Public Health, or Business Administration.
- Four (4) years of experience in group health care benefits sales, account management, and/or implementation, or a directly related field.
Primary Location: Georgia,Atlanta,Regional Office - 10 Piedmont
Additional Locations: - Reston, VA
- Hyattsville, MD
- Washington, WA
Scheduled Weekly Hours: 40
Shift: Day
Workdays: Mon, Tue, Wed, Thu, Fri
Working Hours Start: 08:00 AM
Working Hours End: 05:00 PM
Job Schedule: Full-time
Job Type: Standard
Employee Status: Regular
Worker Location: Remote
Employee Group/Union Affiliation: NUE-PO-01|NUE|Non Union Employee
Job Level: Individual Contributor
Department: Po/Ho Corp - HP PROD MGMT-NATL ACCTS - 7016
Pay Range: $126900 - $164120 / year Kaiser Permanente strives to offer a market competitive total rewards package and is committed to pay equity and transparency. The posted pay range is based on possible base salaries for the role and does not reflect the full value of our total rewards package. Actual base pay determined at offer will be based on labor market data, internal alignment, and a candidate's years of relevant work experience, education, certifications, skills, and geographic location.
Travel: Yes, 25 % of the Time
