The Director of Market Development is a critical member of the team who will support the goals of the Sutter Health | Aetna Joint Venture (SH|A) by providing strategic direction and leadership to sales staff to achieve sales goals for the Joint Venture across customer segments in support of profitable growth. Supports data-driven approach to setting strategy and developing a pipeline and action steps to successfully sell JV business. Interfaces across sales, marketing, and other JV business units to effectively communicate value proposition to support sales, enrollment and retention across the sales cycle.
This is a highly collaborative role which will leverage superior skills and effectiveness at managing relationships across the different business segments and functional areas of the parent companies. The Director of Market Development will report to the CEO of the Joint Venture.
Set the tone for data driven market intelligence and pipeline development for the JV in Northern California. Actively manage pipeline with Aetna sales team and develop formalized objection handling to support with sales process
Work cross-functionally with consumer experience, marketing, account management, onboarding, and communications workgroups/teams to communicate value proposition of SH|A across sales cycle
Sets operational strategy and performance measures for the Joint Venture, and communicates and executes with the Aetna market and national sales teams to ensure Joint Venture sales and membership growth goals are achieved
Understands market conditions and adapts business model to meet emerging market needs. Determines key factors affecting the financial plan and proactively influences those factors to align with Aetnas goals based on knowledge of the economy, industry trends, and market place conditions
Partners with key business leaders across the Aetna and Sutter Health organizations to cultivate and maintain strong relationships with all constituents (producers/brokers, consultants, plan sponsors, prospects, providers, customers, regulatory agencies) and execute business strategy and key initiatives
Works collaboratively with other business segments on sales, distribution, product & pricing strategies and influences underwriting policies to optimize sales, member retention and earnings
May develop and implement sales management processes and systems to help achieve JV sales goals. Monitor and analyze quotation and sales activity and identify opportunities to enhance productivity (i.e., segment, product or region analysis)
Develop and implement distribution management processes and systems to manage external sales distribution, including brokers, consultants, direct and non-traditional producers.
Manages collection and validation of information (from internal sources or through managing outside vendors) to make strategic marketing decisions and plans
Establishes and maintains connections between sales team, marketing, and consumer experience work group to ensure Joint Venture value proposition is effectively communicated to broker and account targets, potential members, and existing members/patients. Removes organizational barriers that impact the cross-functional work required to achieve results.
At least 10 years of industry sales, sales admin, and/or marketing experience experience in a health plan strongly preferred
At least 5 years of sales management and/or marketing management experience
The highest level of education desired for candidates in this position is a Bachelor's degree or equivalent experience.