This Labor and Trust Strategic Growth Leader drives membership growth and expands Kaiser Permanente-s footprint within the Labor and Trust sector. This role focuses on creating market strategies and executing plans for pipeline development, new sales, and in-Fund growth.
The Leader builds and maintains high-level relationships with Trustees, Fund Administrators, Consultants, and key Labor decision-makers, with a strong focus on State and Local Building Trades Councils. Serving as a subject matter expert, this role provides internal and external guidance on Labor industry trends, optimizes promotional resources, and positions Kaiser Permanente as a trusted advisor to win new business.
Key Responsibilities- Drive Strategic Growth: Develop market strategies and execute tactical plans for new sales, pipeline growth, and in-Fund membership expansion.
- Build Key Relationships: Connect with Trustees, Fund Administrators, Consultants, and Building Trades Councils to strengthen market position.
- Serve as an Industry Expert: Act as a Labor and Trust advisor, sharing industry trends and insights across regional markets.
- Optimize Promotional Resources: Utilize events, sponsorships, and educational opportunities to build relationships and influence decision-makers.
Job Summary:In addition to the responsibilities listed above, this position is also responsible for fostering the creation of plans, monitoring, and providing guidance when needed, on the National Sales Executive execution of the prospecting, qualifying, quoting, negotiation, installation, and transition of a new sale; working alongside National Sales Executives to develop of market-facing activities to maintain pipeline and prospecting activities, cultivating relationships, and facilitating the sale; monitoring the creation of new and existing internal business operations and suggests, influences, and creates enhancements to solutions support, market research of emerging or available product functionality, and operational readiness assessment, and driving new solutions; overseeing the development highly complex strategy alignment practices to advance health-related programs, third-party vendor integration, and align employer and KP interests to drive new sales; and leveraging expert knowledge to gain support and guiding the development of the reposition and retention of existing business for high-value, revenue generating, high visibility, global and national accounts.
Essential Responsibilities:- Promotes learning in others by communicating information and providing advice to drive projects forward; builds collaborative, cross-functional relationships. Solicits and acts on performance feedback; provides actionable feedback to others, including upward feedback to leadership; influences, mentors, and coaches team members. Practices self-leadership; creates, evaluates, and responds to the strengths and weaknesses of self and unit or team members. Leads the adaptation to competing demands and new responsibilities; adapts to and learns from change, challenges, and feedback. Fosters open dialogue amongst team members.
- Drives the execution of multiple work streams by identifying member and operational needs; translates business strategy into actionable business requirements; develops and updates new procedures and policies. Gains cross-functional support for objectives and priorities; determines and carries out processes and methodologies; solves highly complex issues; escalates and resolves issues as appropriate; sets standards and measures progress. Develops work plans to meet business priorities and deadlines; coordinates, obtains and distributes resources. Removes obstacles that impact performance; guides performance and develops contingency plans accordingly; influences the completion of project tasks by others.
- Participates in the administration of benefits and products by: developing and overseeing internal business processes related to the benefits and product offering that Sales and Account Management teams are presenting to customers; serving as an internal consultant and external spokesperson for health insurance benefits and product offerings in case follow-up questions arise for executive personnel internal and external to the organization; and utilizing expert knowledge in several fields of benefits policies to ensure that all alternate benefit requests meet benefit requirements and state and federal regulatory requirements.
- Engages in effective communication practices by: providing expertise to the team participating in external and/or internal engagements and making formal presentations to various audiences; creating and disseminating communications across the organization to ensure that other team members are informed and up to date on important information and influencing events; and developing highly complex content and communications to align messages or to advance the sale.
- Ensures that sales data are used advantageously by: overseeing large-scale data entry, reconciliation, and processing in various applicable departmental systems as appropriate to ensure integrity and reliability in data across the organization; and utilizing state-of-the-art processes to conduct analyses for reporting on lead/prospect/customer accounts, sales, channels, activities, and or events to make strategic recommendations (e.g., membership and account trends) and action plans.
- Creates a positive lead/prospect/customer and/or channel partner experience by: developing cutting-edge strategies to build upon and leverage existing relationships with internal stakeholders, lead/prospect/customers, channel partners, and third-party administrators (TPA) to demonstrate value and build commitment to future-oriented success and growth; developing cutting-edge strategies and directing the assessment of lead/prospect/customer and/or channel partner needs, and providing solutions that link to KPs mission, vision and values, service quality, and future-oriented product offerings and services initiatives; utilizing expert knowledge in several fields of product, service, and ratings to respond to, encourage, and educate leads/prospects/customers, brokers, and consultants about added services and product enhancements in highly complex or critical situations; and overseeing collaboration and problem-solving across the organization to identify opportunities to better meet the needs of leads/prospects/customers and/or channel partners.
- Engages in project management efforts by: overseeing plans for highly complex project logistics (e.g., process enhancement initiatives), including time and resource management, and quality checks for initiatives; overseeing employee accountability for meeting deadlines across the organization, resolving highly complex lead/prospect/customer and/or channel partner questions, and resolving issues when needed; defining and monitoring goals, deliverables, and key milestones for highly complex or critical projects containing multiple workstreams; overseeing the completion of multiple highly complex, interrelated tasks within customer focused business units/lines of business (LOBs) across the organization to advance the strategic direction of projects and executing action plans; and developing and overseeing the use of cutting-edge strategies for the continuous improvement of tools, technology, and processes to optimize effectiveness.
- Participates in sales process execution efforts by: providing feedback and applying innovative logic to incoming lead/prospect/customer and/or channel partner information for Sales Account and Management colleagues; overseeing the execution and coordination of all highly complex or critical business processes related to lead/prospect/customer and/or channel partner requests; overseeing the communication of information on progress, process, and requirements for lead/prospect/customer and/or channel partner information in a timely manner, across the organization; developing advanced strategies to align lead/prospect/customer and/or channel partner requests and engagement strategies to address highly complex or critical challenges; and overseeing the development and provision of comprehensive and compelling responses to lead/prospect/customer and/or channel partner requests which effectively position, differentiate, brand, and promote KPs diverse range of products and services.
Knowledge, Skills and Abilities: (Core)- Ambiguity/Uncertainty Management
- Attention to Detail
- Business Knowledge
- Communication
- Critical Thinking
- Cross-Group Collaboration
- Decision Making
- Dependability
- Diversity, Equity, and Inclusion Support
- Drives Results
- Facilitation Skills
- Health Care Industry
- Influencing Others
- Integrity
- Learning Agility
- Organizational Savvy
- Problem Solving
- Short- and Long-term Learning & Recall
- Teamwork
- Topic-Specific Communication
Knowledge, Skills and Abilities: (Functional)- Advising and Managing Partners
- Business Value Communication
- Consulting
- Business Development
- Business Process Improvement
- Business Relationship Management
- Data Entry
- Goal Setting
- Negotiation
- Persuasion
- Project Management
- Relationship Building
- Sales Operations
- Sales Opportunity Orchestration
- Sales/Partnership Strategy and Techniques
- Service Focus
- Stakeholder Management
- Time Management
Minimum Qualifications: - Minimum five (5) years of experience in a leadership role with or without 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, which can include relevant internship experience OR minimum twelve (12) years of experience in business-to-business or business-to-consumer, communication, leadership, sales or marketing, or a directly related field which can include relevant internship experience.
Preferred Qualifications:- Four (4) years of externally facing sales experience in any industry.
- Four (4) years of market facing sales experience.
Primary Location: Maryland,Baltimore,Baltimore Sales & Marketing
Additional Locations: Scheduled Weekly Hours: 40
Shift: Day
Workdays: Mon, Tue, Wed, Thu, Fri
Working Hours Start: 08:01 AM
Working Hours End: 05:01 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-Natl Labor & Trust - 7016
Pay Range: $197300 - $255310 / 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, 50 % of the Time
