JOB SUMMARY

This job is responsible for the strategic activities related to Special Accounts, Large Group Markets, and New Sales in terms of profitability and membership. This includes the development and execution of the vision, sales plans, strategic objectives (e.g. overall enrollment and revenue growth targets), policies, procedures and distribution channels that support the Organization’s corporate objectives. The incumbent provides leadership and direction to the division. Independently oversees the sales efforts of new sales, account management, brokers/agencies to ensure they meet the highest level of proficiency and ultimately produce positive bottom line results. Focuses mainly on the acquisition, retention and profitability of local accounts, broker relationships and exploring new distribution channels. The incumbent directs the activities of the professional staff to accomplish western regional sales plans as it relates to the corporate objectives. The incumbent is indirectly responsible for all issues in other internal departments (i.e. claims, customer service, enrollment, etc) that impact the region.

ESSENTIAL RESPONSIBILITIES

Development of Sales Structure

• Ensure the acquisition, retention, and profitability of the local account business.
• Provide the strategic leadership in the development and implementation of the sales strategy and structure for the Western Regional Markets. This includes overall enrollment and profitability targets, sales plans, policies and procedures.
• Ensure the acquisition of ancillary business.

Financial Management

• Responsible for the financial management of the corporation’s Regional Markets. Ensure the division’s strategy is financially viable and that profit targets are obtained.

Broker/Associations

• Ensure the effective management of the associations and brokers.
• Ensure that the brokers selling strategy is consistent with the Organization’s philosophy. This is accomplished by establishing and maintaining positive relationships with brokers and includes monitoring the broker's selling endeavors.
• Must establish a strategy to provide incentive to brokers to sell Highmark products. The strategy developed includes setting performance standards for Brokers to grow the Organization's local business.
• Assigned to find a means to control brokers.

Distribution Channels

• Explore new distribution channels for the Organization's products.  This involves the strategic and practical planning for channels that will effectively promote Highmark products.

Product Mix

• Accountable for ensuring that the appropriate mix of products and services are available to serve the Organization’s Regional Markets. If the Organization is not meeting the needs of the market then it is the incumbent's responsibility to develop an approach that will capture the market. This includes the sale of the Organization's subsidiary products as well.

• Other duties as assigned or requested.

EDUCATION

Required

• Bachelor's Degree

Substitutions

• None

Preferred

• Master's Degree in Business Administration (MBA)

EXPERIENCE

Required

• 7 - 10 years in Sales Management

Preferred

• None

LICENSES AND CERTIFICATIONS

Required

• PA Producer's Licenses in Accident, Health and Casualty or must be obtained within 90 days of hire

Preferred

• PA Producer's License in Life

SKILLS

• The incumbent is required to have strong financial skills, strong planning skills, multi-year sales experience, multi-site account experience, sales management experience, broad background in sales, knowledge of general insurance principles, an understanding of indemnity and managed care products
• The incumbent must have sales management and operational experience (e.g. claims, membership)
• Technical experience is required in underwriting, care management, and time tracking
• The incumbent must possess a sales and financial aptitude, knowledge of customer needs and market trends
• Extensive knowledge of Highmark products including ancillary products is required
• Demonstrated experience in budget management, resources management, planning skills required
• Excellent oral, written and presentation skills as well as conceptual and analytical skills required
• The incumbent must take charge of, and accountability for, the planning and development of Regional Accounts strategies while assuring Corporate deadlines and objectives are met

Language Requirement (other than English)

None

Travel Requirement

0% - 25%

PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS

Position Type

Office Based

Teaches / trains others regularly

Frequently

Travel regularly from the office to various work sites or from site-to-site

Occasionally

Works primarily out-of-the office selling products/services (sales employees)

Never

Physical work site required

Yes

Lifting: up to 10 pounds

Frequently

Lifting: 10 to 25 pounds

Does Not Apply

Lifting: 25 to 50 pounds

Does Not Apply

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement: This position adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.

As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times. In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy. Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.