Resp & Qualifications PURPOSE: The Manager, Specialty Markets is responsible for driving revenue and growing membership in Specialty programs, with focus on Medical Stop Loss Insurance, by working with CareFirst sales associates, brokers, and consultants. This individual will work with underwriters to review and approve case level rates and be accountable for the financial performance of these products, as well as leading the relationships with key strategic vendors administering these products, and will also provide recommendations for product, customer experience and network improvements. Ultimately, the increased revenue, growth and retention of specialty business, and specifically the Stop Loss business, will dictate the success of this individual. This position will actively identify and pursue new and adjacent market growth opportunities working with the sales team in selling/retaining specialty product business by actively partnering with these stakeholders to sell specialty products to new and existing customers. This position will work collaboratively with the sales, underwriting, product and marketing and other areas across the organization but will ultimately be responsible for achieving or exceeding specific revenue goals established.
ESSENTIAL FUNCTIONS:- Manages and coaches staff on vision, priorities, projects, and individual performance and development. Continually reviews staffing requirements and makes recommendations as needed for additional support. Makes decisions regarding hiring, promotion, and development.
- Provides leadership in the development and ongoing implementation of Specialty business. Supports the development of Specialty marketplace and operations analysis to ensure CareFirst has market leading products and operational excellence to support future growth.
- Provides leadership in product life cycle management to push CareFirst towards transformation and innovation. Acts as business leader on any corporate or other initiative related to specialty products to continue advancing CareFirst's capabilities to meet market demand.
- Working with CareFirst personnel to ensure specialty product, capabilities and market delivery is industry leading. This includes working with various CareFirst areas to align the specialty offerings with future corporate initiatives and system changes. Ensures operational readiness, both internally and with external partners, for successful launch and ongoing management of the specialty products.
- Interact with groups, brokers, benefit consultants and other external constituents to gain market insights. Represents key corporate-wide strategic committees that influence CareFirst business direction.
- Responsible for supporting specialty products sales corporately across all divisions and market segments, and as a subject matter expert, will be responsible for assisting sales opportunities, partnering with the consultants and the medical sales organization in support of closing the sale.
- Identifies, aggressively seeks and obtains new specialty business, as well as supporting renewal activities for specific specialty segments. Responsible for supporting the sale of specialty business in partnership with sales consultants and the medical sales teams.
SUPERVISORY RESPONSIBILITY:This position manages people.
QUALIFICATIONS:Education Level: Bachelor's Degree OR in lieu of a Bachelor's degree, an additional 4 years of relevant work experience is required in addition to the required work experience.
Experience: 5 years sales or specialty product experience. 1 year supervisory experience.
Licenses/Certifications Preferred:Life and Health License
Preferred Qualifications:
- The ideal candidate will have at least five (5) years of Stop Loss underwriting experience, analyzing risk and pricing Stop Loss coverage. Additionally, experience in Stop Loss proposal development will be helpful.
- The incumbent must have a thorough knowledge of health/life insurance requirements, as well as those for local business; the status of the local and national marketplaces; and the competition.
- A thorough understanding of the broker/administrator roles and systems, compensation arrangements, risk and non-risk specialty insurance, underwriting structures and principles, financial mechanisms; group insurance financial/funding mechanisms; healthcare delivery systems, including pricing methodologies and cost reimbursement for specialty products.
Knowledge, Skills and Abilities (KSAs)- Effective interpersonal and relationship skills.
- Ability to analyze competitive sales information and develop effective sales strategies to retain existing business and acquire new business.
- Demonstrate strong consultative skills and have the proven ability to demonstrate good instincts and make solid business judgments.
- Strong strategic focus but with the ability to balance tactical and strategic responsibilities.
Salary Range: $115,680 - $214,731
Salary Range Disclaimer The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the work is being performed. This compensation range is specific and considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate's work experience, education/training, internal peer equity, and market and business consideration. It is not typical for an individual to be hired at the top of the range, as compensation decisions depend on each case's facts and circumstances, including but not limited to experience, internal equity, and location. In addition to your compensation, CareFirst offers a comprehensive benefits package, various incentive programs/plans, and 401k contribution programs/plans (all benefits/incentives are subject to eligibility requirements).
Department Stop Loss Administration
PHYSICAL DEMANDS:The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted.
Sponsorship in US Must be eligible to work in the U.S. without Sponsorship.
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