Sales Manager - Large Group Account Management

Discovery Solutions Published: December 11, 2017
Job Type


Sales Manager - Large Group Account Management
COMPANY: For more than 60 years, this company has been dedicated to
improving the health of their members and the communities
we serve, by creating safe, healthy environments and
providing quality health care and coverage for all.
LOCATION: San Francisco, California
DESCRIPTION: Responsible for the direction & continuous improvement of
the Account Mgmt team, ensuring the achievement of
financially sustainable membership growth, retention &
revenue goals while providing the highest levels of customer
satisfaction. Provide leadership, strategic direction &
oversight of their respective market segment, including the
development & execution of retention, marketing & growth
strategies. This position also has responsibility for supporting
the company's local presence & strategy by becoming
involved w/ key organization, committees, & influences w/in
the area of responsibility. Coach & develop the Account
Mgmt team in developing & executing against defined
metrics regarding account mgmt plans, in-group growth &
retention, & monitoring of key business performance metrics
to drive business results.
Essential Functions:
: Manages the efforts of direct & indirect reports, &
collaborates w/, provides guidance to and influences
employees, clients & matrix partners.
: Sets & prioritizes team objectives & contributes to
individual dept's tactical execution of strategy.
: Plans & establishes a course of action for team or unit;
establishes priorities to accomplish goals, allocate resources
& track results.
: Responsible for selecting, developing, & deploying staff in
the most effective manner to meet assigned objectives.
: Responsible for performance mgmt, compensation
decisions, rewarding & recognizing employees, & providing
on-going, regular performance feedback.
: Effectively leverages KP's Manager Coaching Program to
support team development & excellence.
: Formulates moderately complex, effective strategies
consistent w/ the business & competitive strategy of the
organization & functional area. This may include analyses of
competitive products & services, pricing support activities,
advertising strategies, market size & potential, short & long
term growth forecasts, & account mgmt & sales processes &
: Provides input, w/ regional & MSBD leaders, in the
assessment, development & execution of business & market
segment plans, including forecast & target setting activities.
: Anticipates business, marketplace & competitor dynamics
& develop/implement strategies the ensure growth &
mitigate adverse risks.
: Collaborates w/ Business Line Leaders across the
Enterprise to measure & lower acquisition costs through the
implementation of best practices & shared services.
: Responsible for leading efforts to maintain connectivity &
resolve issues through regional infrastructures to focus on
presenting "One Kaiser" to our customers.
: Implements strategies to improve regional performance,
reduce regional variation, & aligns resources to successfully
deliver on customer needs & expectations.
: Builds effective channel strategies & relationships,
specifically w/ key consultants & brokers.
: Recommends changes in policies & procedures to achieve
customer & KP goals.
: Collaborates on the development & execution of all
strategic & tactical plans to achieve growth potential &
optimal business partnership in each account.
: Develops & implements comprehensive account plans to
meet the overall business objectives for membership,
revenue & margin.
: Accountable for ensuring budget for dept/team stays
allocated budget/costs targets.
: Assists in the development, population, & maintenance of
program and/or region-wide relevant data and information,
including competitive data, LOB financials, & ad hoc
: Ensures a high level of service is provided to group
customers & their brokers, agents & advisors.
: Ensures & provides required documentation that account
mgmt activities & staff are operating as 10 compliant per
state & internal regulatory guidelines.
: Continuously improves tools, technology, & processes to
optimize effectiveness.
QUALIFICATIONS: : Minimum five (5) years of experience in sales, marketing,
business development, or account management of which
two (2) years must have been spent in a direct management
capacity or two (2) years of demonstrated leadership
: Minimum three (3) years of the above experience in the
healthcare or insurance industry or sales related industry.
Additional Requirements:
: Experience using effective verbal and written
communication skills.
: Experience in strong interpersonal, public presentation,
and persuasion skills.
: Possesses negotiation, consulting skills with facility to
interact and influence senior leaders.
: Strong analytical ability, with ability to design, track, and
work toward specific measurable performance targets for
self and team.
: Demonstrated strategic thinking and planning skills.
: Demonstrated understanding of health care industry and
local markets for managed health care products.
: Demonstrated proficiency to interpret and communicate
laws and regulations related to health care.
: Demonstrated understanding of competitor's strengths,
weaknesses and strategies.
: CA Accident and Health Insurance license required within
90 days of hire date.
: If National Accounts, all applicable state license(s) required
within 90 days of hire date, as dictated by regional
Preferred Qualifications:
: Proficiency in financial/underwriting concepts and a
demonstrated ability to apply these concepts.
EDUCATION: Bachelor's degree in marketing, finance, business
administration OR four (4) years of experience in sales,
marketing, business development, and/or account

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