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J205733

Director, Broker Sales Channel

Highmark Wholecare

  • Company April 2022 Ed (1)
  • Home, PA
  • Sales/Account Management
  • Full time
  • Day (United States of America)

Company :

Highmark Wholecare

Job Description : 

I.    GENERAL PURPOSE:  

Develop, execute, monitor and redirect sales and marketing strategies to reach or exceed established membership and profitability goals for Gateway’s Medicare product, Medicare Assured®.  Provide leadership and direction to manage the broker sales and marketing efforts for Medicare Assured®, including marketing and business planning, and sales and marketing campaigns. 
Lead and manage the broker sales and marketing staff to assure adherence to sales and service goals and compliance with CMS marketing regulations.  Direct, and facilitate the planning, implementation and evaluation of sales and marketing expansion opportunities.  Work primarily through the broker distribution channels of existing and new agents but will contribute to strategy formulation for all sales and marketing channels.  Manage relationships with external agents who will generate prospects, and will manage the entire sales process that will lead to sold cases and generate new business revenue.  For existing members, responsible for retention and profitability.  Build files, collect data, coordinate and manage information, build and enhance producer relationships, while promoting solutions to meet customer needs.  Responsible for providing weekly, monthly, quarterly reports to Senior Management as needed. A high degree of awareness of competitive trends in the Medicare Advantage market is also required.

II.    ESSENTIAL RESPONSIBILITIES:
1. Communicates with all levels of management, including CEO and Senior Management, in the development, approval and monitoring of the organization’s annual sales and marketing plan.  Communicates and works collaboratively with other department managers and staff to maximize Medicare product performance.

2. Develops, implements, and maintains a sales & marketing strategic and tactical plan to achieve membership targets. 
•    Responsible for administering allocated budget
•    Analyzes and distributes production and activity reports for various areas of the department, as well as the direct supervisors. 
•    Oversees the commission run and true-up processes
•    Actively involved in the annual process to develop and submit the CMS bid; provides detailed analysis of extra benefit market appeal and competitor comparison.
•    Works cross-departmentally with other department managers and staff to enhance the performance of the Medicare Assured® product including the monitoring of market changes due to demographics, regulations, competitor activities, and provider network. 

3. Seeks to assure compliance with CMS marketing regulations
•    Works closely with Medicare Administration to stay abreast of CMS marketing regulations and guidelines
•    Assures that sales and marketing staff are trained on and fully understand these guidelines 
•    Manages sales & marketing activities to ensure CMS compliance 
4. Leads and manages the broker sales and marketing team 
•    Employing effective coaching and monitoring techniques to achieve desired outcomes.
•    Participates in quality and process improvement initiatives and identifies areas for improvement as they relate to job functions
•    Develops and implements annual department budget and staffing plan
5. Other duties as assigned or requested.


III. QUALIFICATIONS:
Education, Experience, Licenses/Certifications
Minimum
Describe in objective and non-comparative terms the minimum education level, previous experience, specific knowledge skills and abilities the individual must have to perform the job.
•    Bachelor’s degree or additional 4 years experience in any or a combination of the following:  sales and marketing in the Medicare Advantage space, strategic planning, business analysis, business development, or product management.
•    Seven (7) years of experience in any or a combination of the following:  sales and marketing in the Medicare Advantage space, strategic planning, business analysis, business development, or product management.
•    Six (6) years of experience in sales or marketing.
•    Four (4) years of experience in management.

Knowledge, Skills and Abilities  (This section describes additional preferred characteristics)
•    Experience with developing and executing sales tactics, comprehensive product knowledge of managed care as well as a thorough understanding of standard methods crucial to implement proposed strategies. 
•    Experience supervising a staff of professional sales representatives, administrative personnel and/or contracted brokers.
•    Track record of working effectively as a member of a management team.
•    Experience in strategic planning.
•    Experience in business development.


IV. SCOPE OF RESPONSIBILITY  (People Management Responsibility)
Does this role supervise/manage other employees?          

Yes  X, 3 Internal, 200 + External Agents


V. WORK ENVIRONMENT
Is Travel Required?
Yes   X
 

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, national origin, sexual orientation/gender identity or any other category protected by applicable federal, state or local law. Highmark Health and its affiliates take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, national origin, sexual orientation/gender identity, protected veteran status or disability.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, age, religion, sex, national origin, sexual orientation/gender identity or any other category protected by applicable federal, state or local law. Highmark Health and its affiliates take affirmative action to employ and advance in employment individuals without regard to race, color, age, religion, sex, national origin, sexual orientation/gender identity, protected veteran status or disability. 

EEO is The Law

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled/Sexual Orientation/Gender Identity ( https://www.eeoc.gov/sites/default/files/migrated_files/employers/poster_screen_reader_optimized.pdf )

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