United Concordia Companies Inc
Job Description :
This job leads a team of Sales Directors/Managers and Sales Executives in meeting or exceeding sales goals for the Western region. The incumbent will lead the development of innovative region-wide sales strategies and provides oversight to the development of sales priorities and objectives and territorial marketing plans.
Perform management responsibilities which include, but are not limited to: Sales team hiring and termination decisions, coaching and development, rewards and recognition, performance management and staff productivity. Plan, organize, staff, direct and control the day-to-day operations of the department; develop and implement policies and programs as necessary; manage Sales budget and influence related Marketing budget.
Develop and execute a sales strategy. Develop region-wide sales strategies. Provide oversight to the development of sales priorities and objectives and territorial marketing plans. Analyze market data and collaborate with the marketing department to develop and implement strategies to address market needs and increase market penetration. Analyze major competitor strategies, identify market opportunities, and monitor changing patterns of competition. Collaborate with Underwriting to develop innovative strategies to address sales challenges and opportunities. Actively participate in the development of new products and the planning of corporate-wide sales and marketing strategies. Communicate strategy and company vision to management and staff and to representatives of UCD as necessary. Attend sales and marketing conferences, legislative briefings to retain current knowledge and develop networking opportunities. Actively participate in Producer events, as well as, spending time in the field with the Sales Executives.
Drive Sales within assigned region. Oversee and coach Sales Directors on broker and consultant relationship management. Provide the tools, resources, and support to help each member of the management team to meet or exceed his or her sales goals. Lead management team in identifying and capitalizing on cross-selling opportunities of non-dental insurance products.
Manage sales team. Recruit, train, and develop a high performing sales team. Interview and select candidates following recruitment guidelines. Complete annual employee performance appraisals and provide regular coaching and feedback to management team. Train/coach/mentor management and staff as necessary. Engage in developmental discussions with management team on annual basis.
Develop, maintain, and enhance relationships with key partners, brokers and consultants. Establish the sales strategy for assigned region in alignment with corporate strategies. Generate new innovative ideas, creating competitive advantage, and evaluating/selecting strategies to increase market penetration.
Fulfill Management Administrative duties. Participate in annual planning and budgeting activities. Provide monthly reports on division region activity and sales results. Act as a Dental Insurance expert and consultant to the UCD staff and producers. Participate on management teams and committees within UCD and across the Highmark enterprise. Document service, expense, and related activity as appropriate
Other duties as assigned or requested.
10 years of sales in the Insurance industry or Employee Benefits
7 years in a Sales management role
5 years in MS Office personal computer-based word processing, spreadsheets and end user reporting software
LICENSES or CERTIFICATIONS
Demonstrated expert knowledge of dental insurance products, industry, marketplace, and regulatory environment
Strong customer orientation/focus
Strong interpersonal and relationship building skills
Excellent written and oral communication skills
Excellent negotiation, influencing and presentation skills
Strong problem solving skills
Strong organizational skills
Ability to interact effectively with senior level executives
Language (Other than English):
25% – 50%
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 job 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.
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.
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