Highmark Health
Highmark Health & its affiliates are seeking a strategic sales leader to develop and execute the sales strategy for the TPA business line in partnership with the President of HNAS. The role involves leading a team of Sales Executives and Client Managers, driving new business development, and maintaining strong client relationships across key markets.
JOB SUMMARY This job is responsible for developing the sales strategy for the TPA business line in conjunction with the President of HNAS, which is the TPA segment of Highmark. This leader will be accountable for executing upon the strategy by providing leadership and direction to a team of Sales Executives and Client Managers as well as directly selling new business, new solutions, and new services to new and existing accounts. This role is also responsible for account retention and service to our customers across the Markets that we serve. The individual provides leadership and direction to a team that manages client and broker / consultant relationships & assignments. This individual manages the existing team and hires and trains new sales staff. This role develops and implements strategies and solutions to grow the existing book of business while growing our broker / consultant relationships and exploring new distribution channels. This leader develops overall targets for sales and / or retention and tracks performance against targets. This high-impact role demands strong leadership, strategic thinking and a proven track record of success in the healthcare payor market.
ESSENTIAL RESPONSIBILITIES
Develop and implement sales and / or retention strategies for the entire HNAS footprint, including but not limited to PA, DE, WV, NY and CA.
Lead the strategic planning sales efforts for the market, including product, vendors, capabilities, distribution channels, technology, enrollment, and sales administration and retention.
Develop the overall membership and revenue targets within market, communicate targets to executive leadership and staff, and measure and reward outcomes.
Ensure the sales and marketing success of the TPA business, including profitability, sustainability, competitiveness and viability.
Establish and monitor the sales revenue and retention of TPA business.
Develop and execute strategic sales plans, managing a team of executives and client managers while directly closing new business and expanding existing accounts.
Provide strategic leadership to the Sales, Account Management and Client Service team as applicable, including determining team and department structure and incentives required to meet goals, ensuring accountability for performance and results, and coaching staff.
Establish and maintain strategic relationships with brokers, consultants, key client contacts, regional and state officials, product leaders and other market leaders.
Partner with and influence internal leadership teams to ensure alignment and deliver products, processes, services, and technologies in support of the overall Organizational strategy and market sales strategy.
Other duties as assigned or requested.
REQUIRED
Bachelor’s Degree
5-7 years of health insurance industry experience
5 years of sales leadership experience
State specific Producer License (Life, Accident & Health) required or obtained within 45 days of hire
SUBSTITUTIONS
None
PREFERRED
Master’s Degree in Business Administration
Highmark or BCBS Experience
Strong relationships with key external stakeholders (brokers / Consultants) in PA, DE, WV, NY and / or CA market
Experience Selling to large Self-funded Customer
Marketing experience
SKILLS
Proficiency in financial forecasting and industry trends
Knowledge of core health insurance (ASO) and ancillary products
Critical thinking and complex problem solving
Persuasion and negotiation
Excellent communication skills
Robust network & relationship skills
Travel Requirement: 0% - 25%
Physical demands: Lifting up to 25 pounds as needed.
Pay Range Minimum: $168,000.00
Pay Range Maximum: $252,000.00
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 any category protected by applicable federal, state, or local law.
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JOB SUMMARY This job is responsible for developing the sales strategy for the TPA business line in conjunction with the President of HNAS, which is the TPA segment of Highmark. This leader will be accountable for executing upon the strategy by providing leadership and direction to a team of Sales Executives and Client Managers as well as directly selling new business, new solutions, and new services to new and existing accounts. This role is also responsible for account retention and service to our customers across the Markets that we serve. The individual provides leadership and direction to a team that manages client and broker / consultant relationships & assignments. This individual manages the existing team and hires and trains new sales staff. This role develops and implements strategies and solutions to grow the existing book of business while growing our broker / consultant relationships and exploring new distribution channels. This leader develops overall targets for sales and / or retention and tracks performance against targets. This high-impact role demands strong leadership, strategic thinking and a proven track record of success in the healthcare payor market.
ESSENTIAL RESPONSIBILITIES
Develop and implement sales and / or retention strategies for the entire HNAS footprint, including but not limited to PA, DE, WV, NY and CA.
Lead the strategic planning sales efforts for the market, including product, vendors, capabilities, distribution channels, technology, enrollment, and sales administration and retention.
Develop the overall membership and revenue targets within market, communicate targets to executive leadership and staff, and measure and reward outcomes.
Ensure the sales and marketing success of the TPA business, including profitability, sustainability, competitiveness and viability.
Establish and monitor the sales revenue and retention of TPA business.
Develop and execute strategic sales plans, managing a team of executives and client managers while directly closing new business and expanding existing accounts.
Provide strategic leadership to the Sales, Account Management and Client Service team as applicable, including determining team and department structure and incentives required to meet goals, ensuring accountability for performance and results, and coaching staff.
Establish and maintain strategic relationships with brokers, consultants, key client contacts, regional and state officials, product leaders and other market leaders.
Partner with and influence internal leadership teams to ensure alignment and deliver products, processes, services, and technologies in support of the overall Organizational strategy and market sales strategy.
Other duties as assigned or requested.
REQUIRED
Bachelor’s Degree
5-7 years of health insurance industry experience
5 years of sales leadership experience
State specific Producer License (Life, Accident & Health) required or obtained within 45 days of hire
SUBSTITUTIONS
None
PREFERRED
Master’s Degree in Business Administration
Highmark or BCBS Experience
Strong relationships with key external stakeholders (brokers / Consultants) in PA, DE, WV, NY and / or CA market
Experience Selling to large Self-funded Customer
Marketing experience
SKILLS
Proficiency in financial forecasting and industry trends
Knowledge of core health insurance (ASO) and ancillary products
Critical thinking and complex problem solving
Persuasion and negotiation
Excellent communication skills
Robust network & relationship skills
Travel Requirement: 0% - 25%
Physical demands: Lifting up to 25 pounds as needed.
Pay Range Minimum: $168,000.00
Pay Range Maximum: $252,000.00
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 any category protected by applicable federal, state, or local law.
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