Responsible for retention, increased membership, and the sale of new products and services for existing accounts in assigned book of business to achieve membership, revenue and margin targets. Creates and executes a business plan that positions KP to optimize our opportunities across book of business. Develops and implements marketing/account/book of business strategies which enhance Kaiser Permanente's position in the market. Leads the work of account teams and account support to ensure the execution of effective sales strategies. Develops strategic partnerships to optimize account growth.
Develops and executes account and/or book of business plans to ensure attainment of book-specific goals.
Develops open enrollment strategies to achieve growth targets.
Meets or exceeds assigned retention and growth targets for existing accounts in assigned Book of Business.
Positions the organization competitively to ensure optimal membership growth and to protect against losses.
Uses pricing and products to anticipate and to create opportunities for growth which may include effective use of the revenue investment funds or other alternative options to support business targets.
Identifies, capitalizes and closes on cross sell opportunities.
Analyzes and improves the risk position in a group.
Develops 365 strategies and Open Enrollment engagement plans to achieve growth targets.
Collaborates with stakeholders to develop and execute territory and account management sales plans and strategies.
Identifies and prioritizes target accounts/agencies, developing specific account plans, and directing daily activities to achieve account goals.
Effectively manages all aspects of the regional renewal process including administration functions, negotiations and customer presentations.
Obtains, utilizes and accurately analyzes key competitive data for management in a timely manner that facilitates achieving desired account results.
Identifies and analyzes current industry and competitor trends, and applies knowledge of marketplace to account planning processes.
Identifies and coordinates marketing, management and technical resources to achieve existing account sales plan objectives.
Recommends and negotiates the strategy and changes with customers by offering a range of tailored options to meet the various needs of all constituents.
Collaborates with Sales Executives/Manager to maintain positive relationships with external stakeholders.
Builds and maintains broker and/or channel partnerships to increase business potential.
Continuously engages customers and/or channels to understand KP's value from the customers' point of view and strategically align our capabilities to fill their needs.
Ensures that account data is current, accurate and complete on internal sales tracking system(s).
Internal work includes the creation of strategic documents and tracking progress towards identified goals in Sales Connect.
Develops and executes demonstrations and training to teach employers, brokers and/or agency contacts KP online technology to maximize of all KP online tools.
Effectively leverages use of supporting staff including Associate Account Managers to optimize sales execution and time management between membership and employer focused activities.
Supports National Accounts in ensuring successful execution of systems, processes, by working with key departmental interfaces and partners within the region, as applicable.
If Occupational Health:
Collaborates on the development of ongoing strategies and engagement plans to achieve growth targets.
Minimum three (3) years of experience in marketing, business development, and/or managing business to business relationships.
If Occupational Health: Minimum three (3) years of experience in workers' compensation processes, products, and contracts.
Bachelor's degree in marketing, finance, business administration OR four (4) years of experience in marketing, business development, and/or managing business to business relationships.
If Occupational Health: Bachelor's degree in finance, business administration,risk management and insurance, nursing OR four (4) years of experience in business development, risk management, and/or insurance.
License, Certification, Registration
Proven track record of meeting individual business objectives.
Strong customer service skills with the ability to articulate and respond to complex issues.
Strong computer and analytic skills, including experience creating client presentations using Microsoft Office programs and use of client databases.
Effective verbal and written communication skills.
Strong interpersonal, presentation, and persuasion skills.
Effective account management skills.
Excellent customer service phone skills.
Ability to multi-task in a fast paced environment and a quick learner of key information.
Collaborative work style.
If Occupational Health: Expertise in handling difficult client issues related to workers' compensation services, policies and procedures.
If Occupational Health: Working knowledge of and experience with employee group benefits.
If Occupational Health: Knowledge of occupational health care industry, understanding of current/future trends and changes in laws/regulations.
CA Accident and Health Insurance license required within 90 days of hire date.
If National Accounts or Stockton Telesales: All applicable state license(s) required within 90 days of hire date, as dictated by regional requirements.
If Medicare Sales Representative/Sales Managers/Enrollers: No license requirement.
If Occupational Health: No license requirements.
Two (2) years of experience in sales, account management or health plan administration in health care industry.
Two (2) years of experience in underwriting processes, healthcare products and contracts.
Background experience in brokerage/consultant, insurance carrier, TPA, or benefits administration provides an advantage.