UNDERSTANDING OF WASHINGTON WORKERS' COMPENSATION SYSTEM TO INCLUDE EITHER OR BOTH STATE FUND AND SELF-INSURED IS DESIRED BUT NOT REQUIRED. KNOWLEDGE OF RETRO PROGRAMS IS BENEFICIAL. ABILITY TO TRAVEL WITHIN WASHINGTON STATE TO GROW CUSTOMER BASE IS REQUIRED. ABILITY TO OCCASIONALLY TRAVEL OUT OF STATE FOR MEETINGS AND/OR CONFERENCES IS REQUIRED.
Accountable for managing a sales territory or strategic plans to achieve sales goals and strategic objectives by cultivating new client relationships and closing sales. Initiates and maintains mutually beneficial business relationships in order to grow membership and drive margin. Implements new sales plans and effective marketing strategies and position the organization competitively. Prospects and qualifies appropriate new business opportunities, gain commitment to do business with KP, establish the right business position, and ensures high quality customer experience. Develops a culture of collaboration and accountability between sales, account management, pricing and other key internal partners. Works with internal partners, specifically care delivery, to aid sales in closing new business.
Develop and execute sales strategy for maximizing member and revenue growth.
Sell the group with right rate, product benefit mix and conditions of offering in compliance with KP policy and procedures and federal and state law.
Participate in industry related associations and organization activities with leadership roles/responsibilities.
Set expectations for penetration and develop strategy for maximum share with customer and KP account management team.
Work collaboratively with channel resources and broker development to maximize group sales.
Act as point person for KP resources and communications to broker community.
Develop and present finalist presentations coordinating the various teams and resources.
Collaborate with regional leadership to keep Senior leadership and Medical Group up to date on marketplace dynamics.
Identify targeted leads and qualify regional, strategic and national prospects with concentration on strategic and national prospective employers.
Develop a channel plan and report profile and performance results to management.
Work collaboratively with account management and other internal/external partners on strategies for targeted prospects and final sales efforts.
Build new and leverage established broker relationships to increase prospect and sales opportunities.
Identify key brokers/consultants outside current KP regions for prospecting and relationship development.
Attend targeted industry conferences, representing KP regionally within the assigned territory.
Collect, aggregate, and report competitive developments and trends for organizational strategic planning.
Seek opportunities for improving KP image/visibility in business community.
Effectively presents KP's value proposition to brokers/consultants/external professional trade associations.
Actively participates in new product and pricing discussions providing market feedback and assisting in development of future products.
Consult with customers and channels to identify needs, demonstrate value, build commitment to KP, and develop appropriate business solutions and proposals to respond to criteria and specific needs.
Build multi-tiered relationships with consulting firms that result in influencing policy and business outcomes.
Proactively develop and presents the KP value proposition individualized for each firm/client/forum.
Manage the successful implementation of each new group sale with the appropriate KP functional areas.
Utilize an account specific strategy to execute in partnership with regional account teams and internal departments.
If Occupational Health (CA):
Develop a detailed insurance carrier, Network Developer or TPA channel strategy for assigned prospect report progress on performance results to management.
Relationship management for TPA and/or Network Developer.
Minimum eight (8) years of experience in meeting employee group health plan sales objectives or related experience marketing, business development, and/or managing business to business relationships.
Minimum five (5) years of experience in the healthcare industry.
If Occupational Health (CA): Minimum eight (8) years experience with Workers' compensation claims, risk management, managed care or occupational health.
Bachelor's degree in marketing, finance, business administration OR four (4) years of experience in meeting employee group health plan sales objectives or related experience in sales, 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
Proficiency in computer and analytic skills.
Experience creating client presentations using Microsoft Office programs and use of client databases.
Experience using effective verbal and written communication skills.
Experience in strong interpersonal, presentation, negotiation and persuasion skills with C-level management engagement.
Demonstrated ability to identify barriers and develop plan to elicit full support.
Proven ability to model and actively participate with sales team to identify barriers and build a successful sales plan.
Demonstrated ability to navigate internal departments to produce positive results for clients and the company.
Demonstrated ability to influence and negotiate complex situations.
Extensive knowledge of and experience with employee health benefits.
Extensive knowledge of alternative finance approaches.
Demonstrated understanding of competitors' products, strengths, weaknesses, market strategies and financial position.
Demonstrated understanding of current/future trends in the health care industry and health insurance benefits, regulations related to marketing, benefits, enrollment and other guidelines as governed by regulatory agencies, and changes in healthcare/health insurance laws/regulations.
Proven successful track record of consultative sales and strategy development resulting in increased membership and revenues.
Possesses excellent relationships with local and inter-regional Broker channels.
Possesses and maintains a high level knowledge of Kaiser Permanente and the products that offered.
Ability to articulate customer value drivers in light of KP value proposition.
Previous experience in sales and development of new or strategic products.
Washington Disability insurance license required within 90 days of hire date.
If Occupational Health, no license requirement.
MHA, MPH, or MBA.
If Labor and Trust: Experience within group health insurance, including active involvement in the organized labor community, either as a union official, or as an insurance representative that had responsibility for building and maintaining relationships with organized labor officials.
If Occupational Health (CA): Understanding of relationships of MPNs, managed care services and PPOs in the workers' compensation industry.
Kaiser Permanente is an equal opportunity employer committed to a diverse and inclusive workforce. Applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), age, sexual orientation, national origin, marital status, parental status, ancestry, disability, gender identity, veteran status, genetic information, other distinguishing characteristics of diversity and inclusion, or any other protected status.
External hires must pass a background check/drug screen. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with federal and state laws, as well as applicable local ordinances, including but not limited to the San Francisco and Los Angeles Fair Chance Ordinances.