Description

Description:

Seeking a seasoned business development professional with strong experience in medical sales, workers- compensation, and occupational health. The ideal candidate is highly effective in client-facing environments and skilled at cultivating relationships with employers, brokers, consultants, and professional trade associations. This role requires someone who can confidently represent the company-s occupational medicine value proposition and identify new market opportunities.

The candidate will develop and execute a targeted insurance carrier, network developer, or TPA channel strategy, partnering closely with regional account teams and internal departments to drive growth. They will track and report sales performance, pipeline activity, and channel progress to leadership. Experience in employee group health plan sales, business development, or related healthcare or insurance sales is essential.

Note: Work location is on-site with the flexibility to work remotely, the primary location will be in-office for meetings, per Kaiser Permanente-s Authorized States Policy - Employees may be required to travel to a Kaiser Permanente or customer site. Residency is required in the primary location state: Northern or Southern California (Only) This position may have visibility in all Kaiser Permanente Authorized locations. *Compensation may differ based on the market.

Job Summary:

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.

Essential Responsibilities:

• 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 KPs 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 Qualifications:

• 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.

• Bachelors 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: Bachelors degree in finance, business administration, risk management and insurance, nursing OR four (4) years of experience in business development, risk management, and/or insurance.

Additional Requirements:

• 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.

Preferred Qualifications:


Primary Location: California,Oakland,Ordway
Scheduled Weekly Hours: 40
Shift: Day
Workdays: Mon, Tue, Wed, Thu, Fri,
Working Hours Start: 08:00 AM
Working Hours End: 04:00 PM
Job Schedule: Full-time
Job Type: Standard Worker Location: Flexible
Employee Status: Regular
Employee Group/Union Affiliation: NUE-PO-01|NUE|Non Union Employee
Job Level: Individual Contributor
Department: Po/Ho Corp - Consumer Strategy - 0308
Pay Range: $110200 - $142560 / year Kaiser Permanente strives to offer a market competitive total rewards package and is committed to pay equity and transparency. The posted pay range is based on possible base salaries for the role and does not reflect the full value of our total rewards package. Actual base pay determined at offer will be based on labor market data and a candidate's years of relevant work experience, education, certifications, skills, and geographic location. Travel: Yes, 25 % of the Time Flexible: Work location is on-site at a KP location, with the flexibility to work from home. Worker location must align with Kaiser Permanente's Authorized States policy. Kaiser Permanente is an equal opportunity employer committed to fair, respectful, and inclusive workplaces. Applicants will be considered for employment without regard to race, religion, sex, age, national origin, disability, veteran status, or any other protected characteristic or status.
Requisition #: 1408477

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