Job Summary:
Recommends appropriate solutions to meet lead/prospect/customer needs and resolves moderately complex lead/prospect/customer questions or issues in a timely manner and independently. Generates prospective sales by utilizing moderately complex strategies prospecting, sourcing, developing, and maximizing referral networks. Develops and refines sales strategy, uses sales status reports to monitor sales activity, and uses advanced knowledge on health care to articulate internal sales strategies and drive external sales. Gathers, analyzes, and applies data on trends related to sales strategy and applies insights across the enterprise and accomplishes sales plans and collaborates with leadership on internal negotiations and sales strategy. Identifies and implements resources, including following through on intended outcomes, to achieve or support sales targets/goals/initiatives. Advocates for process improvement and leads others in identifying and implementing initiatives for overcoming obstacles to sales progress and ensuring objectives are met, identifying new and improving existing process-related initiatives, resolving risks to compliance, and tracking and articulating performance trends and updates.
Essential Responsibilities:
- Promotes learning in others by proactively providing and/or developing information, resources, advice, and expertise with coworkers and members; builds relationships with cross-functional/external stakeholders and customers. Listens to, seeks, and addresses performance feedback; proactively provides actionable feedback to others and to managers. Pursues self-development; creates and executes plans to capitalize on strengths and develop weaknesses; leads by influencing others through technical explanations and examples and provides options and recommendations. Adopts new responsibilities; adapts to and learns from change, challenges, and feedback; demonstrates flexibility in approaches to work; champions change and helps others adapt to new tasks and processes. Facilitates team collaboration to support a business outcome.
- Completes work assignments autonomously and supports business-specific projects by applying expertise in subject area and business knowledge to generate creative solutions; encourages team members to adapt to and follow all procedures and policies. Collaborates cross-functionally and/or externally to achieve effective business decisions; provides recommendations and solves complex problems; escalates high-priority issues or risks, as appropriate; monitors progress and results. Supports the development of work plans to meet business priorities and deadlines; identifies resources to accomplish priorities and deadlines. Identifies, speaks up, and capitalizes on improvement opportunities across teams; uses influence to guide others and engages stakeholders to achieve appropriate solutions.
- Ensures a high level of customer service is provided by: recommending appropriate solutions based on lead/prospect/customer needs in fulfillment of performance and service quality goals, as well as the KP mission independently; exhibiting advanced knowledge about various health plans and benefits to leads/prospects/customers and brokers/consultants to convey KPs unique value proposition; and resolving moderately complex lead/prospect/customer questions or issues in a timely manner and independently.
- Generates prospective sales by: facilitating open enrollment events, and delivering formal presentations to prospective customers independently; utilizing moderately complex strategies to build relationships with key influencers, brokers, consultants, decision makers, and/or community groups to support new business opportunities and prospective customers; exhibiting advanced knowledge on prospecting, sourcing, and developing and maximizing referral networks to build own book of business; collecting, submitting, and/or reviewing materials/forms and following up on all incoming business opportunities independently; using moderately advanced strategies to work with key influencers, brokers, consultants, decision-makers, and/or community groups and successfully win new leads/prospects/customers by conveying the value of enrollment; and applying strategies for finding new prospects using new applicable and relevant resources, such as the sales database, reports, media, and industry intelligence, on sales prospects, and providing updates to the team.
- Contributes to strategic development by: developing and refining strategy to meet annual sales targets, goals, and initiatives; utilizing sales status reports to monitor sales activity, follow-up, closings, and target achievement; utilizing advanced knowledge of health care marketplace to articulate internal sales strategies and drive external sales independently; gathering, analyzing, and applying data competitor, customer, and industry trends related to sales strategy independently, and applying insights across the enterprise; using sales performance data to maximize performance and develop insights and moderately complex sales strategies to accomplish sales plans; and collaborating with leadership on optimal offering conditions and/or market segmentation (e.g., benefits, pricing) to drive internal negotiations and sales strategy.
Minimum Qualifications:
- Minimum one (1) year of experience in a leadership role with or without direct reports.
- Bachelors degree from an accredited college or university AND minimum four (4) years of experience in business-to-business or business-to-consumer, communication, leadership, sales or marketing or a directly related field OR minimum seven (7) years of experience in business-to-business or business-to-consumer, communication, leadership, sales or marketing or a directly related field.
- Accident and Health Insurance License (California) within 3 months of hire
Additional Requirements:
- Knowledge, Skills, and Abilities (KSAs): Business Acumen; Negotiation; Compliance Management; Creativity; Innovative Mindset; Applied Data Analysis; Trend Analysis; Advising and Managing Partners; Interpersonal Skills; Relationship Building; Coordination; Key Performance Indicators; Persuasion; Sales Management; Sales Opportunity Orchestration; Sales Performance Data; Sales/Partnership Strategy and Techniques; Accountability; Adaptability; Autonomy; Embracing Challenges; Goal Setting; Organizational Skills; Microsoft Office; Presentation Skills; Trusted Advisor; Insurance
Preferred Qualifications:
- Two (2) years of experience in project management.
- One (1) year of experience in health care or another heavily regulated industry (e.g., Banking).
