Director of Commercial Sales Job in Boston, Massachusetts US
Status:
Full Time, Employee
Relevant Work Experience:
2+ to 5 Years
Education Level:
Bachelor's Degree
Location:
Boston, Ma
Job Category:
Sales/Retail/Business Development
Career Level:
Executive (SVP, VP, Department Head, etc)
Job Description
Summary:
Over the last 3 years, NHP has experienced significant commercial sales growth. This product line has doubled in membership in the past three years and grew by 30% in 2011. This extraordinary growth rate is due to our unique niche in the marketplace, a highly competitive product offering at a competitive price, and the quality of our clinical care. Our commercial products are a critical component of NHP's overall service offering continuum of Commercial, CommCare, and Medicaid (MassHealth) lines of business. In fact, for four straight years, Neighborhood Health Plan has been recognized by NCQA as one of the top five (5) Medicaid plans in the country. We are actively seeking a Director of Commercial Sales to support and further the organization's commercial growth, as well as retention objectives. The NHP Director of Commercial Sales is an exciting opportunity to lead NHP's commercial sales and outreach teams and to play an intricate role in developing, implementing and managing our commercial growth strategies.
NHP has been and remains exceptionally well positioned for overall growth including commercial growth. This position is an excellent opportunity for an emerging sales leader with strong health care and management skills and an ever-increasing track record of success. The successful candidate will possess knowledge of market and industry trends as well as a firm knowledge of the competitive landscape. The successful candidate will be able to leverage that knowledge to anticipate, meet or exceed, customer expectations and requirements. He/she will have proven experience maintaining effective relationships with customers and internal/external partners, gaining their trust and respect. He/she will also have experience building and managing data-driven systems to assess performance.
Primary Responsibilities:
- Develop and implement the sales strategy for the commercial as well as other product lines as needed, establishing both market and target customer strategies.
- Drive the creation, development, and execution of the annual commercial sales plan.
- Develop and execute plans for broker and intermediary channels.
- Collaborate in the development of the overall growth and retention strategies for Medicaid and Commonwealth Care business, and the deployment of resources to obtain those goals.
- Collaborate with Finance and Actuary on pricing of products, bids, and renewals.
- Collaborate with Product Development and advocate for a mix of products that meets the needs of both the Commercial and Commonwealth Connector markets.
- Collaborate with Marketing and Corporate Communications, and advocate for an effective marketing strategies across all product lines to grow and retain membership.
- Direct and supervise management team in establishing and implementing robust performance targets.
- Develop the critical analytics to drive decision-making and reporting on performance targets.
- Expand NHP's relationships with the broker community and key external constituents.
- Direct management responsibility for Manager of Sales and Manager of Outreach
Supervisory Responsibility
- Responsible for hiring, recommending team development measures, evaluating performance, and supervising the work of all direct and indirect reports following established organizational policies, procedures, and practices.
- Motivate and encourage staff; lead through organizational change of a growing company.
- Set clear goals and objectives and use metrics to measure performance and hold staff accountable.
Preferred Qualifications:
- BA/BS Degree or the equivalent combination of training and experience, 10 plus years of related professional experience with at least 7 years of progressive leadership and management experience with commercial health care sales team required.
- Strong understanding of the health care and/or HMO industry required.
- Extensive experience in health plan sales with a track record of sustained and profitable growth leveraging direct sales, intermediaries, and brokers.
- Successful track record of motivation, leadership, and management of a sales team.
- Strong verbal and written communication skills.
- Excellent interpersonal and facilitative skills; proven ability to effectively build relationships and work collaboratively across the organization to achieve organizational goals.
- Strong leadership and managerial skills; proven ability to motivate, coach, mentor, develop, and recruit professional level staff.
- Demonstrated experience in successfully developing/deploying outreach strategies to increase membership growth.
- Master's Degree preferred.
NHP offers competitive salaries and an excellent flexible benefits package that includes medical, dental, and vision insurance, generous earned time, commuter benefit, and a 401(k) employer contributed retirement program.
NHP's mission targets a diverse population and our employees are just as diverse. As an equal opportunity employer, NHP recognizes the power of a diverse community and encourages applications from individuals with varied experiences, perspectives, and backgrounds.
MWWCAN