Director Sales for Major Accounts Job in Oakland, California US
Director Sales for Major Accounts
Director Sales for Major Accounts - 12000176 Description Health Net, Inc. is a publicly traded managed care organization that delivers managed health care services through health plans and government-sponsored managed care plans. Its mission is to help people be healthy, secure and comfortable. The company provides health benefits to approximately 6.0 million individuals across the country through group, individual, Medicare (including the Medicare prescription drug benefit commonly referred to as "Part D"), Medicaid, Department of Defense, including TRICARE, and Veterans Affairs programs. Health Net's behavioral health services subsidiary, Managed Health Network, Inc., provides behavioral health, substance abuse and employee assistance programs to approximately 5.4 million individuals, including Health Net's own health plan members. The company's subsidiaries also offer managed health care products related to prescription drugs, and offer managed health care product coordination for multi-region employers and administrative services for medical groups and self-funded benefits programs. For more information on Health Net, Inc., please visit the company's website at www.healthnet.com . JOB SUMMARY: The Account Executive V is responsible for developing new employer groups, non-Health Net health plans, and other strategic channel partners within the major and national accounts market, targeting groups of 3,000 lives and above. Employers and consultants handled by this position will include Fortune 100 and 500 companies. This position will prospect aggressively for new business directly and through existing relationships within the consulting community. ESSENTIAL DUTIES AND RESPONSIBILITIES: Utilizes established relationships with consultants and employers, and serves as the primary contact within the commercial sales organization for large and national accounts. Has primary responsibility for relationships with the larger consulting firms such as: Marsh/ Mercer Human Resources Consulting, Hewitt, Towers Watson, Aon, Buck Consultants and Fidelity. Establishes and maintains effective business relationships with principals and decision makers with the consulting firms. Makes presentations to all constituents in the market, including consultants, benefit committees, executive decision makers, benefit specialists, and industry associations. This includes annual consultant road shows and client forums to increase understanding of Health Net's current innovations. Facilitates new business opportunities through consultants or direct. Works with other Health Net stakeholders to develop a strategic and tactical marketing/sales plan to achieve annual product, membership and funding targets. Contributes to market, regional and corporate profitability objectives by generating revenues with targeted pricing and profit margins. Assists in the creation and implementation of an annual strategic plan to differentiate Health Net in the marketplace. Works with the market management team to mentor, train and increase the capabilities of the account management staff. Qualifications REQUIREMENTS: Education: Bachelor's degree in Marketing and Sales, Business Administration or related field Master's degree preferred Certification/License: Licensed for all products underwritten by the respective health plan and/or Life Company as determined by the licensing statutes in the state of residence and issued by the respective Department of Insurance Experience: Minimum five years as a senior group representative in the large account sector or as a senior consultant within the benefit consulting industry, preferably in managed care Extensive technical expertise in the managed care arena and ability to articulate that knowledge in a credible and meaningful way Demonstrated success pattern in sales, marketing and new business development Demonstrated expertise using consultative sales skills at the highest level to influence the decision making process with prospective and existing clients. This includes a track record of partnering with consulting firms to meet the needs of all the constituents in the sales process Advanced underwriting knowledge is a plus Knowledge, Skills Abilities: Solid organizational, management, administrative and human relations skills in a style which exhibits maturity, leadership, sensitivity, and teamwork Ability to take a vigorous hands-on role in directly marketing managed healthcare and administrative products and services to large accounts Ability to articulate/communicate complex marketing and technical subjects to a broad and diverse audience Strong familiarity with the competition, market environments, healthcare economics, medical practices and provider/alternative delivery systems Sound financial aptitude and solid technical depth in employee benefits and managed care Must be able to work in a fast-paced, team-oriented environment Ability to create and maintain strong national relationships with large employer groups and consultants Ability to travel for any duration of time as needed OR Any combination of academic education, professional training or work experience, which demonstrates the ability to perform the duties of the position. Health Net, Inc. supports a drug-free work environment and requires pre-employment background and drug screening. Health Net and its subsidiaries are an Equal opportunity/Affirmative Action Employer M/F/V/D. Job - Marketing/ Sales Primary Location - California-Oakland Organization - Health Net of California, Inc. - 4001 Schedule - Full-time Job Type - Regular Shift - Day Job Overtime Status - Exempt