Executive Director, Sales & Account Management Training and Performance Support
Executive Director, Sales Account Management Training and Performance Support - MSSA
The Executive Director of Sales and Account Management Training and Performance Support leads the enterprise wide shared services that train, coach and provide sales performance support to all market facing teams. This role is expected to build the programmatic vision and gain alignment to that plan within the community of senior leaders both in Regional and Program Office executive teams. The Executive Director leads the planning process, facilitates strategic planning at the Health Plan Institute's (HPI) SVP Advisory Board, and is accountable for the daily operations of the SAM training and curriculum development teams within National Sales Operations and Performance. This executive leads the process that allows KP to build and maintain a standard SAM/UW curriculum as well as build new curricula to address KP's needs to be agile in the market place. HPI has a very significant delivery role in ensuring the readiness of 1500 members of market facing teams for the sale and renewal and servicing of KP accounts (both group and individual sales). The HPI organization manages the maintenance of a general SAM/UW curriculum as well as providing annual initiative training (e.g. Health care reform, Fee Schedule Redesign, and KP Value Proposition work). This leader's contribution to improved sales performance will be achieved by: Ownership and delivery of a competency-based and role -based SAM/UW curriculum for market facing teams. Ownership and delivery of training for selected MSSA initiatives; Ownership and delivery of coordinated learning plans for each regional operation and MSSA as a whole; Ownership of day-to-day online and in-class SAM training and performance support tools Coordination and continuous improvement of the SAM/UW training function in conjunction with Sales Operations and MSSA performance analysis. Shared ownership of a strategy to reinforce a sales culture, influencing sales incentive plan designs, and driving communications and events which drive the change toward that culture. Develop a SAM/UW management coaching program for the enterprise. The program will target Director-level and manager-level resources in all regions (Sales Account Management, Underwriting, and New Sales). The approach used by this executive and her/his teams will have as its by product several important and intended benefits: Maintenance and improvement in KP SAM business integrity and compliance; Significantly increasing standardization and consistency of business processes within segments across regions; Increased alignment of SAM/UW learning resources in tools with those of KP national learning leaders; Implementation of infrastructure standards, processes, and systems and tools that enable transparency and drill down to root causes of business unit performance variation; The ongoing integration of KP and industry best practice into our standard business processes. Direct management responsibility to individuals and teams of between 40 and 50 FTE within the chain of command. Manages a budget of $5M to $10M annually. 50-75% national travel is required in this role.