Vice President Sales, National & Multi-State Business Job in Oakland, California Us


Vice President Sales, National Multi-State Business
Kaiser Permanente
Varying options across all KP Regions our National Sales and Account Management Offices
California, Colorado, Atlanta, GA, Norwalk, CT, Rockville, Maryland, Portland, Oregon, Rosemont, Illinois,
POSITION SUMMARY:
The Vice President Sales, National Multi-State Business is responsible for the leadership and management of new business sales activity and production across the KP program for prospective national multi-state employer group business. This individual will be accountable for building, developing and maintaining a high-performance new business sales team consisting of 5 - 8 selling professionals. The dominant focus of this role and primary measure for success will be consistently achieving annual new business sales growth (financial, market share, product membership) targets.

ESSENTIAL FUNCTIONS:

- Provides leadership, vision and direction in guiding the day-to-day selling activities of the new business sales team for national multi-state business toward the consistent achievement of annual new business growth goals.
- Develops a written sales plan for national multi-state business and executes the strategies and tactics within the plan to drive superior performance and achieve optimal growth levels.
- Leads by example and consistently models desired behavior for sales team that drives new business results through regular engagement with prospective clients, consultants, brokers and other external influencers.
- Maintains direct, high visibility with target prospects, consultants, brokers, industry leaders, and frequently leads finalist presentation opportunities.
- Closely directs and measures sales team performance management through effective use of sales tools (KP Sales Connect, Active Strategy), call plans, detailed sales pipeline tracking, sales training development and sales support programs.
- Provides a mechanism for gathering and sharing on-going competitive market intelligence, prospect perceptions, channel feedback, and win/loss outcomes information.
- Develops thorough short and long range new business growth forecasts to include both sales activity volume and productivity results and effectively manages to meet these forecasts.
- Contributes and provides input to product development positioning, pricing, distribution, marketing and promotion strategies / tactics for KP's entire portfolio of services relevant to the national multi-state segments.
- Provides input to shaping and refinement of the KP sales incentive and compensation strategy relative to new business. Manages effectively to the annual sales budget. Works collaboratively with HR and HPI to ensure that each team member has clear, written performance objectives and individual professional development plan.
- Maintains knowledge of and works within the KP approved policies and required industry compliance parameters.

Qualifications:
Basic Qualifications:
The ideal candidate should demonstrate the following skills/competencies/experiences:
- At least 10 years of successful sales and sales management experience including direct experience selling health benefits solutions to major corporations and benefits consultants. Experience in working in a major consulting firm is desirable
- The ability to powerfully communicate and influence purchasing decisions of senior executive leadership of major corporations. Comfortable in communicating and navigating at the C-level of large organizations.
- Skilled in the practice of relationship mapping.
- Successful experience and proven track record as a leader, developer and manager of a high performing sales force. Able to attract, develop and retain the highest performing sales professionals.
- A detailed understanding of the entire sales cycle including: prospect generation, lead nurturing pricing, underwriting, product development, advertising, promotion, distribution strategy, sales and account management.
- Experience in sales and marketing of an array of groups health insurance products and funding arrangement including Medicare benefits to benefits consultants and large employer groups.
- Well versed in specific characteristics and requirements of a broad range of market segments, including large multi-regional employers, large and mid-size employers, government agencies, and Medicare.
- Experience in selling through multiple distribution channels including direct to the client.
- Experience in distribution through large, national brokers including the development of broker relationship and incentive programs.
- Track record of success in selling to major national accounts through benefit consultants or brokers.
- Experience in a complex (e.g., multi-regional) organization that utilizes multi-regional shared services to provide business critical functions.
- Proven ability to achieve meaningful results through a strong collaborative approach while maintaining a strong customer focus and heightened sense of urgency.
- An understanding of the factors that allow for effective use of shared services in a multi-unit organization.
- A thorough understanding of underwriting and health benefit pricing principles and practices.
- PL Experience. A solid understanding of the complexities of managing a profit and loss strategy for a major regional health plan or market segments within a health plan.
- Demonstrated success in anticipating the market and external influences. An clear understand of the financial impact of health benefits and compensation within the context of a larger business strategy.
- A strong desire to compete and win as part of a team. An executive who develops and maintains trust and confidence through depth of professionalism and a high level of personal integrity.
- An optimistic, inspirational and energetic leader with strong leadership and mature human resource management skills. A 'builder', not satisfied with the status quo.
- The ability to attract, develop, motivate and lead individuals and teams through periods of substantial challenges and change.
- Superior interpersonal skills; able to develop relationships and influence people across functional areas and different levels of the organization, internally as well as externally.
- Strong analytical skills; demonstrated problem solving capability.
- Bachelor's degree is required.

Preferred Qualifications:
- Master's degree in business administration or an equivalent degree is preferred.