GENERAL SUMMARY:
Responsible for the retention and growth of the Medicare and Marketplace lines of business (both Individual and Group) accounting for more than $400 million in annual revenue. Support membership growth through the development of key relationships and implementation of process improvements for both new sales (group and individual) primarily within the Agent, Agency and FMO channels. Coordinate the development and implementation of specific sales and growth strategies, working across multiple departments and teams, including business development, labor, advertising, client services, underwriting and planning and marketing support. Coordinate the development and implementation of Medicare Advantage sales strategies, compliance activities and oversight of external agents and agencies.
PRINCIPLE DUTIES AND RESPONSIBILITIES:
Lead team of Lead Medicare/Marketplace Consultants (LMC's) to achieve new business sales targets and implement strategic growth initiatives within the external broker channel.
Refine and monitor key performance indicators (KPIs) for all LMC's. Identify and escalate any areas of performance that fall outside of expected levels to leadership and senior management. Collaborate with sales team on possible solutions to any performance gaps.
Maintain sales policies and procedures ensuring that they are updated with new or revised regulations.
Conduct annual training (or as needed) with all sales agents as required by CMS.
Conduct continuous reviews / audits on sales agents and agencies.
Evaluate, and modify as necessary, sales presentations to assure consistent, accurate and compelling messaging and value proposition. Evaluate and provide feedback to sales team on "practice" presentations prior to delivery to selected clients.
Identify opportunities for sales and product training and work with internal stakeholders to provide necessary training for existing team and develop standardized training process for new employees within the sales department.
Attend regular and/or critical meetings, events and sales functions with internal and/or external customers to promote HAP Products and Services. Plan and prepare for appropriate promotional materials to be distributed at various functions.
Be the liaison for the Sales team and communicate effectively to provide expertise, knowledge and recommendations for seamless daily operations. Bring concerns and pending issues to the Director in a timely manner for balanced resolutions.
Owns day to day FMO relationships and reporting.
Perform other related duties as assigned.
EDUCATION/EXPERIENCE REQUIRED:
Bachelor's Degree in Sales & Marketing, Healthcare Administration, Business Administration or related field or an additional four (4) years of related experience in lieu of education requirement.
At least five (5) years of successful health insurance sales experience in the Medicare market.
Minimum of three (3) years of leadership and/or management experience.
Familiarity with health plan operations and federal, and state regulations.
Familiarity with a broad range of health plan options (HMO, PPO, CDHP).
Demonstrated leadership skills.
Excellent written and oral communication skills.
Strong presentation and interpersonal skills.
Commitment to service excellence.
Respect for diversity.
Ability to manage multiple projects.
Strong organizational and time management skills.
Strong analytical skills and attention to detail.
Ability to coach and guide sales team, including implementation of appropriate staff training.
Excellent public relations and public speaking skills.
Team spirited.
Strong understanding of the sales process for both group new business and sales.
Working knowledge of an integrated health delivery system.
Proficiency operating personal computers and associated software programs including, but not limited to, Word, Excel, and PowerPoint.
CERTIFICATIONS/LICENSURES REQUIRED:
Must possess a valid Driver's license and maintain an acceptable driving record.
Must be a licensed Agent with the State of Michigan in Accident Health & Life insurance.
Additional Information
Organization: HAP (Health Alliance Plan)
Department: Med Sales Oper & Retention
Henry Ford Health Location: HAP (Health Alliance Plan)
Shift: Day Job
Union Code: Not Applicable
Additional Details
This posting represents the major duties, responsibilities, and authorities of this job, and is not intended to be a complete list of all tasks and functions. It should be understood, therefore, that incumbents may be asked to perform job-related duties beyond those explicitly described above.
Overview
Henry Ford Health partners with millions of people on their health journey, across Michigan and around the world. We offer a full continuum of services - from primary and preventative care to complex and specialty care, health insurance, a full suite of home health offerings, virtual care, pharmacy, eye care and other health care retail. With former Ascension southeast Michigan and Flint region locations now part of our team, Henry Ford's care is available in 13 hospitals and hundreds of ambulatory care locations. Based in Detroit, Henry Ford is one of the nation's most respected academic medical centers and is leading the Future of Health: Detroit, a $3 billion investment anchored by a reimagined Henry Ford academic healthcare campus. Learn more at henryford.com/careers .
Benefits
The health and overall well-being of our team members is our priority. That's why we offer support in the various components of our team's well-being: physical, emotional, social, financial and spiritual. Our Total Rewards program includes competitive health plan options, with three consumer-driven health plans (CDHPs), a PPO plan and an HMO plan. Our team members enjoy a number of additional benefits, ranging from dental and eye care coverage to tuition assistance, family forming benefits, discounts to dozens of businesses and more. Employees classified as contingent status are not eligible for benefits.
Equal Employment Opportunity/Affirmative Action Employer
Equal Employment Opportunity / Affirmative Action Employer Henry Ford Health is committed to the hiring, advancement and fair treatment of all individuals without regard to race, color, creed, religion, age, sex, national origin, disability, veteran status, size, height, weight, marital status, family status, gender identity, sexual orientation, and genetic information, or any other protected status in accordance with applicable federal and state laws.
