Director Sales-New Business & Consulting Firm Relations

The Director of Sales and Consulting Firm Relations role leads our National new business sales efforts and is responsible for maintaining and cultivating strong relationships with our channel partners.  This role is responsible for developing and executing sales strategies, identifying and pursuing new business prospects directly and building strong relationships with national consultants, brokers, clients, and stakeholders.  

Responsibilities:

·        Provides strategic leadership and oversees the development and implementation of sales strategies to capitalize market opportunities, drive competitive advantages, while creating dynamic RFP responses and finalist meetings to ensure sales goals are achieved.

·        Manages the development of the prospect strategy, identifies and pursues new business opportunities.

·        Develops data-driven solutions for prospects to drive results.

·        Creates and executes plans to achieve segment sales targets and objectives.

·        Directs sales team with a focus on training, coaching, and developing sales representatives to achieve their goals.

·        Responsible to oversee the development and delivery of strategic and consultative presentations for potential customers.

·        Maintains understanding of the competitive landscape and identifies opportunities to gain market share. 

·        Fosters collaboration with internal departments and leaders to effectively establish and implement strategies.

·        Responsible for cultivating, developing and leading relationships with national consulting houses and national regional brokers at both the regional and national levels across the enterprise. Accountable for leveraging these relationships nationally to create stronger partnerships, increase enterprise visibility and presence, and align strategies to compete in the marketplace more effectively.

·        Leads discussions and highlights capabilities to consultants/brokers across the product continuum; educate identified parties about the nuances of core and non-core products.

·        Coordinates with subject matter experts from Blue Cross Blue Shield Association (BCBSA) and Consortium Health Plans for training and development of sales and retention teams as well as Consultants and National Regional Brokers.

·        Manages Consultant Bonus Program, active with Consortium Health Plans and supporting the respective Independence Consortium Board Member, Sales Leadership Committee Member (SLC), and AMAC (Account Management), and participate in the appropriate BCBSA National Client initiatives.

·        Oversees the development and execution of Consultant Advisory Forum and Consultant Advisory Focus Group activities with Executives sponsors. 

·        Must maintain active sales license and ensure staff maintains active sales license.

 Qualifications:

·        Bachelor’s degree in Business, Risk Management, Finance, Marketing, or related field or equivalent work experience required.

·        Minimum of 10 years’ progressive experience in a sales environment, preferably within a health or managed care organization where financial analysis and building relationships are essential. 

·        Ability to develop and implement effective sales strategies.

·        Excellent oral and written communication skills; demonstrated ability to develop and deliver presentations.

·        Strong experience in negotiation of contracts and in-depth financial acumen.

·        Previous experience managing and motivating staff to high levels of productivity.

·        Strong strategic, analytical, and planning skills.

·        Demonstrated relationship building skills and ability to interact with all levels.

·        Working knowledge of Microsoft Office Suite and CRM systems.

·        Active PA State Sales License Accident and Health (or other applicable state) required or obtained within 60 days of hire into the position.

·        Candidates must have a valid driver’s license, reliable car and must have a cell phone.

·        Extensive out of area travel is required for this position.

·        Familiarity with the healthcare industry trends and regulations is beneficial.

·        Non-compete required