Manager Union and Association Sales and Engagement

GEHA (Government Employees Health Association, Inc., pronounced G.E.H.A.) is a nonprofit member association that provides medical and dental benefits to more than two million federal employees and retirees, military retirees and their families. We celebrate diversity and are committed to creating an inclusive environment for all employees.

GEHA has one mission: To empower federal workers to be healthy and well.

Offering one of the largest medical and dental benefit provider networks available to federal employees in the United States, GEHA empowers health and wellness by meeting its members where they are, when they need care. We serve our members with products they value and a personalized customer experience, sustained by a nimble and efficient organization. 

As the Manager of Sales and Engagement, you will be instrumental in driving sales and growth initiatives with our Federal employee, Federal retiree/annuitant and Military retiree health plan. This position requires an experienced professional with a solid background of building and managing a high functioning team focused on the acquisition and development of new accounts and partners, growing senior level relationships in those accounts with a particular focus on Unions and other key Associations.

SKILLS

Key Responsibilities:

Team Building:

• Build a team focused on developing new relationships and maintaining existing relationships with select Associations, Resource Groups and Unions focused on federal government agency, employee and annuitant support, to enable and generate new business and to penetrate and retain existing business in support of established sales goals.
• Recruit, Hire, train and support team in the management of relationships with new key partners focusing on Associations and Unions, to expand GEHA and our market presence.

Engagement:

• This role will work closely with marketing to build out B2B marketing and engagement programs and drive new engagements, preferably through a virtual delivery model to expand our exposure and reach with the FEHB, PSHB and FEDVIP markets.
• Develop and implement comprehensive virtual B2B marketing strategies targeting key associations, unions and federal employee affinity/resource groups.
• Build strong and lasting relationships with key organizations, at multiple levels, to ensure we are exceeding expectations and building on our relationships to grow the business.
• Drive initiatives to upsell and cross-sell additional access and engagement services to existing and new agency and agency related partners.
• Build relationships with customers across all federally focused associations and select unions, focusing on access to key resources at higher levels in the organizations, through a new digital first engagement model allowing broader access to heavy remote work environments.
• Lead the launch of new benefits programs, working closely with cross-functional teams to ensure successful implementation and adoption.

Market Analysis and Strategy:

• Stay abreast of industry trends, competitive landscape, and regulatory changes affecting the Federal health plan sector.
• Conduct market research to identify opportunities for growth and develop strategies to capitalize on market dynamics.
• Take on responsibilities for the following areas in Inside Sales: planning and forecasting, budgeting, commissions and incentive reporting, sales research, trend reporting, and analysis.

Creative Messaging:

• Develop compelling and tailored messaging that resonates with targeted Associations and Union partners by collaborating with the marketing team to create impactful content, including blog posts, whitepapers, and case studies, to support outreach efforts.
• Co-collaborate to create marketing collateral and presentations that effectively communicate the value proposition of new programs to targeted associations, unions, and federal employee affinity/resource groups.

Relationship Building:

• Build and maintain strong relationships with Administrative Benefit Officers through regular communication and engagement.
• Identify opportunities for partnerships, sponsorships, and collaborative initiatives to enhance relationships with key stakeholders.

Qualifications:

• Proven experience in B2B sales, engagement and relationship building with a focus on virtual marketing strategies.
• Strong understanding of administrative benefit programs and the challenges faced by Administrative Benefit Officers.
• Excellent communication and presentation skills, with the ability to tailor messaging for different audiences.
• Creative thinker with the ability to develop innovative marketing programs.

Education and Experience:

• Bachelor’s degree in Marketing, Business, or a related field.
• Requires 5 years of health care or health insurance related business development and account leadership experience.
• Minimum requirement of 5 years of people management experience.
• Proven experience in a senior to mid-level leadership role, preferably in the healthcare or insurance industry.
• Strong relationship-building skills, particularly with C-Suite and Senior level leaders.
• Analytical thinker with the ability to analyze market trends and develop effective growth strategies.
• Excellent communication and negotiation skills.
• Experience managing teams to accomplish goals.
• Proven experience collaborating in highly matrixed environments.

Work-at-home requirements

• Must have the ability to provide a non-cellular High Speed Internet Service such as Fiber, DSL, or cable Modems for a home office.
• A minimum standard speed for optimal performance of 30x5 (30mpbs download x 5mpbs upload) is required.
• Latency (ping) response time lower than 80 ms
• Hotspots, satellite and wireless internet service is NOT allowed for this role.
• A dedicated space lacking ongoing interruptions to protect member PHI / HIPAA information

How we value you

• Competitive pay/salary ranges
• Incentive plan
• Health/Vision/Dental benefits effective day one
• 401(k) retirement plan:  company match – dollar for dollar up to 4% employee contribution (pretax or Roth options) plus a 6% annual company contribution   
• Robust employee well-being program
• Paid Time Off
• Personal Community Enrichment Time
• Company-provided Basic Life and AD&D
• Company-provided Short-Term & Long-Term Disability
• Tuition Assistance Program

Please note that the salary information is a general guideline only.  GEHA considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s work experience, education/training, key skills, internal peer equity, as well as, market and business considerations when extending an offer.

The annual base salary range for this position is $113,046 - $159,354 USD.

GEHA is an Equal Opportunity Employer, which means we will not discriminate against any individual based on sex, race, color, national origin, disability, religion, age, military status, genetic information, veteran status, pregnancy, marital status, gender identity, and sexual orientation, as well as all other characteristics and qualities protected by federal, state, or local law. GEHA will not discriminate against employees or applicants because they have inquired about, discussed, or disclosed their compensation or the compensation of another employee or applicant. We are committed to creating an inclusive environment for all employees. Our diversity drives innovation deepens connections and strengthens our organization.

GEHA is headquartered in Lee's Summit, Missouri, in the Kansas City area. We recognize the importance of balance and flexibility and offer hybrid and work-from-home options for many of our roles.