Director Sales & Service - HNAS

Company :

Job Description : 

JOB SUMMARY

This job leads a team of sales and account service functions in meeting or exceeding sales, retention, persistency and profitability goals for his or her assigned division.  The incumbent is responsible for the development of innovative sales and service strategies and provides oversight to the development of sales/service priorities and objectives and territorial marketing plans.

This role is specifically looking for someone who has sold stop loss and has TPA experience.

ESSENTIAL RESPONSIBILITIES

• Perform management responsibilities including, but not limited to: involved in hiring and termination decisions, coaching and development, rewards and recognition, performance management and staff productivity.  Plan, organize, staff, direct and control the day-to-day operations of the department; develop and implement policies and programs as necessary; may have budgetary responsibility and authority.
• Participate in the Development and responsible for the execution of the Sales and service strategy. Provide direction and oversight on sales priorities and objectives and territorial marketing plans. Analyze market data and collaborate with the marketing department to develop and implement strategies to address market needs and increase market penetration. Analyze major competitor strategies, identify market opportunities, and monitor changing patterns of competition. Collaborate with Underwriting to develop innovative strategies to address sales challenges and opportunities. Actively participate in the development of new products and the planning of corporate-wide sales and marketing strategies. Communicate strategy and company vision to staff and to representatives as necessary. 
• Drive Sales within assigned division. Oversee and coach Sales and Account Service Managers and Directors on broker and consultant relationship management. Provide the tools, resources, and support to help each member of the management team to meet or exceed his or her sales, retention, persistency and profitability goals. Lead management team in identifying and capitalizing on cross-selling opportunities of non-dental insurance products.
• Oversee and coach Sales and Account Service Managers and Directors on broker and consultant relationship management.
• Oversee and coach Sales and Account Service Managers and Directors on broker and consultant relationship management.
• Provide the tools, resources, and support to help each member of the management team to meet or exceed his or her sales, retention, persistency and profitability goals.   
• Responsible for leading team in identifying and capitalizing on cross-selling opportunities of non-dental insurance products.
• Attend sales and marketing conferences, legislative briefings to retain current knowledge and develop networking opportunities.
• Other duties as assigned.

EDUCATION

Required

• High School Diploma/GED

Substitutions

• None

Preferred

• Bachelor's Degree in Business Administration/Management or related field

EXPERIENCE

Required

• 7 - 10 years in Sales or Sales Account Management

To include

• 5 - 7 years in Sales Management

Preferred

• 10 - 15 years in Sales in the Employee Benefits Industry

To include

• 7 - 10 years in Sales Management in progressively higher roles

LICENSES AND CERTIFICATIONS

Required

• State-specific Producer License Life, Accident & Health are required or must be obtained within 45 days of hire

Preferred

• None

SKILLS

• Demonstrated knowledge of dental insurance products, industry, marketplace and regulatory environment
• Strong customer orientation/focus skills
• Strong interpersonal and relationship building skills
• Excellent written and oral communication skills
• Excellent negotiation, influencing and presentation skills
• Strong problem solving skills
• Strong organizational skills
• Ability to interact effectively with senior level management

Language (Other than English)

None 

Travel Required

0%  - 25%

PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS

Position Type

Office-Based

Teaches / trains others regularly

Frequently

Travel regularly from the office to various work sites or from site-to-site

Frequently

Works primarily out-of-the office selling products/services (sales employees)

Frequently

Physical work site required 

Yes

Lifting: up to 10 pounds

Constantly

Lifting: 10 to 25 pounds

Frequently

Lifting: 25 to 50 pounds

Occasionally

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.

As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times. In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy.

Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements. 

Pay Range Minimum:

Pay Range Maximum:

Base pay is determined by a variety of factors including a candidate’s qualifications, experience, and expected contributions, as well as internal peer equity, market, and business considerations.  The displayed salary range does not reflect any geographic differential Highmark may apply for certain locations based upon comparative markets.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, age, religion, sex, national origin, sexual orientation/gender identity or any other category protected by applicable federal, state or local law. Highmark Health and its affiliates take affirmative action to employ and advance in employment individuals without regard to race, color, age, religion, sex, national origin, sexual orientation/gender identity, protected veteran status or disability. 

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