Job description
Responsible for the retention and growth of the Medicare line of business (both Individual and Group) accounting for more than $400 million in annual revenue. Support membership growth through the development and implementation of process improvements for both new sales (group and individual) and the employer group renewal process. 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 for both internal and external agents and agencies.
PRINCIPLE DUTIES AND RESPONSIBILITIES:
1. Refine and monitor key performance indicators (KPIs) for the Auto Accounts Unit. Identify and escalate any areas of performance that fall outside of expected levels to sales leadership and senior management. Collaborate with sales team on possible solutions to any performance gaps.
2. Maintain sales policies and procedures insuring that they are updated with new or revised regulations.
3. Conduct annual training (or as needed) with all sales agents as required by CMS.
4. Conduct continuous reviews / audits on sales agents and agencies.
5. Develop, maintain an up to date calendar of events for all agents and insuring that the appropriate notification is filed with regulatory agencies.
6. Collaborate with account executives; sales leadership and planning and marketing support to assure that Request for Proposal (RFP) responses are accurate, complete, timely and compelling to the employer group, consultants and agents.
7. 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.
8. Identify opportunities for sales and product training and work with sales leadership and organizational development to provide necessary training for existing team and develop standardized training process for new employees within the sales and marketing department.
9. 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.
10. Conduct in person sales meetings with both individual agents and agencies within assigned territory.
11. 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.
12. Perform other related duties as assigned.
EDUCATION/EXPERIENCE REQUIRED:
- Bachelor’s Degree or an additional six (6) years of relevant experience may be considered in lieu of the degree requirement.
- Minimum of 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).
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.
Skills and Abilities:
- Demonstrated leadership skills
- Excellent written and oral communication skills
- Strong presentation skills
- Strong 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 Power Point
Must possess the following personal qualities:
Ÿ Be self-directed
Ÿ Be flexible and committed to the team concept
Ÿ Demonstrate teamwork, initiative and willingness to learn
Ÿ Be open to new learning experiences
Ÿ Accepts and respects diversity without judgment
Ÿ Demonstrates customer service values
PHYSICAL DEMANDS/WORKING CONDITIONS:
- Normal office environment with minimal exposure to noise, dust, or extreme temperatures
- Sedentary – Exerts up to 10 lbs. of force occasionally to lift, carry, push, pull, or otherwise move objects, including the human body - involves sitting most of the time, but may involve walking or standing for periods
- Talking – Expressing or exchanging ideas by means of the spoken word
- Hearing – Perceiving the nature of sounds
- Travel – Frequent travel including overnight stays
- Must be able to work off-hours and extended hours as necessary
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
Under the leadership of President and CEO Robert G. Riney, Henry Ford Health is a
$6 billion integrated health system comprised of six hospitals, a health plan, and 250+ sites
including medical centers, walk-in and urgent care clinics, pharmacy, eye care facilities and
other healthcare retail. Established in 1915 by auto industry pioneer Henry Ford, the health system
now has 32,000 employees and remains home to the 1,900-member Henry Ford Medical Group, one
of the nation’s oldest physician groups. An additional 2,200 physicians are also affiliated with the
health system through the Henry Ford Physician Network. Henry Ford is also one of the region’s
major academic medical centers, receiving between $90-$100 million in annual research funding and
remaining Michigan’s fourth largest NIH-funded institution. Also an active participant in medical
education and training, the health system has trained nearly 40% of physicians currently practicing
in the state and also provides education and training for other health professionals including nurses,
pharmacists, radiology and respiratory technicians. visit HenryFord.com.
Benefits
Whether it's offering a new medical option, helping you make healthier lifestyle choices or
making the employee enrollment selection experience easier, it's all about choice. Henry
Ford Health has a new approach for its employee benefits program - My Choice
Rewards. My Choice Rewards is a program as diverse as the people it serves. There are
dozens of options for all of our employees including compensation, benefits, work/life balance
and learning - options that enhance your career and add value to your personal life. As an
employee you are provided access to Retirement Programs, an Employee Assistance Program
(Henry Ford Enhanced), Tuition Reimbursement, Paid Time Off, Employee Health and Wellness, and a whole host of other benefits and services. Employee's 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.
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