Job Information
Kaiser Permanente Senior Director, Kaiser Permanente On-The-Job (KPOJ) Sales & Account Management in Oakland, California
Please Note: This is a remote role. Open to candidate consideration in any KP location (CA, OR, WA, CO, GA, DC, MD, VA, IL, and HI)
Job Summary:
The KPOJ Sales & Account Management leader is responsible for growing the KPOJ line of business through teams of sales and account managers who acquire, retain and grow occupational health customer relationships on behalf of the organization. The KPOJ Sales & Account Management leader is also responsible for leading the development of new opportunities including the expansion of the KPOJ business line. The KPOJ leader works in partnership with the KPOJ product leader to set strategy for the line of business and to partner on operational areas that secure the health of the business. The KPOJ leader also looks for partnership opportunities to promote the health plan and encourages the KPOJ sales and account management teams to do the same. The KPOJ leader maintains and grows critical customer relationships and develops and maintains important clinical and operational leader relationships with the KPOJ clinics. The successful candidate will have proven, strong leadership and collaboration skills, proven success in sales and account management and be knowledgeable about integrated, value-based care delivery. Knowledge of workers compensation and experience with occupational health is highly valued.
Essential Responsibilities:
Leads the team to execute established strategy.
Provides leadership, vision and direction to achieve new group membership enrollment and margin targets.
Identifies resources needed for the team to achieve organizational performance goals.
Creates and model a coaching culture that supports continuous growth and development at all levels.
Effectively leverages KPs Manager Coaching Program to support team development and sales excellence.
Develops, implements, and directs sales strategy that will achieve new business membership goals including collaborating with various internal and external partners to develop these strategies.
Provides overall direction and coordination of support resources for all Sales housed and working in their geographic area/line of business responsibility and in concert with all regions where appropriate.
Proposes and executes policies and programs to achieve maximum sales volume potential for Kaisers products and/or services.
Manages success of new, complex distribution channels including Brokers, Navigators, Assistors as well as Direct Sales channels to achieve membership, margin and market-share targets.
Provides input on product development, as it relates to market opportunities and overall strategy. Contributes to product positioning, pricing, distribution and marketing strategy of all existing and new services.
Coordinates KP external messaging to all channels through the development and implementation of plans that achieve sales objectives integrated across communications functions, and consistent with National and Local strategies.
Maintains direct market visibility with consultants, brokers, business community leaders and target prospects. Positions the organization by building external relationships with key customers and channels.
Gain KP-wide consensus on strategic direction for Exchanges under Health Care Reform and insure that implementation and launch of this transformational work is successful.
Leads the optimization and collaboration in the development and execution of all strategic and tactical plans to achieve growth potential and optimal business partnership in each account.
Accountable for ensuring budget for department/team stays within allocated budget/costs targets.
Ensure a high level of service is provided to group customers and their brokers, agents and advisors.
Ensures that effective controls are developed and maintained to ensure the achievement of outcomes for the team.
Minimum Qualifications:
Minimum ten (10) years of experience in sales, marketing, business development, and/or account management of which six (6) years must have been spent in a direct management capacity.
Minimum eight (8) years of the above experience in the healthcare or insurance industry or sales related industry.
If Occupational Health: Minimum eight (8) years of the above in the workers compensation industry.
Bachelors degree in marketing, finance, business administration OR four (4) years of experience in sales, marketing, business development, and/or account management.
If Occupational Health: Bachelors degree in finance, business administration, hospital administration, risk management and insurance, nurising OR four (4) years of experience in workers compensation claims and/or occupational health service sales.
Accident and Health Insurance License (in location where applicable) within 3 months of hire
Additional Requirements:
Demonstrated track record of successful recruitment, selection and development of sales/account management staff.
Experience using effective verbal and written communication skills.
Experience in strong interpersonal, public presentation, and persuasion skills.
Possesses negotiation, consulting skills with facility to interact and influence senior leaders.
Possesses complex problem solving skills, a high degree of business acumen and ability to influence change across all functional areas of the organization.
Advanced proficiency and understanding of the health care industry and market dynamics and trends for all health care products.
Demonstrated proficiency to interpret and communicate laws and regulations related to health care.
Demonstrated understanding of medical management operations and strategies in health care facilities and field.
Demonstrated understanding of competitors strengths, weaknesses and strategies.
Demonstrated ability to keep current with changes, proposed or threatened, of Federal and State laws, regulations,contracts and rulings related to health care.
Demonstrated experience effectively work cross-functionally across the organization and externally with members, State policy makers and regulators, key community agencies/influencers, employers/brokers.
Demonstrated experience in proactively driving policy and responding to developments, new requirements and new legislation imposed by agencies.
High level of proficiency to plan effectively in an uncertain and volatile environment; to develop strong relationships both internally and externally to effect changes needed.
Demonstrated expertise in handling difficult client issues related to health plan services, policies and procedures. Demonstrated experience in proactively responding to developments and new requirements imposed by Federal and State agencies.
If Occupational Health: In-depth knowledge of workers compensation industry and market dynamics and trends for all health care products.
If Occupational Health: Ability to interpret and communicate laws and regulations related to workers comp Labor Code, DWC Rules and Regulations and MPN (medical provider network).
COMPANY: KAISER
TITLE: Senior Director, Kaiser Permanente On-The-Job (KPOJ) Sales & Account Management
LOCATION: Oakland, California
REQNUMBER: 1276516
External hires must pass a background check/drug screen. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with Federal, state and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran, or disability status.