Senior District manager

About Blue Shield of California
As a leading provider of healthcare and insurance, BSC prides itself on being an innovative pioneer in the health services industry. Recently, the company has positioned itself to be an important player in California's effort to provide universal healthcare. The Senior District Sales Manager will be integral in the realization of BSC's mission, by finding creative ways to drive profitable growth across all product lines in a tough and very cost-conscious industry.

About the Labor, Public, and Strategic Accounts Group:

The Labor, Public and Strategic Accounts (LPS) unit was established in 2005 to increase Blue Shield's membership through the acquisition and retention of select public sector and Taft-Hartley Trust Fund groups.
The target market includes all union groups and public sector groups with 10,000 or more subscribers.

Products include Access+ HMO, Shield Spectrum PPO (both fully insured and risk sharing models), a fully insured POS program and a new shared adjudication product. The mission is to facilitate client retention and acquisition by
providing our members with outstanding customer service, clear marketing and benefits communication materials and creative cost-saving measures in order to drive loyalty to Blue Shield. LPS is the proud winner of the 2005 Pat Boone Spirit Award for its removal of obstacles to deliver unique and innovative solutions, taking risks to achieve tough assignments with high standards, relentlessly pursuing success by proactively driving action and remaining focused on our customers and members.

The Opportunity:
Senior District Manager, Labor, Public and Strategic Accounts

Reporting directly to the Director of Account Management, Labor, Public & Strategic Accounts, (LSP) the Senior District Sales Manager manages the LPS Sales team providing leadership for building relationships with brokers, consultants and employers leading to the growth of new members and retention of current members. This position will be responsible for the entire California sales staff.

The Senior District Sales Manager will lead a group of Sales Executives in the attainment of net retention, Operating Income, and Client Satisfaction goals. The Senior District Sales Manager will partner closely with LPS Vice Presidents, Directors, Underwriting, Sales Executives, and Account Managers to implement initiatives to assure local and statewide profitable membership growth.

Responsibilities
* Oversees the development of strategic accounts plans for the Account management teams to achieve their sales goals and long term objectives.
* Designs and implements initiatives and strategies to develop maintain and expand working relationships with appropriate brokers & consultants (sales & retention)
* Assesses and responds to customer needs, addresses complaints and resolves problems to drive business results.
* Oversees the successful sales and servicing of LPS group accounts, including regional open enrollment activities for book of business
* Evaluates short and longer term needs of clients. Develops proactive action plans.
* Recommends and implements marketing and benefit design strategies for account retention, persistency, and in-group business growth and cross-selling opportunities.
* Ensures that the entire product portfolio is leveraged for an assigned multi-site and local book of business
* Understand and communicate to the team the goals, strategies, and competitive position of Blue Shield.
* Plans, reviews and manages the department budget and approves all costs and expenses associated with the Account management team activities.
* Reviews completed point of sale executed documents, including letter of intent, banking agreements, performance guarantees, contracts, commission agreements, and group service agreements, assuring legal and regulatory
compliance
* Leads sales/renewal strategy planning sessions, meetings, or presentations with key customers, as appropriate
* Recommends, develops and provides opportunities for professional growth of staff
* Responsible for interviewing, hiring and training employees
* Plans, assigns, and directs work
* Participates in team and regional sales meetings
* Team sales strategies and activities produce significant profitable revenue/member growth results meeting or exceeding plan targets.
* Producer/employer satisfaction feedback scores meet or exceed plan goals.
* Annual operating income results meet or exceed plan levels.
* Team engagement scores meet or exceed desired results.
* Uses extensive knowledge of BSC operations and health care delivery systems to resolve complex service-related problems and issues impacting customer satisfaction.
* Ensures sales strategy is developed, communicated and followed by teams with results becoming learning outcomes for future success.
* Exceptions to underwriting guidelines for large accounts are successfully negotiated with win/win solutions.
* Barriers and pitfalls to effective sales efforts and activities are identified, resolved and/or re-engineered in a minimum of time and costs.
* Normally has decision making for a sales team(s) with many key accounts.

Individual Competencies:
Internal operations and capabilities
* Understand BSC on-line system capabilities and the flow of related information.
* Ability to work with multiple internal BSC departments for consistent and positive results for customers and the company.
* Excellent knowledge of internal people, departments, roles and processes.
* Complete understanding of the BSC sales process and procedures.

Sales Management
* Demonstrated leadership in Sales Management with a successful record of increasing responsibility and success in sales and/or account management responsibility.
* Proven track record of understanding customers and their underlying needs.
* Ability to cultivate deep and long lasting relationships, internally and externally.
* Sophisticated understanding of how to create a win-win solution in a conflict situation.
* Builds trust and employee engagement by disclosing accurate and relevant information through timely and concise communications to team members.

Leadership & Team Management
* Passionate about sales and building strong sales & service teams.
* Demonstrated ability to direct staff and to interact with all departments within the organization.
* Acts as a role model and coach's sales team in consultative selling and account management.
* Leads or participates in cross functional teams as necessary to solve complex business problems.
* Ability to manage and lead staff in office or remote working environments.
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