VP State Accounts Apply to This Job

Company: ExecuNet
Location: Oakland
Posted on: April 8, 2021

Job Description:

Remarks: This position is responsible for achieving/exceeding annual membership targets at sustainable revenue and margin in the Strategic Accounts market segment. S/he provides strategic leadership and direction to position Company for short-term and long-term success, including the recruitment, retention and development of top talent in the industry. A critical role for this position is to develop and/or enhance strong business relationships with customers, key consultants and other market influencers in this segment in order to ensure Companys collaboration, influence and strategic positioning in the health care marketplace. This position must lead complex engagements that occur on multiple levels and in different venues. S/he will be accountable for both California and Enterprise engagement, collaboration and execution. These engagements require the leader to demonstrate Companys value and that Company is a trusted partner;Managing these key relationships requires well-developed ability to influence all relevant stakeholders combined with executive presence, confidence, and communication skills. Provide Strategic Leadership for Market Segment

• Develop and achieve membership, revenue, and margin goals for the Strategic business segment in collaboration with national, regional and functional leaders.
• Lead the development and implementation of the strategic business plan for CA Strategic Accounts.
• Lead the development and execution of engagement strategies for the overall Strategic book of business, ensuring Companys role as trusted partner and industry expert.
• Work effectively with senior leaders, management and other business partners in Health Plan Operations as well as partnering with Permanente Medical Groups and Kaiser Foundation Hospitals to help meet customer needs through products, pricing, contract execution, data sharing and additional marketing activity to drive membership growth and financial performance within this segment.
• Establish and cultivate relationships with a network of major consultants, key business and health care industry leaders in order to ensure that Company's position and presence are integrated at appropriate leadership levels.
• Anticipate key business, marketplace and competitor dynamics and develop and implement strategies that ensure growth, mitigate adverse risk and differentiate Company in the market.
• Organize and engage Company senior leadership to work with key accounts.
• Collaborate with VPs and Directors of CA and National market segments (New Sales, Labor and Trust, National, Large Group, State) to create a common account management identity and account planning process across all of account management. Lead Regional and Enterprise Strategic Initiatives
  • Collaborate with enterprise leaders on the development and execution of a consultant strategy to expand and strengthen our relationships with these key marketplace influencers.
  • Utilize experience with customer/consultant meetings to inform enterprise strategies.
  • Ensure enterprise engagement with program-wide implications on all strategic initiatives.
  • Engage and collaborate with national and regional leadership across the enterprise. Coach and Develop Leaders and Staff
    • Participate in on-going talent review processes to ensure the right people are doing the right job, and identify performance issues.
    • Lead segment talent review process to accelerate development of high performers, bring others up to high performance standards, and prepare employees for key roles in succession planning.
    • Drive a performance/results-oriented culture.
    • Model a coaching culture that supports continuous growth and development for staff.
    • Collaborate with other managers within this business line to develop and implement coaching plans for all staff.
    • Allocate resources and work with Health Plan Workforce Development to support orientation, recruitment, hiring and training of staff to reinforce the importance of people to Companys success in the marketplace.
    • Create a work environment that is a magnet for top tier sales professionals to thrive.
    • Recruit, retain and develop top talent in the industry. Basic Qualifications: Experience
      • Minimum ten (10) years of experience in sales management, preferably in leadership roles in sales, marketing, or business development in the health care industry. Education
        • A Bachelors degree in business, marketing or a related field is required. License, Certification, Registration
          • N/A Additional Requirements:
            • Knowledge of the health plan/health benefits marketplace, and sales and account management. Ability and desire to continually update that knowledge by remaining connected to market developments.
            • Demonstrated expertise in using financial, marketing, sales, and other data to make or influence decisions.
            • Demonstrated interpersonal, leadership, motivational, negotiation, influencing, communication, and conflict management skills. Excellent oral and written communication, presentation, and public speaking skills.
            • Demonstrated success in a shared-decision culture that is highly regulated, while keeping work at its required pace. Preferred Qualifications:
              • A Masters degree or evidence of ongoing educational development is preferred.
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