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Permanente is moving to a virtual recruitment process including
telephone and video interviews to help ensure the health and safety
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Continually focused on advancement and improvement, our
innovative sales and marketing professionals anticipate and respond
to the ever-changing demands of our customers, members, regulators,
and the marketplace.
Senior Vice President, California Sales and Account Management
Location: Oakland, CA Job Number: 886353 Date posted: 05.20.2020
Submit Interest Description: The Senior Vice President, CA Sales
Management is responsible for leading sales and account
for more than 65,000 California group purchasers and over 9
Permanente members. This position is accountable for a staff of
people who represent CA group business and growth in all
Small Group, Large Group, Strategic, National, Labor and Trust,
Individual, Occupational Health, and Broker/Channels. S/he is
for achieving/exceeding annual targets for membership, revenue
and margin for
the Northern and Southern California KP Regions/Markets. This
provide strategic leadership and direction to position Kaiser
success in future years, and is an important member of Northern
and Southern CA
KP leadership teams.
This position reports to the SVP, Health Plan Operations. The
SVP Sales and Account Management works closely and is accountable
to the SVP, National Accounts and the SVP, Health Plan Operations
for the regions outside California. These three SVPs play a
critical role in goal setting and improving performance of our
enterprise sales and account management functions
The Senior Vice President, CA Sales and Account Management is
responsible for leading sales and account management activities for
more than 65,000 California group purchasers and over 9 million
Kaiser Permanente members. This position is accountable for a staff
of approximately 730 people who represent CA group business and
growth in all segments, including: Small Group, Large Group,
Strategic, National, Labor and Trust, Medicare, Individual,
Occupational Health, and Broker/Channels. S/he is also accountable
for achieving/exceeding annual targets for membership, revenue and
margin for the Northern and Southern California KP Regions/Markets.
This position will provide strategic leadership and direction to
position Kaiser Permanente for success in future years, and is an
important member of Northern and Southern CA KP leadership
Essential Responsibilities: - This position is responsible
for improving Kaiser Permanente-s competitive position, sales and
account management capabilities, growth and financial performance.
This position will: Develop and achieve membership, revenue,
and margin goals for Group segments in collaboration with national,
regional, and functional leaders.
- Develop overall strategy for business lines in collaboration
with CA Sales and Account Management business line leaders and
Market Planning. Share market intelligence, strategy, and tactics
with enterprise sales leadership groups.
- Lead and oversee various Sales and Account Management
functions that support CA. This includes sales compensation and
rewards, broker and consultant incentives, communications,
promotion and functions that assure compliance with KP and
regulatory requirements. The execution of these functions must
leverage and coordinate with functional leaders or shared services
that support many or all market segments and regions.
- Support and/or lead the development of national or
multi-regional shared service capabilities that improve KP-s
competitive position and leverage organizational capabilities and
investments, consistent with the competitive and financial success
of the KP regions and the organization as a whole.
- Collaborate with SVP, Underwriting and Customer Analytics and
staff to develop and implement appropriate pricing strategies for
the market. Engage with Pricing leadership around complicated or
difficult pricing decisions for accounts.
- Be an effective and visible leader who is actively involved in
sales and account management of CA. Maintain active relationships
with major clients and benefit consulting firms throughout
California and the country to represent and promote KP.
- Act as a resource to and communicate regularly with Kaiser
Permanente Health Plan, Hospitals and Medical Group senior
leadership at a regional and national level to enhance awareness
and organizational responsiveness to customer and marketplace needs
- Lead and sponsor key initiatives, providing direction and
oversight of various functions that play a critical role in
supporting sales and account management for these segments and
throughout KP. These include: IT systems - The SVP will share
leadership responsibility for IT planning and development
activities related to current and future IT systems and investments
that support Sales, Account Management and Marketing. The SVP will
collaborate closely with the SVP Health Plan Business Technology
Solutions & Services, IT professionals, funding committee members
and others in this work; Training and development for our
market-facing workforce - The SVP will provide strategy and
direction for the content and approach to training for CA sales
staff using shared curriculum development and delivery resources
(e.g. Health Plan Workforce Development) as well as influence on
the overall KP training strategy for the MSSA
workforce; Marketing communications and business-to-business
promotion - The SVP will provide strategy and direction for the
communication and promotion plan for CA that is consistent and
aligned with KP-s overall communication and brand standards.
- Provide leadership for the selection, development and
motivation of CA Sales and Account Management leadership and staff
through: Improving and managing systems and processes that support
KP-s ability to attract, train, certify, support, reward, and
retain outstanding sales and account management
professionals; Participating in on-going talent review
processes to ensure the right people are doing the right job, and
that our practices and employees represent our commitment to
diversity and equal opportunity for all people; Modeling
leadership and support for training, performance development, and
talent management in collaboration with Health Plan Workforce
- Provide leadership direction and collaboration as an integral
part of the CA Health Plan Leadership Team by: Anticipating
key business, marketplace, and competitor dynamics, and developing
and implementing strategies that ensure growth and mitigate adverse
risk; Establishing clear business line goals and expectations
and executing a plan to meet those goals; Organizing and
engaging Kaiser Permanente senior leadership to work with key
accounts; Orchestrating internal resources for the development
of tools, processes, and venues to engage customers and
- Provide efficient resource stewardship and effective,
compliant management of vendors, contracts, and relationships.
- The position is based in California and may require frequent
travel to work with staff, customers, business partners, and KP
regional leaders. Basic Qualifications:
Experience - Minimum fifteen (15) years of progressive,
successful senior leadership experience in a large organization
with direct responsibility for sales and account management.
Education - Bachelor-s degree in business, marketing, or a related
field. License, Certification, Registration - N/A
Additional Requirements: - Extensive leadership experience in
successfully managing large, complex projects, programs, and
organizational initiatives involving multiple functions and
stakeholders. - Thorough understanding of drivers of
health plan profitability.
- Successful leadership experience in a large, complex, highly
regulated, geographically distributed organization with multiple
operating units. - Proven leadership experience working
across functional lines of a large, complex organization to deliver
on customer expectations.
- Demonstrated leadership ability in building and developing a
highly effective team and results-oriented environment.
- Seasoned ability to work with teams both as a leader and as
a member to break down barriers.
- Deep knowledge of the health plan / health benefits
marketplace; health plan operations; and sales and account
- Astute ability and desire to continually update that knowledge
by remaining connected to market developments and assimilate that
information with historical experience.
- Superior ability to develop others and to build a
high-commitment and results-oriented environment for staff.
- Proven success developing and implementing vision, values,
critical success factors, and goals.
- Excellent interpersonal, leadership, motivational,
negotiation, influencing, communication and conflict management
skills, including the ability to influence a range of stakeholders
who do not report to the individual.
- Demonstrated expertise in using financial, marketing, sales,
and other data to make or influence decisions.
- Demonstrated success in building strong, collaborative
relationships and effectively communicating and influencing a
variety of senior business leaders, subject matter experts, and
other internal/external partners.
- Demonstrated success in a shared-decision culture that is
highly regulated, while keeping work at its required pace.
- Master's degree or evidence of ongoing educational development
is highly preferred.
Primary Location: California,Oakland,Kaiser Center 300 Lakeside
St. Scheduled Weekly Hours: 40 Shift: Day Workdays: Mon-Fri Working
Hours Start: 8:00 am Working Hours End: 5:00 pm Job Schedule:
Full-time Job Type: Standard Employee Status: Regular Employee
Group/Union Affiliation: Salaried, Non-Union, Exempt Job Level:
Executive/VP Job Category: Sales and Marketing Department: Senior
Vice President, Health Plan Operations Travel: Yes, 50 % of the
Time Kaiser Permanente is an equal opportunity employer committed
to a diverse and inclusive workforce. Applicants will receive
consideration for employment without regard to race, color,
religion, sex (including pregnancy), age, sexual orientation,
national origin, marital status, parental status, ancestry,
disability, gender identity, veteran status, genetic information,
other distinguishing characteristics of diversity and inclusion, or
any other protected status.
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 and
state laws, as well as applicable local ordinances, including but
not limited to the San Francisco and Los Angeles Fair Chance
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