Segment President, Western PA

This role is responsible for the strategic activities related to Special Accounts, Large Group Markets, and New Sales in terms of profitability and membership. The position involves developing and executing the vision, sales plans, strategic objectives (e.g., overall enrollment and revenue growth targets), policies, procedures, and distribution channels that support the Organization’s corporate objectives. The incumbent provides leadership and direction to the division, overseeing sales efforts for new sales, account management, and brokers/agencies to ensure high proficiency and positive bottom-line results. The focus is on the acquisition, retention, and profitability of local accounts, broker relationships, and exploring new distribution channels. The role directs professional staff to accomplish western regional sales plans aligned with corporate objectives and is indirectly responsible for addressing issues in other internal departments (e.g., claims, customer service, enrollment) that impact the region.

Responsibilities

• Development of Sales Structure:
  • Ensure the acquisition, retention, and profitability of local account business.
  • Provide strategic leadership in developing and implementing sales strategy and structure for the Western Regional Markets, including enrollment and profitability targets, sales plans, policies, and procedures.
  • Ensure the acquisition of ancillary business.
• Financial Management:
  • Responsible for the financial management of the corporation’s Regional Markets.
  • Ensure the division’s strategy is financially viable and profit targets are obtained.
• Broker/Associations:
  • Ensure effective management of associations and brokers.
  • Align brokers' selling strategies with the Organization’s philosophy by establishing and maintaining positive relationships, monitoring broker activities, and setting performance standards to grow local business.
  • Develop incentive strategies for brokers to sell Highmark products.
  • Find means to control and optimize broker performance.
• Distribution Channels:
  • Explore new distribution channels for the Organization’s products through strategic and practical planning.
• Product Mix:
  • Ensure the appropriate mix of products and services is available to serve the Organization’s Regional Markets.
  • Develop strategies to capture market share if the Organization is not meeting market needs, including the sale of subsidiary products.
• Other duties as assigned or requested.

Requirements

• Bachelor’s Degree (required).
• Master’s Degree in Business Administration (MBA) (preferred).
• 7 - 10 years of experience in Sales Management (required).
• PA Producer’s Licenses in Accident, Health, and Casualty (required; must be obtained within 90 days of hire if not already held).
• PA Producer’s License in Life (preferred).

Skills

• Strong financial and planning skills.
• Multi-year sales experience, including multi-site account and sales management experience.
• Broad background in sales and knowledge of general insurance principles, indemnity, and managed care products.
• Technical experience in underwriting, care management, and time tracking.
• Sales and financial aptitude, with knowledge of customer needs and market trends.
• Extensive knowledge of Highmark products, including ancillary products.
• Demonstrated experience in budget management, resource management, and strategic planning.
• Excellent oral, written, and presentation skills, as well as conceptual and analytical skills.
• Ability to take charge of and be accountable for planning and developing Regional Accounts strategies while meeting corporate deadlines and objectives.

Schedule

• Position Type: Office-based.
• Travel: 0% - 25%, including regular travel from the office to various work sites or site-to-site.
• Occasional out-of-office work for selling products/services (for sales employees).
• Physical work site required: Yes.
• Lifting: Frequently up to 10 pounds.