Vice President, Small Business Key Account Sales - Hybrid Charlotte, NC

About the role

This Sales Leadership position is responsible for achieving membership, revenue and profitability objectives for the North and South Carolina Health plan for employer groups from 2-5000 employees. This leader's responsibility includes leading the Sales Staff and managing the distribution channel of the company's products and services of our core Medical, Specialty and Rx business. This role will lead the development and execution of the annual sales Market Business Plan for Small Business and Key Accounts segment.

Responsibilities

• Designs and implements sales strategies for all products and platforms for both UnitedHealth Care and Third Party Administrator business
• Establishes management and control processes for proposals, RFP and all quote activity
• Develops unique strategies and best practices and works to implement those based on local market conditions (North and South Carolina)
• Balances growth and profitability to achieve maximum short-term and long-term market objectives
• Recruits, leads, develops, retains and organizes the sales team with an emphasis on achieving targets
• Maximizes team efficiency and develops new team constructs in a rapidly changing environment
• Develops long-term strategic direction for the entire sales team
• Accountability for executing sales strategy to attain business results
• Maintains ongoing business plan performance throughout the year
• Develops broker compensation and incentive programs to drive partner performance and achieve health plan goals. Continuously assesses if programs are effective, recommends and executes on changes as needed
• Possesses expert consultative skills
• Determines business solutions that align with the goals of the organization
• Possesses solid communication skills, both written and verbal
• Deploys strategies around total cost of care improvement
• Visibility in the community
• Capable leader of membership forecasting
• Relationship Building - Perceived as a leader in the market and potentially the region as well as to external market and within UnitedHealthcare. Possesses the ability to build and maintain solid internal relationships and works well in cross-functional teams and with matrix partners. Has demonstrated aptitude to build trusting relationships. Solid consultative sales skills. Has ability to move a prospect through the Key Account sales process. Ability to present solid and persuasive arguments for consideration. Solid presentation skills using company incorporated techniques. Personal involvement in developing large, strategic prospective clients and personal relationships with the C-suite within our largest clients
• Influence Skills - Ability to influence and negotiate complex situations. Ability to influence sophisticated customers and brokers/consultants. Ability to orchestrate and lead a diverse and complex team sale. Ability to develop effective plans for achieving the goals of the organization. Ability to develop trusted relationships with leaders of internal UHC functional areas and appropriately influence their support for the local markets
• Product Knowledge - Detailed understanding of UnitedHealthcare products, platforms, services and solutions including ancillary product lines. This role will influence new product development and will identify new products that will drive profitable growth for the organization
• Healthcare Knowledge - In-depth industry healthcare knowledge understands important trends. Working knowledge of medical and pharmacy management, clinical operations and network management strategies. Strives to understand goals, operating principles, strategies and competitive position of UnitedHealthcare
• Financial and Underwriting - Understands financing methodologies and strategies. Thorough knowledge of underwriting principles and practices. Can explain and justify financial projections for all product funding types. Understands the drivers of administrative costs and plan liabilities. Develop tightly collaborative, trust-based relationships with underwriting leadership to jointly make the best decisions to profitably grow the business over time
• Internal Operations and Capabilities - Understands company's data and reporting capabilities. Ability to navigate internal departments to produce positive service results for clients and the company. Must be able to maintain extensive knowledge of internal resources, roles/responsibilities and processes
• Personal Attributes - Consistent performer. Ability to team/partner with key stakeholders, internally and externally. Solid leadership skills and ability to lead teams, while executing on the UHC culture. Highly effective strategic planning abilities. Consistently demonstrates flexibility, resiliency, and self-awareness. Exhibits a high level of emotional intelligence. Excellent planning and organization skills. Complex problem-solving ability. Ability to multi-task; ability to quickly grasp new ideas and products. Very solid communication skills (written & verbal). Challenger of the status quo to lead and influence the market for the benefit of our customers and distributors

Qualifications

• Sales Insurance License maintained by law
• 8+ years of successful healthcare insurance sales experience
• 5+ years proven experience with all financing methodologies and strategies (fully insured, self-funded, level-funded)
• Demonstrated experience assessing talent and addressing development needs
• Demonstrated experience in selling or managing a sales team responsible for employer groups from 2-5000+
• Demonstrated success managing broker/consultant relationships and geographical assignments
• Ability to travel as required, up to 30%
• Driver's License and access to reliable transportation

Benefits

Our mission of helping people live healthier lives extends to our team members. Learn more about our range of benefits designed to help you live well.