VP, National Field Career Sales
Position Overview
The Vice President, National Field Career Sales is responsible for leading Humana’s direct-to-consumer sales engine, driving growth across Medicare Advantage, PDP, and ancillary products. This executive owns the full sales lifecycle — from demand intake through enrollment and retention — ensuring a high-performing, scalable, and compliant operation.
Key Responsibilities
Define and operationalize a multi-year sales strategy aligned to enterprise Medicare growth goals, ensuring the channel is positioned as a primary driver of acquisition and revenue.
Own the end-to-end sales funnel, including lead intake, routing logic, prioritization, and conversion optimization. Implement advanced segmentation and lead-scoring strategies to ensure the highest-value opportunities are prioritized and converted efficiently. Drive continuous improvement in speed-to-lead, contact rates, and close rates through data-driven insights and operational rigor.
Lead a large-scale sales organization, including both internal teams and external BPO partners, ensuring alignment to performance and quality standards. Establish a disciplined performance management system with clear metrics, coaching frameworks, and accountability structures. Build leadership bench-strength and scalable frontline management capabilities to sustain peak performance during high-volume periods.
Lead end-to-end planning and execution for Annual Enrollment Period (AEP) and Open Enrollment, including staffing models, training readiness, and operational contingency planning. Ensure seamless ramp-up and ramp-down of capacity while maintaining consistent performance and compliance standards. Conduct post-season analyses to identify performance gaps and implement improvements for future cycles.
Partner closely with Marketing and Digital teams to align lead generation strategies with sales capacity and performance expectations. Optimize lead mix, sourcing, and spend allocation to maximize ROI and conversion efficiency. Establish clear attribution models to track performance across channels and inform investment decisions.
Design and continuously improve the sales customer journey to ensure it is simple, personalized, and trust-building. Balance sales effectiveness with long-term customer satisfaction, retention, and brand trust. Identify and remove friction points across enrollment, verification, and onboarding processes.
Evolve the sales technology stack, including CRM systems, analytics platforms, and AI-enabled tools. Leverage data and technology to provide real-time insights, improve agent performance, and enhance decision-making. Partner with Technology teams to implement scalable, future-ready capabilities.
Own financial outcomes for the career sales channel, including revenue growth, cost per acquisition, and overall efficiency. Optimize workforce models across in-house and outsourced resources to balance cost, flexibility, and performance. Drive continuous productivity improvements while maintaining high-quality customer interactions.
Ensure strict adherence to CMS Medicare marketing guidelines, state regulations, and internal compliance standards. Oversee quality assurance, agent certification, and audit readiness processes. Promote a culture of compliant growth, where performance and integrity are equally prioritized.
Align career sales with digital, broker, and telesales channels to create a seamless and consistent consumer experience. Reduce channel conflict and ensure clear roles, responsibilities, and attribution across the omni-channel ecosystem.
Qualifications
15+ years of leadership experience in managing a direct team that cold calls and drives self-gen sales volume. Proven ability to lead National or large-scale, high-volume sales organizations with measurable results.
Strong financial, operational, and analytical capabilities. Experience in healthcare, Medicare, or other regulated industries preferred.
Proven ability to develop strategy, set and meet established targets, and effectively manage programs. Ability to synthesize complex information and communicate it to a wide variety of audiences including internal and external business partners.
Experience working with and supporting senior leadership to achieve strategic goals across the segment or enterprise-wide. Critical thinking skills to connect disparate dots and overcome ambiguity.
Data-driven operator with advanced proficiency in CRM, funnel analytics, forecasting, and sales productivity tooling (AI-enabled call guidance a plus).
Exceptional people leadership: culture builder, change leader, and developer of high-performing teams. Bachelor’s degree required; MBA or related advanced degree preferred.