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Stop Loss Strategy & Business Development, Senior Principal

Posted on Apr 10, 2021 by Blue Shield of California

Rancho Cordova, CA 95741
IT
Immediate Start
Annual Salary
Full-Time


Market Leadership Alignment 40%
Must have expertise in market growth strategies
Expertise in the development of business plans to support Stop Loss growth and OI targets
Expertise in distribution models and unique channel opportunities
Target case strategy development
Provide leadership in the development of goals and sales incentive strategies
Detailed, data-driven market analysis (product, competitor, sales & retention activity) - emphasis on data and reporting
Producer Relationships - 10%
Required to conduct Broker presentations, road shows, entertainment
Potential producer identification, development and consultative engagement
Development of broker incentive programs
Leveraging relationships to develop new partnerships and sales
Partner with medical sales organization on joint producer opportunities
Develops and maintains strong relationships with producers
Enlists support of sales management in building client relationships as appropriate
Understands the underlying needs of producers and employers; creates solutions to meet needs
Introduces and engages the sales and account teams in the producer relationship
Develops and manages capabilities presentations
Serves as internal point of contact for Stop Loss related producers, lines of business sales executives, and responds to new business questions
Leads efforts to educate producers and their staff on BSC products, services, capabilities, healthcare industry trends, etc.
Utilizes strong producer relationships to positively impact new sales, renewals and retention
Facilitates sales team information sharing and focuses on serving the producer's needs by coordinating regular meetings and other necessary communication and activities
Closing Activities - 10%
Capable to prepare for Large & Premier groups teams presentations, for new/renewal finalist support & strategies,
Provides support/expertise into channel partnership negotiations and development, including GA, exchange and TPAs
Leadership, Influence & Relationship Management - 40%
Highly capable to provide influence on Product, pricing, business process, design and marketing strategies
Detailed market and competitor analysis
Partner with product, marketing, sales and underwriting to advance Stop Loss product knowledge & to develop support for growth strategies
Relationship development/mgmt. with key internal operational partners (eg clinical care teams, pharmacy, customer experience & Installation & Billing (I&B), technology team (I.T.)
Assist with sales & underwriting negotiation and decision-making process (understanding risk assessment, clinical and pharma impacts, lasers, long-term pricing strategy).
Coordinate with underwriting on acquisition and retention pricing strategies to deliver sustained profitability supporting target case strategy
Identify desired financial and risk profiles for long term target case strategy in partnership with underwriting.
Assist and support existing and prospective book of business governance.
Propose and support modeling of innovative pricing and coverage policies (eg transplants, lasers, specialty RX, etc)
Coordinate with underwriting on acquisition and retention pricing strategies to deliver sustained profitability supporting target case strategy
Commercial sales team mentor, leadership and development
Leveraging Salesforce and Tableau for relevant actionable data and reporting
Proactive communicator and connector across lines of business
Achieves high levels of producer satisfaction and loyalty
Develops solutions to a variety of problems of moderate scope and complexity
Evaluates existing and evolves/develops new guidelines and work processes for consideration by leadership


Qualifications


The successful candidate will have a bachelor's degree and preferably a graduate degree or equivalent experience and minimum 10 years prior relevant experience, including 6 years of management experience is required
An active life insurance license is required
Healthcare knowledge
7-10 years sales experience in the group employer market segment, preferable to have 4-6 years in a sales leadership role or comparable experience consistent with leading and driving positive market share growth and market perception
Track record of building strong relationships with customers and consultants, preferably in California
Known and respected in the California market
Prior track record demonstrating success at growing and retaining market segment membership
In-depth knowledge of the goals, strategies, and competitive position of Company
Demonstrated knowledge of health care benefit plans and contracts
Knowledge of producer community, underwriting, network management, medical management and the health care market
Product knowledge
Detailed knowledge of Stop Loss and
Detailed knowledge of Ancillary products
Financial and underwriting
Strong knowledge of financing methodologies and strategies
Full knowledge and compliance with BSC underwriting practices and processes
Demonstrated ability in analytical thinking and math skills
Interprets rate calculations and can explain them to customers
Ensures the business is profitable and sustainable
Proficient in the different financial models for ASO, flex, self-funding and fully insured
Internal operations and capabilities
Strong knowledge of BSC on-line system capabilities, including but not limited to blueshieldca.com, Producer, Connection, Employer Connection, etc., and the flow of related information
Ability to work with many different functional groups, navigating BSC internal departments for consistent and positive results for customers and the company
Deep knowledge of internal people, roles and processes
Comply with attendance at internal meetings and providing consultative/measurable input to the Rhythm of the Business review




Reference: 1161338378

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