Manager Individual Medicare Sales Growth Initiatives
Emergent Holdings

The Manager,Individual Medicare Sales Strategic Growth Initiatives is responsible for supporting the sales staff to achieve new individual sales. This role is charged with developing and leading group to individual (G2I), individual to individual (I2I), provider marketing, community-based activities / alliances strategies and deployment. Under the guidance of Director, Individual Sales and Retention, the manager will build relationships within Senior Health Services (SHS) Health Plan Business (HPB), within BCBSM and other vendors and internal partners. Drives the development and execution of complex, effective sales and retention strategy, promotes key corporate initiatives, identifies service and policy setting strategies to optimize sales and retention targets. Ensures senior leadership is informed of the communities' attitude and market trends that impact the SHS individual sales channel and provides recommendations to effectively win business.

RESPONSIBILITIES/TASKS:

• Plans, organizes, forecasts, and manages new individual sales and annual retention activities in individual sales channel.
• Create essential training for both internal and external partners.
• Creates group to individual sales retention programs, manages promotion of the G2I program with sales teams and agency organizations to support individual product sales goals and objectives.
• Partner and collaborate with internal teams, provide strategic direction and oversight on prospective r to best position SHS to win and renew business.
• Maintains and promotes quality relationships with internal and external customers.
• Provide input for product and financial decisions to assist in winning new business and renew existing clients that contribute favorable margin and revenue to the business segments.
• Leads and/or participates in workgroups and task forces to complete special assignments and projects that improve client retention and drive new business sales.
• Coordinates with Health Plan Business sales leadership and sets priorities that maintain continuity in accomplishing the sales and membership growth goals and retention goals set for the enterprise.
• Identify and communicate market trends to senior leadership.
• Promote, attend and provide representation of SHS sales team representatives at agent, community functions, provider functions, and other BCBSM sales functions to promote Medicare products.
• Develop annual sales goals for team members and track progress to goal.
• Establish smart goals and analyze key performance indicators of sales team to ensure performance to goal is measured and met by individuals and team.
• Monitor team sales and retention plan activity, assess client interaction skills through ride days and post meeting assessment conversations.
• Maintain and meet deadlines required to report channel performance and enhance the account team sales activity process with HBP by ensuring sales staff uses the CRM tools for group sales and retention opportunities.
• Assist in managing budgets specific to sales events.
• Directs all personnel related matters, which include recruitment, hiring, onboarding, training, coaching and counseling, compliance with corporate policies and procedures and discipline.
• Responsible for balancing workload to optimize the effectiveness of the department.

DIRECTION EXERCISED:

Directly supervises exempt staff in accordance with company policies and applicable Federal and State Laws. Responsibilities include, but are not limited to, effectively interviewing, hiring, terminating, and training employees; planning, assigning, and directing work; appraising performance; rewarding and counseling employees; addressing complaints and resolving problems; supporting and encouraging the engagement process.

This position description identifies the responsibilities and tasks typically associated with the performance of the position. Other relevant essential functions may be required.

EMPLOYMENT QUALIFICATIONS:

EDUCATION:

Bachelor's degree in Business Administration, Health Care Administration, Marketing, or a related field. Master's degree in a related field is preferred. Relevant combination of education and experience may be considered in lieu of degree. Valid Michigan Accident and Health Insurance license is required for managers whose primary emphasis is sales. Valid and unrestricted driver's license is required. Continuous learning, as defined by the Company's learning philosophy, is required. Certification or progress toward certification is highly preferred and encouraged.

EXPERIENCE:

Five years' experience of progressive responsibility in a business environment with demonstrated technical knowledge that provides the necessary knowledge, skills, and abilities required. Three years supervisory or lead experience in business required. Bilingual skills are a plus.

SKILLS/KNOWLEDGE/ABILITIES (SKA) REQUIRED:

• Excellent analytical, organizational, planning, verbal, and written communication skills required.
• Must be proficient in work that involves analysis, organization, planning, presentation development, problem resolution, sales, strategy, and innovation.
• Must have knowledge of BCBSM and BCN products, programs, underwriting rules, membership and billing procedures, open enrollment processes, rating methodologies, rate renewals, and agent distribution systems to effectively manage staff.
• Must be self-motivated and can work well under pressure.
• Advanced negotiation, closing and prospect qualification skills.
• Strong ability to effectively present information, speak effectively before a group of customers, employees of the enterprise and respond to questions from internal and external contacts at all levels of an organization.
• Ability to effectively present information and respond to questions from internal and external contacts at all levels of the organization.
• Ability to read, analyze, write, and develop communications (i.e., white papers, strategy decks, etc.) or reports as required by leadership.
• Proficient in current industry standard PC applications and systems.
• Must demonstrate leadership ability and team building skills to effectively supervise professional and non-professional staff and interact with all levels of management.
• Ability to work with and empower others on a collaborative basis to ensure success of unit team.
• Ability to effectively exchange information, in verbal or written form, by sharing ideas, reporting facts and other information, responding to questions, and employing active listening techniques.
• Ability to effectively present budgetary and/or cost information and respond to questions as appropriate.
• Ability to establish workflows, manage multiple projects, and meet necessary deadlines.

WORKING CONDITIONS:

Work is performed in an office setting with no unusual hazards. Occasional travel is required.

The qualifications listed above are intended to represent the minimum education, experience, skills, knowledge and ability levels associated with performing the duties and responsibilities contained in this job description.

We are an Equal Opportunity Employer. Diversity is valued and we will not tolerate discrimination or harassment in any form. Candidates for the position stated above are hired on an \"at will\" basis. Nothing herein is intended to create a contract.

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