The Consultant, Government Accounts is responsible for the generation of new sales through broker relationships, local and National consulting firms and working directly with municipalities. This position consistently achieves new group sales and membership enrollment goals by initiating and developing effective relationships with key decision-makers for these employer groups and their benefit consultants and advisors. He/She develops and maintains relationships with key municipal and public sector personnel, as well as with Kaiser Permanente Public Relations, Senior management (both Health Plan and TSPMG), Account Management and Line of Business Directors.
Essential Functions:
- Obtain new public sector accounts.
- Install and support new sale and current accounts.
- Function as project manager for segment.
Secondary Functions:
- Generates new business opportunities in sales in 500+ municipal and public sector.
- Develop and implement Direct, Broker and Consultant sales strategy to achieve sales results.
- Develop strategy to consistently obtain sales additions through existing Kaiser Permanente.
- Develop a collaborative sales approach utilizing mid segment broker relationships with mid segment Sales Executives and Manager.
- Utilizes existing broker and consulting relationships to drive sales.
- Develops strategies to sell Kaiser Permanente through self-funded and fully insured arrangements to meet and exceed sales goals.
- Develop and implement group marketing strategies in specific referenced market channels.
- Monitor Kaiser Permanente's competitive position in commercial large market. Identify competitive strengths and effectively use this knowledge as the basis for an effective sales strategy and approach
- Recognize competitive weakness, opportunities and threats. Recommend changes in marketing strategy to Director of Sales to maximize Kaiser Permanente's competitive position.
- Perform premium rate analysis to ensure competitive price positioning in the market.
- Participates and develops a specific strategy in group rate review meetings.
- Build, maintain and influence multiple stakeholders with differing interests.
- Continuously engage prospects and channels to understand Kaiser Permanente's value from the prospects point of view and align our capabilities to fill their needs.
- Convene and lead prospect specific strategy plans with internal departments.
- Leverage relationships and expertise with Mid Market Sales Executives.
- Engage TSPMG and Senior Executives with prospects and channels.
- Demonstrate excellent persuasive written and presentation skills.
- Create political maps for each prospect and their environment, leverage to align KP resources with appropriate people.
- Assist Account Management during the sale and on an on-going basis.
- Work with internal and external Union leadership.
- Relationship building via attending and/or membership in Business and Civic organizations.
Qualifications:
Basic Qualifications:
- BA/BS Degree.
- Georgia Insurance License required within 90 day probationary period.
- Continuing education as required by Georgia Department of Insurance.
- A minimum of 5yearsof experience in large group sales.
- A minimum of 5yearsof experience with alternative funding arrangements.
- A minimum of 5yearsof experience in group health insurance.
- Demonstrated ability to drive results through various distribution channels.
- Demonstrated track record of consistent sales quota achievement.
- Proven ability to work with decision makers in large corporations and consulting firms.
- Demonstrated application of sales consulting skills with decision makers.
- Demonstrate ability to field underwrite potential prospects.
- Valid drivers license.
Preferred Qualifications:
- Public Administration.
- MBA.
- A minimum of 5yearsofexperience selling to the public sector.
- CEBS certification.
External hires must pass a background check/drug screen.
We are proud to be an equal opportunity/affirmative action employer.