Kaiser Permanente
Sales Executive - Occupational Health
Santa Ana, CA
The Sales Executive is accountable for managing a sales territory to achieve sales goals and strategic objectives. These jobs have two levels. The functions, tasks, and competencies are the same. It is expected that staff placed in senior jobs will have demonstrated competencies at a significantly higher level and will be expected to work with more complex accounts or books of business. Please refer to the HPI Competency Library for descriptions of competencies and the behaviors associated with them.
Essential Functions:
- Achieve sales goals by business line
- Define & develop sales opportunities for membership growth
- Develop sales strategy for maximizing initial membership
- Develop & execute sales strategy for maximizing initial member & revenue growth
- Complete post-OE analysis & communicate lessons learned & future strategies
- Identify & develop small group brokers
- Set expectations for penetration & develop strategy for maximum share w/ customer & KP account management team
- Develop & manage a pipeline of prospects through various sales channels
- Identify & qualify prospects
- Assess prospects & prioritize best opportunity sales
- Maintain large group prospect database
- Develop a channel plan
- Report channel profile & performance results to management
- Develop & execute a sales plan
- Plan & conduct broker training to enhance new sales opportunities
- Develop engagement strategies for key brokers
- Develop an appropriate communication plan including broker appointments & mailings to communicate changes about KP products, pricing & services
- Participate in industry related associations & organization activities
- Develop & execute co-op marketing plan
- Maintain e-mail database for all assigned brokers for e-communication
- Identify & capitalize on changes in market conditions
- Develop & execute targeted prospect plan
- Identify targeted prospects
- Complete & maintain targeted prospect profiles
- Complete & maintain targeted prospect strategies
- Work collaboratively w/ account management & the service areas on strategies for targeted prospects & final sales efforts
- Develop & maintain targeted prospect list & quarterly outreach efforts to both the purchaser & broker of record
- Contribute to competitively positioning KP in the marketplace
- Identify key competitors in the marketplace
- Share competitive information w/ Sales & Marketing team
- Use competitive information to identify trends
- Assess customer business needs & link appropriate competitor information
- Collect, aggregate, & report competitive developments & trends for organizational strategic planning
- Collaborate w/ others in KP to develop competitive strategy
- Articulate KP position on significant business issues
- Seek opportunities for improving KP image/visibility in business community
- Share strategy successes w/ Sales & Marketing team
- Strategically build new & leverage established, broker relationships to increase prospect & sales opportunities
- Proactively prospect & develop new brokers to increase sales opportunities
- Identify potential business opportunities w/ assigned brokers
- Identify & build relationships w/ key individuals w/in brokerage firms
- Create & implement strategic plans for increasing sales at targeted brokerage firms
- Identify & engage key KP personnel who can enhance the business relationship
- Ensure timely follow-up on customer/broker issue & concerns
- Assume other duties as assigned
Qualifications:
Basic Qualifications:
- Proven track record of successful sales dealing with high-levels of issue complexity and relationship sensitivity.
- 2+ years of industry or related experience in successfully achieving sales objectives
- Bachelor's degree OR equivalent experience
- State Insurance License
- CA Driver's License
- Basic computer skills
- Effective oral and written communication and analytical skills
- Must be able to work in a Labor/Management Partnership environment
- Knowledge of and experience with employee health benefits
Basic Qualifications:
- Bilingual preferred
External hires must pass a background check/drug screen.
We are proud to be an equal opportunity/affirmative action employer.