GENERAL SUMMARY
Responsible for leading a team of sales professionals focused on increasing revenue and profitability within existing accounts and for directly managing business relationships with major customer accounts. Accountable for driving and achieving company defined sales objectives.
ESSENTIAL RESPONSIBILITIES
- Develops strong business partnerships with senior benefits and/or financial managers and consultants in key accounts to maximize enrollment opportunities while responding to and anticipating future needs and services.
- Establishes account goals and objectives for account management team including retention, membership growth, new product add-ons, and customer satisfaction.
- Together with account management team members, develops strategic plans for team’s Books of Business for maximum results.
- Represents purchasers’ perspective and needs internally; reports on significant marketplace developments; identifies service needs and issues in order to help develop and implement marketing programs and initiatives.
- Supports account management team members in planning and problem-solving and provides training and career growth opportunities to team members.
- Utilizes internal resources including management contacts to effectively meet the needs of the accounts.
- Prepares and monitors budgets and sales forecasts.
- Represents organizational structure to purchasers by keeping them abreast of internal changes.
- Maintains high visibility with customers, consultants, and business community.
- Recruits, develops, and motivates staff. Initiates and communicates a variety of personnel actions including employment, termination, performance reviews, salary reviews, and disciplinary actions.
- Performs other duties as required.
Qualifications:
JOB SPECIFICATIONS
- Bachelor’s degree or equivalent experience. Master’s degree preferred.
- Considerable experience (usually 5+ years) in comparable sales/marketing/account management experience in healthcare and insurance industry.
- Previous sale experience with Worker's Compensation, Clinical Products / Services is preferred.
- Strong knowledge of clinical management programs, field case management, utilization review and telephonic case management is preferred.
- Strong technical knowledge of healthcare industry, marketplace issues and competitors.
- Strong sales experience with "up selling" Worker's Compensation or Managed Health Care services and products" is preferred.
- Demonstrated proficiency in leadership competencies. Able to manage a nationwide territory and providing direction to sales members.
- Excellent interpersonal, negotiation and communication skills; 100% ethical sales approach; motivated by desire to please customer. Strong analytic and problem-solving abilities.
- The ability to travel nationwide, up to 50%.
Coventry Health Care is an Affirmative Action/Equal Opportunity Employer, and we are committed to building a talented and diverse team.
Job: First/Mid Level Officials and Managers
Primary Location: Bedford, NH, US
Other Locations: Tampa-Florida-United States,Dallas-Texas-United States,San Diego-California-United States,West Sacramento-California-United States,Tucson-Arizona-United States,Chicago-Illinois-United States
Organization: 43000 - CHC Workers Compensation
Schedule: Full-time
Job Posting: 2013-01-28 00:00:00.0
Job ID: 1310324