Accountable for meeting/exceeding business targets for market:
Ensures membership goals are met primarily through the acquisition of new members but also through effectively and efficiently managing sales-related member migration/retention programs in a market. Manages acquisition cost, investments and spend by appropriately allocating and managing fixed and variable costs associated with staff, marketing, community programs, etc. Operates within FTE, Marketing, P&L and other business budgets.
Develop and execute sales business plan for a single market: Proactively develops and execute strategic, comprehensive sales business plan for market that will be used to achieve/exceed sales goal; revises plans and strategies as dictated by market changes, sales results and other factors. Monitor sales results, trends and key performance indicators (KPI's) and holds themselves and others accountable for achieving targets.
Sales business plan for assigned market should include but not be limited to the following:
â€¢ Channel Mix: Translates global membership goals into channel goals to meet/exceed sales goal while effectively managing sales acquisition costs.â€¢ Lead Management: Define lead flow strategy to ensure leads are distributed in a way that supports the channel mix strategy.â€¢ Selling strategies â€“ sales meetings, retail, etc.: Understand the demographics of the marketplace and translate into local- tactical activities to generate leads and appropriately position products resulting in sales.â€¢ Marketing plan in partnership with field and corporate marketing: Influence advertising/marketing spend and activities via centralize marketing organization. Identify and communicate market opportunities. Provide critical feedback to the director of marketing and RSD regarding changing market dynamics. â€¢ Competitive positioning and market intelligence: Monitor/Anticipate competitive trends and proactively position products and value proposition to remain competitive both within in the annual business planning process as well as making adjustments throughout the year as appropriate. Assists in uncovering market niches and actively pursues growth opportunities. Provide sales representation during benefit planning.â€¢ Consumer engagement strategy, tool definition: Determine the selling approach for the market (i.e. community meetings, telesales to sell if possible, etc.). â€¢ Build UnitedHealthcare Medicare & Retirement brand and community relationships in assigned market(s): Develop relationships with Providers, Regulators, Sr. Organizations, etc. Understand the strengths and weaknesses of each organization and how it impacts the marketplace. Develop business plans with key community centers of influence. Effectively manage direct and indirect sales resources: Ensure identification and acquisition of resources as needed to execute approved sales business plan.â€¢ Build and focus sales talent: Recruit/select the right people. Maintain pipeline of qualified candidates to fill staffing needs. Provide a structured on-boarding. Inform and engage staff through regular two- way communication and feedback. Organize and lead the efforts of staff to achieve effective and efficient coordination within market.
â€¢ Coach & manage performance: Coach/Develop staff to achieve desired quantitative and qualitative performance standards. Use data and insights to coach for optimal performance. Conduct one on one meetings to review sales results/activities and provide feedback/coaching on opportunities for growth/improvement.
Effectively manage relationships: Cultivate and maintain effective, productive working relationships.
Ensure Compliance: Ensure staff adheres to selling guidelines associated with Medicare regulations, partner expectations and company policies and procedures
a. Critical thinking, planning, and organization.b. Ability to develop analytics to support strategies and planc. Technology skillsd. Strong communication skills written and verbal â€“ negotiation and influence skills to develop and maintain relationships in a matrix environmente. Ability to represent the organization â€“ public speaking and broad understanding of the UHG organizationf. Proven track record of executiong. Able to quickly respond to market conditionsh. Ethics and experience in a structured/regulated sales organizationi. Ability to work in a fast-paced environment â€“ versatile and flexiblej. Self motivatedk. Financial acumen and objectivity to do whatâ€™s right for the businessl. Creative and innovativem. Ability to develop a maintain a sales culture
UnitedHealth Group - 2 years ago
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