Job Description:Summary of Key Role(s) and Essential Job Functions:Sales:|
Oversee the identification, prospecting, quoting, and
selling of targeted employers in a diverse geographic
region directly interfacing with the targeted employer.
Primarily responsible for the development of strategies
to acquire targeted new business through managed care
organizations and/or related affinity partners with whom
EM lacks a current relationship. Expand the current
membership providing managed vision care products
through sponsored managed care organizations. Tactics
may include, but not be limited to, the development of
co-operative marketing programs, product training, and
other awareness building tactics.
Exceed annual goals assigned for new business, and
assist in the retention of current clients through
partnerships with client management team. Annual goals
will be considered achieved in total contract benefit
value, and as further outlined in the annual individual
goal letters. This role is a track for either account
management, regional sales management – insurance and/or
sales management opportunities.
Collaborate with “Client Service Organization” to assist
in highly technical/complicated client retention
situations. Identification of service issues should be
limited to triaging service problems to the appropriate
area and avoid service problems by taking responsibility
for new client installation.
Required to provide regular and ongoing pipeline
reporting to ascertain quality and likelihood of sale
for targeted employers/prospects within the assigned
Regular updates are required for prospecting and
likelihood of sales assessment. May include call
tracking – Field Coaching Guides
Increase knowledge and skill level to improve ability to
communicate with regard to products, procedures,
systems, competition, trends and technology.
Physical Requirements of the Job:
Position requires extensive travel within an assigned
geographic region and may necessitate travel as much as
40% of available work time.
Decision Making Authority and Impact of Decisions:
Work closely with Finance to determine appropriate
revenue and client realizes operations income levels. Is
NOT authorized to make pricing concessions or decisions
without the advance input and consent of regional
management, including Vice President of Sales and the
Director of Finance.
Human Resource Accountabilities:
May have direct reports or matrix management
responsibilities as business necessity may dictate.
National Sales Manager, Regional Vice President, AVP of
Marketing, Divisional Vice President : Coaching,
mentoring, conflict resolution, strategic planning,
Strategic planning, influencing, presenting, conflict
vision care clientele and/or extensive
- Five or more years of experience in servicing managed
managed care experience.
- Knowledge of alternative financing arrangements
- Experience in developing broker and/or customer
- Strong managed care knowledge.
- Strong communication skills.
- Superior negotiation skills.
- Ability to grasp and respond to the complexities of
work ethic and goal orientation.
- Must possess a positive attitude, integrity, strong
- Excellent presentation skills.
- Direct selling or other sales experience a plus.
- Proven track record.
- Teamwork and collaborative operating style.
Bachelor Degree or higher. Professional designations
such as RHU, CLU, CEBS preferred.
Req. Code : 10-399
Division/Department : EyeMed Vision Care
% of Travel Required : 40-50%