VP, TPA Sales (HNAS)

JOB SUMMARY

This job is responsible for developing the sales strategy for the TPA business line in conjunction with the President of HNAS, which is the TPA segment of Highmark.  This leader will be accountable for executing upon the strategy by providing leadership and direction to a team of Sales Executives and Client Managers as well as directly selling   new business, new solutions, and new services to new and existing accounts.  This role is also responsible for account retention and service to our customers across the Markets that we serve. The individual provides leadership and direction to a team that manages client and broker/consultant relationships & assignments.  This individual manages the existing team and hires and trains new sales staff. This role develops and implements strategies and solutions to grow the existing book of business while growing our broker / consultant relationships and exploring new distribution channels. This leader develops overall targets for sales and/or retention and tracks performance against targets. This high-impact role demands strong leadership, strategic thinking and a proven track record of success in the healthcare payor market.

ESSENTIAL RESPONSIBILITIES

• Develop and implement sales and/or retention strategies for the entire HNAS footprint, including but not limited to PA, DE, WV, NY and CA.
• Lead the strategic planning sales efforts for the market, including product, vendors, capabilities, distribution channels, technology, enrollment, and sales administration and retention.
• Develop the overall membership and revenue targets within market, communicates targets to executive leadership, staff, and measures and reward outcomes.
• Ensure the sales and marketing success of the TPA business, including profitability, sustainability, competitiveness and viability.
• Establish and monitor the sales revenue and retention of TPA business.
• Develop and execute strategic sales plans, managing a team of executives and client managers while directly closing new business and expanding existing accounts.
• Provide strategic leadership to the Sales, Account Management and Client Service team as applicable, including determining team and department structure and incentives required to meet goals, ensuring accountability for performance and results, as well as coaching and developing staff to meet contract, membership and revenue goals.
• Establish and maintain strategic relationships with critical internal and external stakeholders, such as brokers, consultants, key client contacts, regional and state public officials, product leaders within diversified businesses, executives, divisional leaders, other market leaders, etc.
• Partner with and influence internal leadership teams to ensure alignment and deliver products, processes, services, and technologies in support of the overall Organization strategy as well as the market sales and retention strategy.
• Other duties as assigned or requested.

Required

• Bachelor’s Degree
• 5-7 years of health insurance industry experience
• 5 years of sales leadership experience
• State specific Producer License Life, Accident & Health are required or obtained within 45 days of hire

Substitutions

• None

​Preferred

• Master’s Degree in Business Administration
• Highmark or BCBS Experience
• Strong relationships with key external stakeholders (brokers/Consultants) in PA, DE, WV, NY and/or CA market
• Experience Selling to large Self-funded Customer
• Marketing experience

SKILLS

• Proficiency in financial forecasting and industry trends
• Knowledge of core health insurance (ASO) and ancillary products
• Critical thinking and complex problem solving
• Persuasion and negotiation
• Excellent communication skills
• Robust network & relationship skills

Language (Other than English):

None

Travel Requirement:

0% - 25%

PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS

Position Type

Office-based

Teaches / trains others regularly

Occasionally

Travel regularly from the office to various work sites or from site-to-site

Rarely

Works primarily out-of-the office selling products/services (sales employees)

Never

Physical work site required

Yes

Lifting: up to 10 pounds

Constantly

Lifting: 10 to 25 pounds

Occasionally

Lifting: 25 to 50 pounds

Rarely

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.
Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.
As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times.  In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy. 
Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.

Pay Range Minimum:

Pay Range Maximum:

Base pay is determined by a variety of factors including a candidate’s qualifications, experience, and expected contributions, as well as internal peer equity, market, and business considerations.  The displayed salary range does not reflect any geographic differential Highmark may apply for certain locations based upon comparative markets.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.

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