Job Description
Job Summary:
The National Broker Account Manager is responsible for creating and overseeing execution of a winning CareSource sales strategy for Marketplace and Medicare or other related products.
Essential Functions:
Oversee General Agents and subsequent recruitment to drive compliant sales results
Ensure recruitment, training, development and performance management of FMOs and their sales teams with local market leaders
Identify key FMOs and community-based agents to drive DSNP/MA business on behalf of CareSource
Play a key role in implementation of systems to support Sales Operations Functions.
Collaborate with product owners to develop attractive and differentiated benefit designs. Collaborate to build effective consumer life cycle for retention and profitable growth
Build, maintain and improve all structure and process necessary to assure impeccable regulatory record, achievement of sales growth goals and consistency from market to market and product to product
Implement and ensure ongoing compliance with all operational policies, procedures, and training programs and requirements
Motivate and inspire external brokers to higher levels of engagement, productivity, and personal achievement with CareSource's value proposition.
Establish and maintain effective metrics for sales performance providing input to the design and administration of a sales incentive plan, and responsibility for associated productivity reporting and analysis
Ensure that organization operations are in alignment with the company's strategic objectives, leverages talent and resources, and champions a collaborative and integrative work environment
Manage annual training/recognition meetings for high performing brokers and FMOs
Develop opportunities for information sharing and communication between products/markets and senior leadership
Work with key market-based brokers to identify, gain collaboration on and develop staffing plans for moving resources from market to market for short term opportunities
Support the markets/products in development of new growth and retention strategies including distribution mix, resource planning, market analysis/targeting and collaboration with Marketing for advertising/materials support to assure achievement of growth goals
Interface with Business Development team for sales in new markets/products
Assist in identifying and building key external relationships that have broad implications on success of growth goals for senior products and Marketplace products.
Membership reporting on dimensions such as new growth, disenrollment, retention risk analysis, member lifetime quantification, by providers, etc.
Create and maintain regular cadence of broker communication being the driver of timing and content
Work with management to continually improve broker web tools
Maintain and update a base benefit and supplemental benefit menu
Manage the cost benefit analysis process
With MPG, lead the benefit carve-out process that aligns to the specific market (state mandates, exclusions, etc.) and the rating system to prioritize value
Travel as required
Perform any other job duties as requested
Education and Experience:
Bachelor's Degree in Marketing or related discipline or equivalent years of relevant work experience is required
Minimum of five (5) years of experience in a service, sales, product or consulting environment is required
Marketplace and Medicare and sales experience is required
Experience building detailed Sales plans is required
Experience using appropriate data analysis to drive strategy development is required
Experience in consultative selling in complex decision making processes is preferred
Previous experience implementing a CRM system is preferred
Competencies, Knowledge and Skills:
Highly proficient in Microsoft Word, Excel and PowerPoint
Strong communication skills and the ability to mentor and train
Strong understanding of the components of structure that form a high performing Sales organization
Thorough understanding of reporting to run an activity-based business in a B-C environment
Knowledge of multi-channel lead management including field and telephonic selling resources
Consultative selling skills
The ability to forecast
Ability to work independently and within a team environment
Attention to detail
Broad knowledge of all aspects of health care, product, sales and customer/client
Broad knowledge of Marketplace and Medicare
Critical listening and thinking skills
Presentation skills
Negotiation skills/experience
Project management
Technical writing skills
Time management skills
Customer service oriented
Decision making/problem solving skills
Proven track record in results-oriented sales environment
Ability to assess, build, and develop a sales organization
Licensure and Certification:
Current, unrestricted Insurance License in Accident and Health within state of assigned territory is required, or ability to achieve license within 30 days of hire
Current, unrestricted Driver's License in good standing is required. Employment in this position is conditional pending successful clearance of a driver's license record check. If the driver's license record results are unacceptable, the offer will be withdrawn or, if you have started employment in this position, your employment in this position will be terminated.
To help protect our employees, members, and the communities we serve from acquiring communicable diseases, Influenza vaccination is a requirement of this position. CareSource requires annual proof of Influenza vaccination for designated positions during Influenza season (October 1 - March 31) as a condition of continued employment. Employees hired during Influenza season will have thirty (30) days from their hire date to complete the required vaccination and have record of immunization verified.
CareSource adheres to all federal, state, and local regulations. CareSource provides reasonable accommodations to qualified individuals with disabilities or medical conditions, sincerely held religious beliefs, or as required by state law to enable the employee to perform the essential functions of the position. Request for accommodations will be completed through an interactive review process.
Working Conditions:
Mobile Worker: This is a mobile position, meaning that regular travel to different work locations is essential. Will be exposed to weather conditions typical of the location and may be required to stand and/or sit for long periods of time.
Reside in the same territory they are assigned to work in; exceptions may be considered, due to business need
May be required to travel greater than 50% of time to perform work duties. A valid driver's license, car, and insurance are necessary for work related travel
Required to use general office equipment, such as a telephone, photocopier, fax machine, and personal computer
Flexible hours, including possible evenings and/or weekends as needed to serve the needs of the business
Compensation Range:
$81,400.00 - $130,200.00 CareSource takes into consideration a combination of a candidate's education, training, and experience as well as the position's scope and complexity, the discretion and latitude required for the role, and other external and internal data when establishing a salary level. In addition to base compensation, you may qualify for a bonus tied to company and individual performance. We are highly invested in every employee's total well-being and offer a substantial and comprehensive total rewards package.
Compensation Type:
Salary
Competencies:
- Create an Inclusive Environment
- Cultivate Partnerships
- Develop Self and Others
- Drive Execution
- Influence Others
- Pursue Personal Excellence
- Understand the Business
This job description is not all inclusive. CareSource reserves the right to amend this job description at any time. CareSource is an Equal Opportunity Employer. We are dedicated to fostering an inclusive environment that welcomes and supports individuals of all backgrounds.
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CareSource is an equal opportunity employer and gives consideration for employment to qualified applicants without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity, genetic information, protected veteran status or any other characteristic protected by applicable federal, state or local law.
