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Indiana University Health

Director- Commercial Sales

IU Health Plans
Date Posted
09 June, 2022
Schedule & Shift
Full Time
Day
Requisition Number
333386
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Director- Commercial Sales

Job Description

Overview

Overview
The Director- Commercial Sales will grow the commercial fully-insured suite of products. Drives profitable growth of the segment by curating and managing multiple distribution channels, informing product development, marketing a differentiated value proposition, establishing competitive pricing strategies in partnership with underwriting, managing positive client relationships (in partnership with account management & member services) for retention and developing value add selling capabilities within sales organization. Understands external guidelines to ensure product offerings and sales activities are compliant to all applicable regulatory requirements. Creates an engaging work environment to attract and retain industry leading talent.
Responsibilities
This role is responsible for the overall strategic and functional management of the Commercial (employer group) sales channels and growth. This leader has primary responsibility in developing and executing commercial sales strategies, federal partnerships, growing the group/broker/agency channel, and driving a range of business development opportunities. Director, Commercial Sales, is tasked with delivering on the top line revenue goals. Additional responsibilities include building and leading the Commercial Sales organization and acting as the voice of the market and customer to company leadership.
Responsibility for driving monthly, quarterly and annual sales goals and quotas
• Lead a team of exceptional Account Executives in the achievement of annual goals
• Create a compelling vision for our clients and the market and lead the organization in realizing that vision
• Build strategic client relationships at the C-Suite and senior leadership level
• Establish / identify priorities for the Commercial Sales organization and a strategic plan to execute on those priorities.
• Maximize, drive and achieve quarterly and annual revenue and margin goals while staying within the allocated budget
• Report and own monthly, quarterly and annual KPIs regarding the ongoing and expected performance of the channels, the team, and the market and have an orientation toward growth, achievement and continuous improvement
• Increase market share through new client acquisition as well as growth within our installed base
• Demonstrate a broad comprehension of the customers’ needs, market trends, industry challenges, competitive dynamics, and relevant products and technologies
• As a vertically integrated delivery system and provider-sponsored plan, work closely with senior leadership from other functions of IU Health to incorporate external insight into increasingly compelling products, services, marketing, and operations
• Represent IU Health Plans in new and different ways at local community events, broker engagement activities, chamber of commerce activities, industry conferences and in other external settings
Qualifications
• Bachelors degree required. Masters preferred.
• Requires 7-10 years and demonstrated experience in the Commercial insurance sales arena
• Requires working knowledge of Federal, State, and Local regulatory agency guidelines and laws.

 

Safeguarding our patients and each other is an important part of how we deliver the best care possible to the communities we serve. As a condition of employment, IU Health requires all new hires to receive various vaccinations, including the influenza and COVID-19 vaccines, barring an approved exemption. New hires will also be provided the option to submit proof of previous vaccination.

We are an equal opportunity employer and value diversity and inclusion at IU Health. IU Health does not discriminate on the basis of race, color, religion, sex, sexual orientation, age, disability, genetic information, veteran status, national origin, gender identity and/or expression, marital status or any other characteristic protected by federal, state or local law. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Qualifications for the Director- Commercial Sales Role

Overview

Overview
The Director- Commercial Sales will grow the commercial fully-insured suite of products. Drives profitable growth of the segment by curating and managing multiple distribution channels, informing product development, marketing a differentiated value proposition, establishing competitive pricing strategies in partnership with underwriting, managing positive client relationships (in partnership with account management & member services) for retention and developing value add selling capabilities within sales organization. Understands external guidelines to ensure product offerings and sales activities are compliant to all applicable regulatory requirements. Creates an engaging work environment to attract and retain industry leading talent.
Responsibilities
This role is responsible for the overall strategic and functional management of the Commercial (employer group) sales channels and growth. This leader has primary responsibility in developing and executing commercial sales strategies, federal partnerships, growing the group/broker/agency channel, and driving a range of business development opportunities. Director, Commercial Sales, is tasked with delivering on the top line revenue goals. Additional responsibilities include building and leading the Commercial Sales organization and acting as the voice of the market and customer to company leadership.
  • qualifications__list
    Responsibility for driving monthly, quarterly and annual sales goals and quotas
  • Lead a team of exceptional Account Executives in the achievement of annual goals
  • Create a compelling vision for our clients and the market and lead the organization in realizing that vision
  • Build strategic client relationships at the C-Suite and senior leadership level
  • Establish / identify priorities for the Commercial Sales organization and a strategic plan to execute on those priorities.
  • Maximize, drive and achieve quarterly and annual revenue and margin goals while staying within the allocated budget
  • Report and own monthly, quarterly and annual KPIs regarding the ongoing and expected performance of the channels, the team, and the market and have an orientation toward growth, achievement and continuous improvement
  • Increase market share through new client acquisition as well as growth within our installed base
  • Demonstrate a broad comprehension of the customers’ needs, market trends, industry challenges, competitive dynamics, and relevant products and technologies
  • As a vertically integrated delivery system and provider-sponsored plan, work closely with senior leadership from other functions of IU Health to incorporate external insight into increasingly compelling products, services, marketing, and operations
  • Represent IU Health Plans in new and different ways at local community events, broker engagement activities, chamber of commerce activities, industry conferences and in other external settings
    Qualifications
  • Bachelors degree required. Masters preferred.
  • Requires 7-10 years and demonstrated experience in the Commercial insurance sales arena
  • Requires working knowledge of Federal, State, and Local regulatory agency guidelines and laws.
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Indiana University Health is Indiana’s most comprehensive health system, with 16 hospitals and more than 34,000 team members serving Hoosiers across the state. Our partnership with the Indiana University School of Medicine gives our team members access to the very latest science and the very best training, advancing care for all. We’re looking for team members who share the things that matter most to us. People who are inspired by challenging and meaningful work for the good of every patient. People who are compassionate and serve with a purpose. People who aspire to excellence every day. People who are always ready to apply themselves.

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