Director Business Development and Growth

1 week ago

Lee's Summit, Missouri, United States GEHA Health Full time
Summary

The Director of Business Development & Growth plays a pivotal role in driving sales and growth initiatives of our Federal Employee, Federal Retiree/Annuitant and Military Retiree health plan.

This position requires a seasoned professional with a strong background in managing and optimizing Sales Contact Center, the development and execution of new B2B sales programs, as well as the development and execution of acquiring new accounts growing senior level relationships in those accounts with a particular focus on Unions and other key Associations.

In addition, this position will develop, plan, lead, execute multiple and varied innovations and projects that lead to continuous improvement, ongoing efficiencies, and excellent customer service to internal and external constituents within the Sales organization.

Duties

National Distribution Partner Development and Relationship Management:

Identify and develop strategic partnership(s) with select organization(s), with established national distribution capabilities in the Federal Employee health or supplemental benefits market.

Establish appropriate goals and measurement processes to ensure contracted partnership performance is met or exceeded.
Develop and execute partner training and go to market programs.
Co-develop future growth plans with partner organization.
Establish agency level communication plans to promote and announce any newly established partnerships.

Sales Contact Center Management and Growth:

Lead and manage the Sales Contact Center, ensuring efficient operations and an elevated level of customer satisfaction, to include working in a highly matrixed environment to develop the customer journey and enhance the customer experience.

Responsible for leading and optimizing the sales processes within the Sales Contact Center. They will lead teams to enhance sales efficiency, strategic direction, budget and performance accountability, and revenue growth.
Analyze performance metrics and implement improvements to achieve sales targets and customer service goals.

Develop and implement new KPI's, metrics, and analytic based data solutions for optimizing the Sales Contact Center to ensure optimal sales targets are achieved in the future.

Proactively monitor Inside sales and sales organization efforts and identify opportunities for sales process improvements.
Recommend and Implement technologies to monitor the Inside Sales department through sales reports and other intelligence.

Provide recommendations of tools and resources to drive Inside Sales organizational alignment, improve buyer engagement, and improve the overall efficiency and effectiveness of the salesforce.


B2B Market Development:


Collaborate with senior leaders to develop and execute a comprehensive B2B engagement strategy, targeting key agencies, associations and union stakeholders and decision-makers within targeted client organizations.

Develop business relationships with customers within identified federal government agencies or supporting associations, focused on the decision maker level, to generate new business and to penetrate and retain existing business in support of achieving sales goals.

Develop relationships with key external accounts/agencies and internal GEHA teams to leverage national & regional contracts to develop and secure new access to targeted government agencies.

Collaborate with senior leaders to ensure revenue growth alignment from an organizational perspective with a focus on driving near-term results.

Implement and refine the B2B sales development program to continuously drive revenue growth and market share.

Key Agency Development and Management:


Identify, cultivate, and manage relationships with new key agencies, focusing on Unions and other Associations, to expand GEHA and our market presence.

Build strong and lasting relationships with key organizations, at multiple levels, to ensure we are exceeding expectations and building on our relationships to grow the business.

Collaborate with cross-functional teams to tailor sales presentations and pitches that meet the unique needs of different client groups.

Drive initiatives to upsell and cross-sell additional access and engagement services to existing and new agency and agency related partners.


Market Analysis and Strategy:
Stay abreast of industry trends, competitive landscape, and regulatory changes affecting the Federal health plan sector.
Conduct market research to identify opportunities for growth and develop strategies to capitalize on market dynamics.
Take on responsibilities for the following areas in

Inside Sales:
planning and forecasting, budgeting, commissions and incentive reporting, sales research, trend reporting, and analysis.
Education Requirements
Bachelor's degree in business, marketing, or a related field, additional relevant experience may be considered in lieu of education.
Experience Requirements
Requires 10+ years of health care or health insurance related business development and account leadership experience.
Minimum requirement of 5+ years of people management experience
Proven experience in a senior leadership role, preferably in the healthcare or insurance industry
Demonstrated success in implementing, managing, and optimizing Sales Contact Centers
Proven experience in distribution partner development and B2B sales, with a record of driving Strong relationship-building skills, particularly with C-Suite and Senior level leaders
Analytical thinker with the ability to analyze market trends and develop effective growth strategies.
Excellent communication and negotiation skills
Experience managing teams to accomplish goals.
Proven experience collaborating in highly matrixed environments.
GEHA is an

Equal Opportunity Employer

, which means we will not discriminate against any individual based on sex, race, color, national origin, disability, religion, age, military status, genetic information, veteran status, pregnancy, marital status, gender identity, and sexual orientation, as well as all other characteristics and qualities protected by federal, state, or local law. We celebrate diversity and are committed to creating an inclusive environment for all employees.

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