Inside Sales Executive

Kaiser Permanente | San Diego, CA

Posted Date 7/26/2022
Description

Accountable for managing a sales territory or strategic plans to achieve sales goals and strategic objectives by cultivating new client relationships and closing sales. Initiates and maintains mutually beneficial business relationships in order to grow membership and drive margin. Implements new sales plans and effective marketing strategies and position the organization competitively. Prospects and qualifies appropriate new business opportunities, gain commitment to do business with KP, establish the right business position, and ensures high quality customer experience. Develops a culture of collaboration and accountability between sales, account management, pricing and other key internal partners. Works with internal partners, specifically care delivery, to aid sales in closing new business.



Essential Responsibilities:



  • Develop and execute sales strategy for maximizing member and revenue growth.

  • Sell the group with right rate, product benefit mix and conditions of offering in compliance with KP policy and procedures and federal and state law.

  • Complete analysis of sales strategies and communicate lessons learned and future strategies.

  • Participate in industry related associations and organization activities.

  • Set expectations for penetration and develop strategy for maximum share with customer and KP account management team.

  • Develop internal relationship with internal KP stakeholders in order to maximize KP resources.

  • Work collaboratively with channel resources and broker development to maximize group sales.

  • Act as point person for KP resources and communications to broker community.

  • Develop and present finalist presentations, coordinating the various teams and resources.

  • Identify and qualify regional prospects.

  • Assess prospects and prioritize best opportunity sales.

  • Develop a channel plan and report profile and performance results to management.

  • Work collaboratively with account management and other internal/external partners on strategies for targeted prospects and final sales efforts.

  • Build new broker relationships to increase prospect and sales opportunities.

  • Create strategic plans for increasing sales at targeted brokerage firms.

  • Attend targeted industry conferences representing KP regionally within the assigned territory.

  • Collect, aggregate, and report competitive developments and trends for organizational strategic planning.

  • Collaborate with others in KP to develop competitive strategy.

  • Articulate KP position on significant business issues.

  • Seek opportunities for improving KP image/visibility in business community.

  • Effectively presents KPs value proposition to brokers.

  • Consult with customers and channels to identify needs, demonstrate value, build commitment to KP, and develop appropriate business solutions and proposals.

  • Keep brokers informed on health care industry trends and KP development.

  • Identify customer needs and recommend appropriate solutions linking KP mission, vision and values,key quality measures, care management initiatives and services initiatives.

  • Identify and communicate broker needs and expectations to other departments to ensure a high quality customer experience.

  • Review and resolve outstanding broker and customer issues.

  • With account manager, review administration processes with customer/broker/consultant.

  • If Occupational Health:

  • Develop a detailed insurance carrier, Network Developer or TPA channel strategy for assigned prospect.

  • Report progress on performance results related to the assigned channel prospect to management.

  • Relationship management for TPA and/or Network Developer.


Minimum Qualifications:



  • Minimum two (2) years of experience in sales, marketing, business development, and/or managing business to business relationships.

  • If Occupational Health: Minimum two (2) years of experience with Workers compensation claims, risk management, managed care or occupational health.

  • Experience creating client presentations using Microsoft Office programs and use of client databases.

  • Experience using effective verbal and written communication skills.

  • Experience in strong interpersonal, presentation, and persuasion skills.




  • Bachelors degree in marketing, finance, business administration or related degree OR four (4) years of experience in sales, marketing, business development, and/or managing business to business relationships.

  • If Occupational Health: Bachelors degree in finance, business administration, risk management and insurance, nursing or related degree OR four (4) years of experience in business development, risk management, and/or insurance.




  • Accident and Health Insurance License (in location where applicable) within 3 months of hire




  • Proven ability to identify key stakeholder(s), their objectives, and metrics.

  • Proven ability to adjust language and messages to different stakeholders.

  • Proficiency in computer and analytic skills.

  • Strong knowledge of and experience with employee health benefits.

  • Proven track record of successful sales dealing with high-levels of issue complexity and relationship sensitivity.

  • Advanced proficiency in regulations related to marketing, benefits, enrollment and other guidelines as governed by regulatory agencies.




Preferred Qualifications:



  • Two (2) years of experience in sales, marketing, business development, and/or managing business to business relationships in the healthcare industry.

  • If Labor and Trust: Previous experience within group health insurance, including active involvement in the organized labor community, either as a union official, or as an insurance representative that had responsibility for building and maintaining relationships with organized labor officials.

  • If Occupational Health: Understanding of relationships of MPNs, managed care services and PPOs in the workers compensation industry.


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