PSA Sales Manager

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PacificSource is an equal opportunity employer.  All qualified applicants will receive consideration for employment without regard to status as a protected veteran or a qualified individual with a disability, or other protected status, such as race, religion, color, sex, sexual orientation, gender identity, national origin, genetic information or age. PacificSource values the diversity of our community, including those we hire and serve. We are committed to creating and fostering a work environment in which individual differences and diversity are appreciated, respected and responded to in ways that fully develop and utilize each person’s talents and strengths.

Reporting to the EVP and Chief Sales and Marketing executive, manage PacificSource Administrators (PSA) sales staff and strategy deployment for products including COBRA, FSA, HRA, HSA, transportation and premium administration. Lead efforts to solicit clients for PacificSource products and services. Build positive broker relationships in the assigned region through education of company products and services. Promote and maintain relationships with key provider groups. Provide direct sales and service to employers as needed. Provide operational, administrative, and project support for the PSA Sales and Service Coordinator Team. Oversee account management strategies utilized to retain customers and provide oversight to the Client Service Representatives. Supervise and provide guidance to assigned staff regarding department policies, procedures, and workflow. Responsible for hiring, mentoring, coaching and evaluating team members’ performance.

Essential Responsibilities:

• Partner with Sales Leadership, P&L owners and Regional VP’s to develop and implement sales and retention strategies for all products and services to support the objectives of the health plan, regional market, and TPA. Responsible for oversight, management, development, implementation, and communication of department programs.
• Responsible for hiring, staff development, coaching, performance reviews, corrective actions, and termination of employees. Provide feedback, including regular one-on-ones and performance evaluations, for direct reports.
• Responsible for ensuring staff are current with PacificSource products, services, and legal and compliance issues appropriate to their position.
• Provide input to the long-term strategic sales and account management strategies for applicable lines of business.
• Oversee implementation of sales and account management processes to support overall objectives, monitor the process, and provide sales data and metrics to Executive VP and Chief Marketing Officer.
• Working closely with Operations Manager, implement sales and account management processes ensuring consistency with operational readiness and abilities.
• Lead development of best practices and work to implement those based on local market conditions, and cascade best practices to all staff.
• Communicate regularly with clients, agents, Operations Manager and PacificSource employees to advise and resolve issues relying on knowledge of internal processes, regulations and law, and market dynamics.
• Participate in outside healthcare organizations to keep updated on healthcare industry best practices, trends, and future initiatives.
• Influence new market initiatives, assess new markets, and analyze business opportunities. Provide assistance with feasibility studies and develop proposals for new business opportunities.
• Coordinate business activities by maintaining collaborative partnerships with key departments.
• Represent PacificSource at community events and functions.
• Develop annual department budgets. Monitor spending versus the planned budgeted throughout the year and take corrective action where needed.
• Coordinate business activities by maintaining collaborative partnerships with key departments.
• Responsible for process improvement and working with other departments to improve interdepartmental processes. Utilize lean methodologies for continuous improvement. Utilize visual boards and daily huddles to monitor key performance indicators and identify improvement opportunities.
• Actively participate as a key team member in Manager/Supervisor meetings.
• Actively participate in various strategic and internal committees in order to disseminate information within the organization and represent company philosophy.

Supporting Responsibilities:

• Meet department and company performance and attendance expectations.
• Follow the PacificSource privacy policy and HIPAA laws and regulations concerning confidentiality and security of protected health information.
• Perform other duties as assigned.

SUCCESS PROFILE

Work Experience: Minimum of five (5) years of experience in TPA and health insurance sales required, with a minimum of two (2) years of supervisory experience.

Education, Certificates, Licenses: B.S. in Marketing, Business Administration, or a related field, or equivalent years of additional relevant experience in lieu of degree required. Current Health insurance license required. Advanced degree preferred.

Knowledge: Possess a strong track record in a results-oriented, sales environment. Requires excellent verbal and written communication skills. Ability to develop and deliver presentations. Prefer experience with Excel, PowerPoint and Word documents.

Competencies:

Assignment Management

Becoming a Business Advisor

Building the Sales Team

Building Trusting Relationships

Coaching the Sales Team

Devising Sales Approaches and Solutions

Marshaling Resources

Raising the Bar

Sustaining Customer Satisfaction

Environment: Work inside in a general office setting with ergonomically configured equipment. Travel is required approximately 20% of the time.

Skills:

Accountable leadership, Business & financial acumen, Collaboration, Developing Networks, Empowerment, Influential Communications, Listening (active), Situational Leadership, Strategic Planning

Our Values

We live and breathe our values. In fact, our culture is driven by these seven core values which guide us in how we do business:

• We are committed to doing the right thing.
• We are one team working toward a common goal.
• We are each responsible for customer service.
• We practice open communication at all levels of the company to foster individual, team and company growth.
• We actively participate in efforts to improve our many communities-internally and externally.
• We actively work to advance social justice, equity, diversity and inclusion in our workplace, the healthcare system and community.
• We encourage creativity, innovation, and the pursuit of excellence.

Physical Requirements: Stoop and bend. Sit and/or stand for extended periods of time while performing core job functions. Repetitive motions to include typing, sorting and filing. Light lifting and carrying of files and business materials. Ability to read and comprehend both written and spoken English. Communicate clearly and effectively.

Disclaimer: This job description indicates the general nature and level of work performed by employees within this position and is subject to change. It is not designed to contain or be interpreted as a comprehensive list of all duties, responsibilities, and qualifications required of employees assigned to this position. Employment remains AT-WILL at all times.