Executive Director, Sales & AM (Medicare Advantage)
CVS Pharmacy - Cary, NC
Apply NowJob Description
Job DescriptionResponsible for managing our external distribution strategy and performance, leading our national sales channels while developing the three-year strategic growth plans for our Individual Medicare Products. Designs and develops strategic positioning, sales priorities and objectives and collaborating with product leads and local markets to drive sales goals, retain business and defining growth opportunities. Also, responsible for the development of external sales compensation/commission plans, establishing sales incentives and promoting, producing sales conferences, managing Medicare Sales Learning and Performance, process and policy, annual certification training and agent/agency oversight. Responsible for negotiating and obtaining external partner commitments, aggregating membership growth projections and modeling the membership transactions required to achieve membership growth goals for national sales and distribution channels. Develops the Individual Medicare Advantage sales and distribution strategy to support membership growth expectations: derives annual strategic positioning and partner performance metrics to achieve profitable membership growth, and consults with the Medicare Leadership segment and markets' Medicare leadership teams; defines sales priorities and establishes membership objectives by external partner at the product, market, and partner sales channel level. Sales channels include: National Distribution Partners; Strategic; and Employer Group Exchange. Develops, implements, and assures adherence to sales policy and processes. This includes the design and creation of organizational structure to implement strategy; direction for procedures and how to sell; how to lead a successful sales organization, and how to monitor and evaluate success via management of the learning and performance organization. Leads Medicare sales planning requirements, including external partner market-level analysis of competitive products and services. In partnership with the Executive Director Medicare Strategy (market-focused), and the Executive Director of Telesales and Medicare product leadership, develops, integrates and implements comprehensive annual Medicare Advantage and Medicare Part D sales and distribution plans to meet retention and sales targets: formulates sales goals for all national channels in combination with local market strategy (e.g., new sales and membership by channel and within each channel projected contribution by product.); ensures stakeholders' understanding of operation plan and forecast data and measurement. Co-leads external partner alignment with Medicare Marketing annual education and engagement with the markets and cross-functional teams to ensure mutual understanding of our external distribution partners' marketing channel strategies by product (i.e., key targets, geo-specific opportunities, value proposition, acquisition messaging and tactics, provider engagement goals, as well as lead generation performance against sales plan.) Partners with Medicare Advantage, Part D, and Med Supp leadership teams to define and drive achievement of sales objectives. Provides strategic distribution guidance to health plan leadership teams for local market coverage and distribution goals. Coach/SME for product, sales management best practices and oversight, and measurement. Directly partners with Finance, Actuarial, Product, Service Operations, and Stars leadership to sustain direction and dialogue among business owners and stakeholders to manage cross-functional business and regulatory requirements, and projects. Expertise and direct engagement ensures understanding and required knowledge transfer to National Sales Leaders, completeness of information, user-friendly training materials, sales management training and engagement (processes), partner relationship management, enrollment systems capabilities, outstanding customer service, retention, upselling and growth for MA, PDP, Med Supp and Ancillary products. Acts as key interface with: Enrollment, VP Medicare Service Ops, Planning, Finance, Product lead VPs, Legal, Information Technology Vice President, the Broker Services Department (BSD) and Compliance Vice President and Operations Integrity Executive Director (Agent Monitoring, Agent Complaints, CMS Marketing Dos and Don'ts). For the BSD: ensures agent/broker compensation plans for our external partners and filing of rates with CMS; acts as a SME for agent broker compensation (new and renewal commissions and administrative fees; sets expectations with BSD and elevates and advances best practices to ensure success and quality of process oversight, including activities and communications related to agent/broker training, ready to sell requirements including contracting and certification; coordinates with Telesales Executive Director, with MDDB Vice-President, Marketing VP, and with Med Supp Executive Sales Director monthly communications with between partners and BSD. Assures adherence to all sales compliance processes and CMS regulatory requirements. Leads annual development of Partner contracts. Directly leads/manages Sales Executives responsible for relationship management with our National Distribution partners. Leads Strategic Distribution team, National Distribution Sales team, Account Management, Learning and Performance, Sales Support functions, and coordinates Sales Conferences and Events, provides direction and approves Broker Communications, manages Cross and Up Selling function, and leads 3-year strategic national growth activities.Required Qualifications Minimum 12 years of experience in a related field including proven leadership in a sales strategy and sales leader role. Health and Life Insurance License required. Experience with Medicare Advantage, Prescription Drug Plans, and Medicare Supplement and Ancillary products. Experience managing multiple channels (i.e., Telesales, brokers, agents, internal sales, Web, Retail, agencies, etc. Knowledge of CMS Marketing and Sales guidelines and NAIC sales and marketing guidelines.COVID RequirementsCOVID-19 Vaccination RequirementCVS Health requires certain colleagues to be fully vaccinated against COVID-19 (including any booster shots if required), where allowable under the law, unless they are approved for a reasonable accommodation based on disability, medical condition, religious belief, or other legally recognized reasons that prevents them from being vaccinated. You are required to have received at least one COVID-19 shot prior to your first day of employment and to provide proof of your vaccination status or apply for a reasonable accommodation within the first 10 days of your employment. Please note that in some states and roles, you may be required to provide proof of full vaccination or an approved reasonable accommodation before you can begin to actively work.Preferred Qualifications Experience working in a large organization Marketing and financial analysis skills Learning and development skills Ability to travel at a national level Polished public speaker and presenter Negotiation skills Business strategy experienceEducationBachelor degree or equivalent work experienceBusiness OverviewBring your heart to CVS HealthEvery one of us at CVS Health shares a single, clear purpose: Bringing our heart to every moment of your health. This purpose guides our commitment to deliver enhanced human-centric health care for a rapidly changing world. Anchored in our brand - with heart at its center - our purpose sends a personal message that how we deliver our services is just as important as what we deliver.Our Heart At Work Behaviors support this purpose. We want everyone who works at CVS Health to feel empowered by the role they play in transforming our culture and accelerating our ability to innovate and deliver solutions to make health care more personal, convenient and affordable. We strive to promote and sustain a culture of diversity, inclusion and belonging every day. CVS Health is an affirmative action employer, and is an equal opportunity employer, as are the physician-owned businesses for which CVS Health provides management services. We do not discriminate in recruiting, hiring, promotion, or any other personnel action based on race, ethnicity, color, national origin, sex/gender, sexual orientation, gender identity or expression, religion, age, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.
Created: 2024-09-07