Director, Enterprise Sales Strategy and Business Development

Director Of Enterprise Sales Strategy And Business Development

Join PacificSource and help our members access quality, affordable care!

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.

Working directly with the Executive Vice President and Chief Sales and Marketing leader, the Director of Enterprise Sales Strategy and Business Development will be responsible for developing and executing comprehensive sales strategies while optimizing centralized sales operations. This role will bring a singular view to market development plans, product and IT needs, to drive growth and expand market success. The Director will lead and manage sales growth with the top 10-20 national agencies that have clients within PacificSource's core footprint. This role requires a visionary leader with a deep understanding of market dynamics, an understanding of how sales in healthcare works, can comprehend how competitive landscapes are evolving, and develop what go-to-market solutions are needed to meet customer needs.

Essential Responsibilities:

• Develop and implement comprehensive sales strategies that align with the company's overall business goals and objectives.
• Lead Enterprise Distribution Strategy, collaborate with key stakeholders, implement, and continually re-evaluate based on organization or market changes. Propose plans for leveraging organizational resources in order to capitalize on growth opportunities, and track performance.
• Lead the development of the Enterprise Sales Compensation Strategy for both internal and external stakeholders. Estimate business impact of strategic initiatives and prepare reports and recommendations for senior leadership team.
• Strengthen both local and national partnerships by leading PacifiSource's efforts to create a cohesive, enterprise-level approach that aligns and integrates with current state-specific relationships by leveraging centralized systems and strategic agency management to enhance collaboration, capitalize on multi-state agency opportunities, and adapt to industry changes.
• Lead market research on key national agencies that align with our service areas. Segment agencies on identified opportunities based on industry, size, revenue potential and strategic fit. Utilize and set SMART goals at the Enterprise level based on national agency, including alignment with state specific goal setting. Work towards achievement of annual production targets for assigned national, cross-state brokerages.
• Foster leadership relationships with key decision makers within the identified national agencies.
• Collect and analyze information that evaluates the organization's performance, strengths and weaknesses, and competitive landscape in order to identify new growth opportunities.
• Perform Intake for strategic initiatives across the PacificSource Enterprise that may affect Sales and Marketing (SAM).
• Analyze market trends, competitive landscape, and customer needs to identify growth opportunities.
• Work with cross-functional teams to develop a CRM system that includes workflows and automation capabilities to streamline Sales and Marketing processes. Additionally, will work with Finance, IT, and other parts of the Enterprise to prioritize the work.
• Manage the development and execution of training programs to enhance the sales team's skills and capabilities across all Lines of Business.
• Collaborate with other Enterprise teams, including marketing, market presidents, state directors, vice presidents of commercial and Medicare programs, underwriting, operations and customer service, to ensure cohesive and effective sales operations efforts.
• Utilize data-driven insights to make informed decisions and optimize sales processes and market development.
• Develop and maintain strong relationship with key clients, partners, and stakeholders, including oversight in national agencies.
• Prepare and present regular reports to Executive Management Group on sales performance, market trends, and strategic initiatives.
• 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.
• 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 10 years of experience in sales, with a proven track record of driving growth goals.

Education, Certificates, Licenses: Bachelor's degree in business, Marketing, or a related field required.

Knowledge: Strong strategic thinking and analytical skills, with the ability to translate market insights into actional strategies. Excellent leadership and team management abilities, with a focus on motivating and developing talent. Exceptional communication and interpersonal skills, with the ability to build and maintain relationships at all levels. Proficiency in CRM Software and other sales tools. Results-oriented mindset with a strong focus on achieving targets and delivering value to clients. Ability to thrive in a fast-paced, dynamic environment and adapt to changing market conditions.

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 40-50% of the time.

Skills:

Accountable leadership, Business & financial acumen, Empowerment, Influential Communications, Situational Leadership, Strategic Planning

Compensation Disclaimer

The wage range provided reflects the full range for this position. The maximum amount listed represents the highest possible salary for the role and should not be interpreted as a typical starting wage. Actual compensation will be determined based on factors such as qualifications, experience, education, and internal equity. Please note that the stated range is for informational purposes only and does not constitute a guarantee of any specific salary within that range.

Base Range:

$108,468.62 - $184,396.64

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.