Director, Sales (OH, KY, SC, NY, CT)

Job Description

JOB DESCRIPTION Job Summary
Leads and directs team responsible for Molina sales and distribution activities. Responsible for increasing membership through direct sales and marketing of Molina products within approved market areas to achieve revenue, profitability and retention goals. Ensures adherence to ethical sales practices, compliance with Centers for Medicare and Medicaid Services (CMS), and other regulatory requirements.

Essential Job Duties

• Coordinates the development, implementation and production of the annual marketing strategy and objectives for Molina products; responsible for supporting the development and implementation of the sales and marketing plan with the goal of retaining existing members and growing membership profitably.
• Serves as the primary contact for the channel's distribution of assigned Molina products and resolution of operational issues; collaborates directly with channel management staff, other function departments and state leadership to drive the growth of Molina's membership.
• Achieves assigned retention and membership enrollment goals.
• Supports staff in the development and enhancement of relationships with local market leaders who influence Molina's reputation and the purchasing decisions of target populations.
• Supports the creation and review of scorecards used to evaluate sales and compliance results; demonstrates visibility with key personnel in each state to ensure alignment to organizational objectives, key priorities, successes, challenges, and goals.
• Demonstrates understanding of CMS and state compliance requirements and holds leaders and agents to the same standards.
• Attends high-impact community or sales events as required to promote the Molina products and by extension, the organization's brand.
• Oversees development of market and competitor analysis.
• Assists leadership in the design and implementation of standard operating procedures (SOPs) and policies for the sales organization; provides the day-to-day leadership necessary to ensure success in assigned markets.
• Collaborates cross-functionally to facilitate the development of successful and compliant lead generation, appointment scheduling, event management, territory development, enrollment, and retention processes.
• Collaborates with field sales, operations and enrollment growth teams to leverage existing and new community-based organization (CBO)/facility-based organization (FBO) relationships.
• Functions as the first review and feedback point for assigned team for all responses to allegations or complaint tracking modules (CTMs) arising from the broker channel, and collaborates with compliance and sales operations to quickly and appropriately complete the process.
• Collaborates closely with leadership to develop and implement sales strategies and best practices; meets and communicates extensively with other units at the corporate and state plan level to ensure policies, programs and strategies achieve the state's membership targets.
• Develops, implements, improves, and maintains marketing operations for applicable Molina products.
• Directs and analyzes market research activities for applicable Molina products.
• Oversees production of sales and marketing productivity reporting for applicable Molina products.
• Develops and analyzes marketing efficacy reporting for applicable Molina products.
• Maintains and implements the internal sales and broker commission monitoring, payment and reporting process.
• Maintains and improves the sales expense reporting review process.
• Maintains and improves the sales and marketing budget reporting process.
• Maintains and improves the Centers for Medicare and Medicaid Services (CMS) materials submission process.
• Oversees production of marketing materials for all Molina products.
• Supports leadership with growth initiatives as needed.
• Collaborates with and supports internal business units in a matrix relationship (e.g. telesales, marketing, provider network, operations, compliance, finance, pharmacy, information technology (IT), etc.) to ensure the successful development and implementation of the annual marketing plan.
• Ensures regulatory compliance and may be responsible for interfacing with CMS and other regulatory agencies on matters concerning marketing.
• Travels within assigned sales territories.
• Hires, trains, manages and evaluates team member performance - provides clear direction/expectations, coaching, development, and recognition; ensures ongoing appropriate staff training, holds regular team meetings, and drives communication and collaboration.

Required Qualifications

• At least 8 years of experience with Medicare, Medicaid, Marketplace, and/or other health insurance-related sales, or equivalent combination of relevant education and experience.
• At least 3 years of management/leadership experience.
• Active and unrestricted Life & Health insurance license.
• Must have reliable transportation for travel throughout assigned sales territories.
• Strategic planning experience, and experience dealing with issues of high level complexity.
• Strategic thinker capable of developing long-term and best-in-class distribution relationships.
• Advanced knowledge of Medicare, Marketplace and Medicaid product lines.
• Advanced knowledge of CMS/state regulations.
• Experience meeting/exceeding sales targets.
• Knowledge/understanding of market dynamics.
• Reporting and analysis experience/skills.
• Excellent customer service/sales/negotiation skills.
• Strong leadership and people development skills.
• Financial acumen and performance measurement experience.
• Multi-tasking and organizational skills.
• Strong presentation and public speaking skills.
• Project management skills/experience.
• Ability to build strong working relationships, and influence internal and external partners.
• Excellent verbal and written communication skills.
• Microsoft Office suite and applicable software programs proficiency.

Preferred Qualifications

• Experience managing large sales team(s) in multiple territories and/or states.

To all current Molina employees: If you are interested in applying for this position, please apply through the Internal Job Board.

Molina Healthcare offers a competitive benefits and compensation package. Molina Healthcare is an Equal Opportunity Employer (EOE) M/F/D/V