Sales Manager/Medicare & Individual Sales (Troy, MI) - Health Alliance Plan

GENERAL SUMMARY:

Responsible for the retention and growth of the Medicare and Marketplace lines of business (both Individual and Group) accounting for more than $400 million in annual revenue. Support membership growth through the development of key relationships and implementation of process improvements for both new sales (group and individual) primarily within the Agent, Agency and FMO channels. Coordinate the development and implementation of specific sales and growth strategies, working across multiple departments and teams, including business development, labor, advertising, client services, underwriting and planning and marketing support. Coordinate the development and implementation of Medicare Advantage sales strategies, compliance activities and oversight of external agents and agencies.

PRINCIPLE DUTIES AND RESPONSIBILITIES:

• Lead team of Lead Medicare/Marketplace Consultants (LMC's) to achieve new business sales targets and implement strategic growth initiatives within the external broker channel.
• Refine and monitor key performance indicators (KPIs) for all LMC's. Identify and escalate any areas of performance that fall outside of expected levels to leadership and senior management. Collaborate with sales team on possible solutions to any performance gaps.
• Maintain sales policies and procedures ensuring that they are updated with new or revised regulations.
• Conduct annual training (or as needed) with all sales agents as required by CMS.
• Conduct continuous reviews / audits on sales agents and agencies.
• Evaluate, and modify as necessary, sales presentations to assure consistent, accurate and compelling messaging and value proposition. Evaluate and provide feedback to sales team on "practice" presentations prior to delivery to selected clients.
• Identify opportunities for sales and product training and work with internal stakeholders to provide necessary training for existing team and develop standardized training process for new employees within the sales department.
• Attend regular and/or critical meetings, events and sales functions with internal and/or external customers to promote HAP Products and Services. Plan and prepare for appropriate promotional materials to be distributed at various functions.
• Be the liaison for the Sales team and communicate effectively to provide expertise, knowledge and recommendations for seamless daily operations. Bring concerns and pending issues to the Director in a timely manner for balanced resolutions.
• Owns day to day FMO relationships and reporting.
• Perform other related duties as assigned.