Sales Director- Medicare and Retirement, San Bernardino county - Full-time / Part-time

Great sales are the result of strong purpose, conviction and pride - pride in your ability and your product. UnitedHealth Group offers a portfolio of products that are greatly improving the life of others. Bring along your passion and do your life's best work.(sm)

Scope: for Field Sales leadership, directly and indirectly oversees multiple distribution channels and  staff

Primary Accountabilities

Accountable for meeting/exceeding business targets for market:   Ensures membership goals are met primarily through the acquisition of new members but also through effectively and efficiently managing sales-related member migration/retention programs in a market.  Manages acquisition cost, investments and spend by appropriately allocating and managing fixed and variable costs associated with staff, marketing, community programs, etc.  Operates within FTE, Marketing, P&L and other business budgets.

Develop and execute sales business plan for a single market:  Proactively develops and execute strategic, comprehensive sales business plan for market that will be used to achieve/exceed sales goal; revises plans and strategies as dictated by market changes, sales results and other factors.  Monitor sales results, trends and key performance indicators (KPI's) and holds themselves and others accountable for achieving targets.  Sales business plan for assigned market should include but not be limited to the following:
Channel Mix:  Translates global membership goals into channel goals to meet/exceed sales goal while effectively managing sales acquisition costs.
Lead Management:  Define lead flow strategy to ensure leads are distributed in a way that supports the channel mix strategy.
Selling strategies – sales meetings, retail, etc.:  Understand the demographics of the marketplace and translate into local- tactical activities to generate leads and appropriately position products resulting in sales.
Marketing plan in partnership with field and corporate marketing:  Influence advertising/marketing spend and activities via centralize marketing organization.  Identify and communicate market opportunities.  Provide critical feedback to the director of marketing and RSD regarding changing market dynamics. 
Competitive positioning and market intelligence:  Monitor/Anticipate competitive trends and proactively position products and value proposition to remain competitive both within in the annual business planning process as well as making adjustments throughout the year as appropriate.  Assists in uncovering market niches and actively pursues growth opportunities.  Provide sales representation during benefit planning.
Consumer engagement strategy, tool definition:  Determine the selling approach for the market (i.e. community meetings, telesales to sell if possible, etc.).  
Build UnitedHealthcare Medicare & Retirement brand and community relationships in assigned market(s):  Develop relationships with Providers, Regulators, Sr. Organizations, etc. Understand the strengths and weaknesses of each organization and how it impacts the marketplace. Develop business plans with key community centers of influence.  

Effectively manage direct and indirect sales resources:  Ensure identification and acquisition of resources as needed to execute approved sales business plan.
Build and focus sales talent: Recruit/select the right people. Maintain pipeline of qualified candidates to fill staffing needs.  Provide a structured on-boarding. Inform and engage staff through regular two- way communication and feedback. Organize and lead the efforts of staff to achieve effective and efficient coordination within market. 
Coach & manage performance:  Coach/Develop staff to achieve desired quantitative and qualitative performance standards.  Use data and insights to coach for optimal performance.   Conduct one on one meetings to review sales results/activities and provide feedback/coaching on opportunities for growth/improvement.
Effectively manage relationships:  Cultivate and maintain effective, productive working relationships. 

Ensure Compliance: Ensure staff adheres to selling guidelines associated with Medicare regulations, partner expectations and company policies and procedures.

Qualifications:
Critical thinking, planning, and organization.
Ability to develop analytics to support strategies and plan
Technology skills
Strong communication skills written and verbal – negotiation and influence skills to develop and maintain relationships in a matrix environment
Ability to represent the organization – public speaking and broad understanding of the UHG organization
Proven track record of execution
Able to quickly respond to market conditions
Ethics and experience in a structured/regulated sales organization
Ability to work in a fast-paced environment – versatile and flexible
Self motivated
Financial acumen and objectivity to do what's right for the business
Creative and innovative
Ability to develop a maintain a sales culture

Minimum Qualifications
Bachelor's degree or equivalent work experience.
5 + years sales/business development experience in a direct to consumer/retail environment with demonstrated ability to consistently achieve assigned sales/growth target is required
5+ years experience managing agents or sales representatives is required

Ability to travel 70% of the time across assigned market(s) or as required.

Health and Life Insurance license must be obtained and maintained as required by state law.

Preferred Qualifications

 Preferred experience in managing sales management staff.
Experience in /Knowledge of the insurance or related field, preferably managed care and/or Medicare.
Experience in and/or managing sales agents, leads, marketing resources, etc.  across multiple channels (employed, independent/captive, brokers, telesales)
Knowledge of CMS regulations and standards.
 

Success Factors / Competencies
Operational Competence - Engages his/her organization in translating strategies into actionable targets and plans (by channel, market and job), predictably delivers results and/or quickly identifies risks/barriers and implements contingency plans.
Management Competence – Ensures market is appropriately resourced at all times to meet assigned sales business objectives.  Demonstrates a “passion” for teaching and developing staff.  Known for creating and deploying talent.
Relationship Competence – Effectively engages, aligns and influences parties and organizations on which s/he is dependent but over which s/he does not have direct authority (e.g.; Telesales, Marketing, Brokers, ICAs, Member Service/Retention).  Operates with integrity at all times.

Careers at UnitedHealthcare Medicare & Retirement.

The Boomer generation is the fastest growing market segment in health care. And we are the largest business in the nation dedicated to serving their unique health and well-being needs. Up for the challenge of a lifetime? Join a team of the best and the brightest to find bold new ways to proactively improve the health and quality of life of these 9 million customers. You'll find a wealth of dynamic opportunities to grow and develop as we work together to heal and strengthen our health care system. Ready? It's time to do your life's best work.SM

Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status.




UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment. In addition, employees in certain positions are subject to random drug testing.