GENERAL SUMMARY:

Responsible for the retention and growth of the Medicare line of business (both Individual and Group) accounting for more than $400 million in annual revenue. Support membership growth through the development and implementation of process improvements for both new sales (group and individual) and the employer group renewal process. 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 for both internal and external agents and agencies.

PRINCIPLE DUTIES AND RESPONSIBILITIES:

• Refine and monitor key performance indicators (KPIs) for the Auto Accounts Unit. Identify and escalate any areas of performance that fall outside of expected levels to sales leadership and senior management. Collaborate with sales team on possible solutions to any performance gaps.
• Maintain sales policies and procedures insuring 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.
• Develop, maintain an up to date calendar of events for all agents and insuring that the appropriate notification is filed with regulatory agencies.
• Collaborate with account executives; sales leadership and planning and marketing support to assure that Request for Proposal (RFP) responses are accurate, complete, timely and compelling to the employer group, consultants and agents.
• 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 sales leadership and organizational development to provide necessary training for existing team and develop standardized training process for new employees within the sales and marketing 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.
• Conduct in person sales meetings with both individual agents and agencies within assigned territory.
• 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.