Director - Individual Medicare Sales

Department Summary 

This role drives performance and is responsible for meeting sales targets for individual Medicare Plus Blue PPO, BCN Advantage HMO, BCN Advantage HMO-POS, Blue Cross Medicare Supplement, and Prescription Blue PDP plans.

The individual Medicare Sales team leads both growth and retention across all Medicare products. We oversee field sales, telesales, and partner distribution, while driving strategies for member conversion from commercial to Medicare coverage. Our team works closely with full-risk provider groups and cross-functional partners to meet enterprise goals and deliver strong results for the members and communities we serve.

Responsible for planning, directing and developing sales distribution strategies to effectively sell individual Senior Health Services products via direct, online and agency distribution models, which includes managing both company representatives and agents in execution of agreed upon goals and objectives.

• Provide strategic vision for compliant sales and retention optimization. This will include meeting appropriate sales goals and managing effective relationships with external partners.  
• Serve an essential role as part of the Individual Medicare Sales leadership team. Provide guidance and feedback to the Managing Director of Individual Medicare Marketing and Growth Strategy on critical issues of growth, compliance, and operations.
• Oversee operational issues while minimizing agent abrasion while coordinating with key internal partners, including (but not limited to) agent administration, compliance / oversight, and customer service.
• Lead integration with call center / field sales along with supporting strategic initiatives (Group to individual, Individual to individual, and provider marketing).  
• Meet or exceed established service level agreements with established partners.
• Assure proper staffing for internal call center(s), apply forecasting and goal setting.
• Conduct/oversee site visits of vendors and partners as needed or required.
• Provide vision, leadership, planning, project coordination and management for the development of a cost-effective department while concurrently facilitating efficient operations to meet current and future business needs within the organization.
• Represent company in community and industry, programs, and conferences.
• Participate in the development of programs as a strategic partner that supports the company plan.
• Participate in development of annual departmental budget, monitor budget, and identify budget discrepancies.  Research cause and make recommendations.
• Responsibility for balancing workload to optimize the effectiveness of the department.

QUALIFICATIONS

• Bachelor's Degree in related field required, Master's Degree in related field preferred.
• 7 to 10 years of experience in management of sales and/or marketing functions.
• Working knowledge of Salesforce preferred.
• Valid Michigan Accident and Health Insurance License required.
• Valid and unrestricted driver's license is required.
• Excellent leadership, analytical, organizational, verbal and written communication skills.
• Experience managing both direct sales and field distribution models.
• Experience in marketing or communications.
• Experience in the training and development of direct and agency sales professionals.
• Experience as a thought leader with the ability to find effective and efficient ways to achieve objectives in a lean, competitive, and rapidly changing business.
• Experience working with a customer relationship management tool.
• Extensive experience in leading creation of compelling value propositions and key messages to appropriate market segments.
• Ability to work effectively in a team environment.

PAY RANGE: Actual compensation decision relies on the consideration of internal equity, candidate's skills and professional experience, geographic location, market, and other potential factors. It is not standard practice for an offer to be at or near the top of the range, and therefore a reasonable estimate for this role is between $123,300 and $206,600.

EEO Statement: All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, sex, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability.

Candidates are hired on an "at will" basis. Nothing herein is intended to create a contract.

Salary : $123,300 - $206,600