VP, TPA Sales; HNAS

Company

Highmark Inc.

This job is responsible for developing the sales strategy for the TPA business line in conjunction with the President of HNAS, which is the TPA segment of Highmark. This leader will be accountable for executing upon the strategy by providing leadership and direction to a team of Sales Executives and Client Managers as well as directly selling new business, new solutions, and new services to new and existing accounts.

This role is also responsible for account retention and service to our customers across the Markets that we serve. The individual provides leadership and direction to a team that manages client and broker/consultant relationships & assignments. This individual manages the existing team and hires and trains new sales staff. This role develops and implements strategies and solutions to grow the existing book of business while growing our broker / consultant relationships and exploring new distribution channels.

This leader develops overall targets for sales and/or retention and tracks performance against targets. This high-impact role demands strong leadership, strategic thinking and a proven track record of success in the healthcare payor market.

• Develop and implement sales and/or retention strategies for the entire HNAS footprint, including but not limited to PA, DE, WV, NY and CA.

• Lead the strategic planning sales efforts for the market, including product, vendors, capabilities, distribution channels, technology, enrollment, and sales administration and retention.

• Develop the overall membership and revenue targets within market, communicates targets to executive leadership, staff, and measures and reward outcomes.

• Ensure the sales and marketing success of the TPA business, including profitability, sustainability, competitiveness and viability.

• Establish and monitor the sales revenue and retention of TPA business.

• Develop and execute strategic sales plans, managing a team of executives and client managers while directly closing new business and expanding existing accounts.

• Provide strategic leadership to the Sales, Account Management and Client Service team as applicable, including determining team and department structure and incentives required to meet goals, ensuring accountability for performance and results, as well as coaching and developing staff to meet contract, membership and revenue goals.

• Establish and maintain strategic relationships with critical internal and external stakeholders, such as brokers, consultants, key client contacts, regional and state public officials, product leaders within diversified businesses, executives, divisional leaders, other market leaders, etc.

• Partner with and influence internal leadership teams to ensure alignment and deliver products, processes, services, and technologies in support of the overall Organization strategy as well as the market sales and retention strategy.

• Other duties as assigned or requested.

• Bachelor’s Degree

• 5-7 years of health insurance industry experience

• 5 years of sales leadership experience

• State specific Producer License Life, Accident & Health are required or obtained within 45 days of hire

• None

• Master’s Degree in Business Administration

• Highmark or BCBS Experience

• Strong relationships with key external stakeholders (brokers/Consultants) in PA, DE, WV, NY and/or CA market

• Experience Selling to large Self-funded Customer

• Marketing experience

• Proficiency in financial forecasting and industry trends

• Knowledge of core health insurance (ASO) and ancillary products

• Critical thinking and complex problem solving

• Persuasion and negotiation

• Excellent communication skills

• Robust network & relationship skills

None

0% - 25%

Position Type

Office-based

Teaches / trains others regularly

Occasionally

Travel regularly from the office to various work sites or from site-to-site

Rarely

Works primarily out-of-the office selling products/services (sales employees)

Never

Physical work site required

Yes

Lifting: up to 10 pounds

Constantly

Lifting: 10 to 25 pounds

Occasion…