Accountable for managing a sales territory or strategic plans to achieve sales goals and strategic objectives by cultivating new client relationships and closing sales. Initiates and maintains mutually beneficial business relationships in order to grow membership and drive margin. Implements new sales plans and effective marketing strategies and position the organization competitively. Prospects and qualifies appropriate new business opportunities, gain commitment to do business with KP, establish the right business position, and ensures high quality customer experience. Develops a culture of collaboration and accountability between sales, account management, pricing and other key internal partners. Works with internal partners, specifically care delivery, to aid sales in closing new business. Essential Responsibilities: Define and develop sales opportunities for membership growth.
Develop and execute sales strategy for maximizing member and revenue growth.
Sell the group with right rate, product benefit mix and conditions of offering in compliance with KP policy and procedures and federal and state law.
Complete analysis of sales strategies and communicate lessons learned and future strategies.
Participate in industry related associations and organization activities.
Develop internal relationship with internal KP stakeholders in order to maximize KP resources.
Work collaboratively with channel resources to maximize group sales.
Work collaboratively with Broker Development to put on broker outreach and development programs.
Develop relationship with staff in Account Management and Underwriting to leverage collective skills.
Develop and present finalist presentations, coordinating the various teams and resources.
Identify and qualify small group prospects.
Assess prospects and prioritize best opportunity sales.
Develop a channel plan and report channel profile and performance results to management.
Work collaboratively with account management and other internal/external partners on strategies for targeted prospects and final sales efforts.
Build new broker relationships to increase prospect and sales opportunities.
Ensure timely follow-up on customer/broker issue and concerns.
Attend targeted industry conferences, representing KP regionally within the assigned territory. Reports back to the enterprise key findings, perceptions.
Identify key competitors in the marketplace.
Collect, aggregate, and report competitive developments and trends for organizational strategic planning.
Collaborate with others in KP to develop competitive strategy.
Seek opportunities for improving KP image/visibility in business community.
Effectively present KPs value proposition to brokers.
Communicate advantages of KP and link to customers business and employee benefit needs.
Keep brokers informed on health care industry trends and KP development.
Understand the brokers business and business challenges.
Identify customer needs and recommend appropriate solutions linking KP mission, vision and values, key quality measures, care management initiatives and services initiatives.
Identify and communicate broker needs and expectations to other departments to ensure high quality customer experience.
Ensure accurate use of sales systems.
Prepare account manager to assume responsibility for account.
Ensure accurate enrollment processes.
Review and resolve outstanding broker and customer issues.
With account manager, review administration processes with customer/broker/consultant.
Previous experience creating client presentations using Microsoft Office programs and use of client databases.
Previous experience using effective verbal and written communication skills.
Previous experience in strong interpersonal, presentation, and persuasion skills.
Bachelors degree in marketing, finance, business administration or related degree OR four (4) years of experience in sales, marketing, business development, and/or managing business to business relationships.
Accident and Health Insurance License (in location where applicable) within 3 months of hire
Proficiency in computer and analytic skills.
Proven ability to identify key stakeholder(s), their objectives, and metrics.
Proven ability to adjust language and messages to different stakeholders.
Some knowledge of and experience with employee health benefits.
Proven track record of successful sales dealing with issues and relationship sensitivity.
One (1) year of experience in sales, marketing, business development, and/or managing business to business relationships.
Experience in insurance and KPIC/CST or Small Group products.
Proficiency in regulations related to marketing, benefits, enrollment and other guidelines as governed by regulatory agencies.
COMPANY: KAISERTITLE: Sales Executive/Representative ILOCATION: Honolulu, HawaiiREQNUMBER: 1108340External hires must pass a background check/drug screen. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with Federal, state and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran, or disability status.
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