VP, Marketing, Sales and Business Development - MAS

Company: Kaiser Permanente
Location: Rockville
Posted on: February 25, 2021

Job Description:

Important Update: In response to the COVID-19 pandemic, Kaiser Permanente is moving to a virtual recruitment process including telephone and video interviews to help ensure the health and safety of our employees, candidates, and communities. Also, some hiring activities may be delayed or suspended in certain geographic areas and job categories. For more information on Kaiser Permanente's response to COVID-19, visit our Resource Center . Continually focused on advancement and improvement, our innovative sales and marketing professionals anticipate and respond to the ever-changing demands of our customers, members, regulators, and the marketplace. VP, Marketing, Sales and Business Development - MAS Location: Rockville, MD Job Number: 937548 Date posted: 02/09/2021 Submit Interest Description: Job Summary:

The VP - Marketing, Sales and Business Development is a key member of the regions executive team, providing leadership in the development and execution of market and business strategies that deliver predictable and sustainable growth in membership, revenue and margin. The VP is expected to lead the positioning of Kaiser Permanentes integrated health care delivery system as the leader in the regional marketplace. This VP position requires high-level collaboration and influencing skills to achieve high performance in a large complex multi-regional enterprise. In addition to driving membership, revenue and margin growth in the Mid-Atlantic States region, the VP is expected to participate in and provide leadership in MSSA enterprise forums and workgroups that drive improvement in our enterprise capabilities and performance as One KP. Highlights of the role include:

• The VP is a key member of the Mid-Atlantic States regional leadership team which is responsible for the overall direction and performance of the region. The VP is accountable for ensuring the development and execution of membership, revenue growth and market presence strategies for all lines of business, including Medicaid and Medicare.
  
• The VP works across the region and KP program to create awareness and understanding of market facing trends and opportunities. Ensures that sales, account management, and go to market strategies are integrated with health plan and delivery system strategies to optimize performance - growth, positioning and profitability.
  
• The VP leads in the positioning of KP as the recognized market leading health system in the Mid-Atlantic States in delivering the highest quality, lowest cost and differentiated customer and member experience.
  
• The VP is expected to have a deep understanding of the regional market, its competitors, and continuously anticipate future trends so that the organization is poised to seize/create new growth and business opportunities.
  
• The VP plays a key role in KP program-wide forums and workgroups to help influence the development and execution of market leading program-wide and region account management, sales, pricing, marketing, and service capabilities.
  
• The VP will have a demonstrated track record of growing in competitive marketplaces and success creating new market opportunities.
  
  
  The successful candidate will likely have experience and understanding in business-to-business account management, sales and distribution, but also direct to consumer sales and marketing approaches.
  
  
  
  Essential Responsibilities:
  
  

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• The MSBD VP is a key leader in the Marketing, Sales, Service and Administration (MSSA) organization. The MSSA organization is accountable for taking Kaiser Permanentes integrated health care program into the health insurance market to compete for members with other health insurance companies. The MSSA organization encompasses both region and enterprise activities in a highly matrixed organizational structure.
  
• As Kaiser Permanente has built considerable momentum in recent years in substantially improving our value as an integrated delivery system, we continue to improve the impact of the MSSA organization in terms of our competitive position, growth, service and performance in the health insurance marketplace. The MSBD VP serves a critical role in working with region and region resources to define region membership targets and strategic market plans. The MSBD VP drives execution to achieve the targets again by drawing on program leadership and resources while building and leading region teams. Additionally, the MSBD VP leads the region in the development of multi-year strategic plans for participation in Medicaid and Medicare throughout Maryland, Virginia and the District of Columbia.
  
  
  Principal Responsibilities:
  
  
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  • Represents Kaiser Permanente as a senior executive to develop and maintain key customer, broker and consultant relationships, with a focus on getting KP access to c-suite decision makers.
    
  • Develops sales, account management and market strategies that reflect the future of the business (ability to integrate actuarial, delivery system performance, internal capabilities).
    
  • Leads development of sales and marketing messages that differentiates the value of KP in terms of the value to the customer (how do we solve their problem, fill an unmet need, a want for a unique experience, etc.)
    
  • Leads in the development and implementation of strategy for Kaiser Permanentes Medicare and Medicaid lines of business (and for those individuals dually eligible) in the Mid-Atlantic to achieve membership growth, targeted financial results, and quality outcomes
    
  • Ensures integration and coordination of Medicare, Medicaid, charitable health coverage and exchange lines of business
    
  • Optimizes the deployment of resources and prioritize strategies focused on achieving the greatest business results.
    
  • Leads a disciplined, high performing, market-focused team. Manages account management, sales, underwriting, and distribution activities, using key performance indicators (leading, concurrent and lagging) to ensure clarity of accountabilities and urgent response to the unexpected. Relentless focus on results.
    
  • With program product leadership, develops products that position Kaiser Permanentes value as an integrated delivery system, delivers differentiated value and addresses the current and future needs of the purchaser.
    
  • Develops (or ensures) sales training programs to ensure sales, account management and underwriting teams are equipped to effectively position Kaiser Permanente with its unique value proposition, close the sale, prospect new opportunities, and reinforce a high performance culture.
    
  • Directs the support (or influences, participates with the program) of investments in sales force effectiveness and leads the functions necessary for regional sales force performance
    
  • Manages sales and account management forecasting, planning and budgeting processes (integrated with regional strategic plan) with a high level of quality, accuracy and consistency.
    
  • Optimizes the use of region and program resources and services to achieve regional growth and performance goals to outperform the market.
    
  • Prioritizes/influences investment in customer focused enabling technology, and works closely with health plan service administration team to meet customer service expectations.
    
    Basic Qualifications:
    
    Experience
    
    
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    • Minimum of ten (10)--years of broad experience which demonstrates likelihood for success in a market-facing general management role including several of the following areas: sales leadership, growth from existing customers, new business development, marketing, strategic planning, sales management, pricing, strategy development, communications, and health care operations.
      
      
      Education
      
      
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      • Bachelor's--degree or four (4) years of experience in a directly related field.
        
      • High School diploma or General Education Development (GED) required.
        
        
        License, Certification, Registration
        
        
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        • N/A
          
          
          Additional Requirements:
          
          
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          • Deep understanding of the health care industry, dynamics and managed care environment. A strong market focus is essential.
            
          • History building and developing high performing teams. Proven track record in recruiting, leading and managing a large staff of professionals.
            
          • Experience with influence leadership to pull resources from within a region and from other enterprise areas to support success.
            
          • Experience in successful application of creative and analytical problem solving skills.
            
          • Market focused and results driven
            
          • Proven track record in sales growth operating in highly competitive market - success in deploying techniques to disrupt current market approaches
            
          • Demonstrated appreciation for and interest in the value of integrated care delivery and positioning this value in the insurance market.
            
          • Understanding of Medicaid and Medicare programs
            
          • Demonstrated ability to develop line of business strategies and execution plans.
            
          • Experience with a variety of sales and account management methods, distribution and partnership models (business to business, direct to consumer, retail, service, 3rd party distribution, etc.)
            
          • Ability to build and maintain collaborative internal relationships (performance based) in a large complex (matrixed) environment
            
          • Exceptional written and oral communication skills - inspiring, professional, and credible
            
          • Understanding of underwriting and pricing principles and processes
            
          • Knowledge of health plan administrative and insurance processes
            
          • Basic understanding of public policy, provider network operations, information technology, and delivery system operations
            
          • Proven trusted leader
            
          • Trust, ethics and professionalism which align with Kaiser Permanentes Principles of Responsibility
            
          • Ability to travel for events and meetings approximately 25% of the time.
            
            
            Preferred Qualifications:
            
            
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            • Graduate degree or executive graduate work in business preferred.
              
            • Experience in care delivery a plus.
              
              Primary Location: Maryland,Rockville,Rockville Regional Offices Scheduled Weekly Hours: 40 Shift: Day Workdays: Mon-Fri Working Hours Start: 08:00 AM Working Hours End: 05:00 PM Job Schedule: Full-time Job Type: Standard Employee Status: Regular Employee Group/Union Affiliation: NUE Executives-NUE-Non Union Employee Job Level: Individual Contributor Job Category: Sales and Marketing Department: Po/Ho Corp - Rgnl Clrng-Mid-Atlantic Hp - 0308 Travel: Yes, 10 % of the Time Kaiser Permanente is an equal opportunity employer committed to a diverse and inclusive workforce. Applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), age, sexual orientation, national origin, marital status, parental status, ancestry, disability, gender identity, veteran status, genetic information, other distinguishing characteristics of diversity and inclusion, or any other protected status.
              
              External 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 and state laws, as well as applicable local ordinances, including but not limited to the San Francisco and Los Angeles Fair Chance Ordinances.
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