Director Sales Product -Employer Group

Profile

Description

As the Director, Sales Product -Employer Group you will be responsible for defining and executing upon the sales product strategy & enablement plans across specific local markets and lines of business. With a focus to meet/exceed the organization Group sales growth targets, this role will collaborate directly and work in close partnership with the Group Sales teams and Local Market Sales leadership as well as with our clients, partners, and

prospects to plan for and enable the portfolio of Group Product solutions.

As a leader in the Product organization, you will partner with Regional Sales Leadership, local sales teams and agents/brokers to understand market needs, relevant trends and identify product gaps and opportunities. You will consult

with sales team members and stakeholders to match current and future group products and capabilities with client and

prospect needs throughout the sales cycle. The ideal candidate has significant experience in working with sales, providing ongoing consultative support and has a strong desire to win & grow sales.

Working closely with the Product Marketing, Product Management and other key Product Stakeholders, you will drive the product market positioning to win, resulting in the ongoing adoption of core & consumer health products across our group client base. You will advocate for and incorporate client, agent/broker distribution channel and market feedback opportunities into the development of strategic, high-performing transformational products with an opportunity to lead, influence and develop key stakeholders and the future product roadmap(s).

This role requires an in-depth understanding of how the organization capabilities and future product roadmaps interrelate

across the Group, Military & Specialty Segment and with the Enterprise Clinical Operating Model. This position is full-time with preference of being based onsite or virtual in a geographic situated to support our North & North Central Sales Markets & Teams, but flexible for the right candidate, as market based presence and travel is required. If you thrive in a fast-paced environment and are known for your collaborative partnership approach, planning & execution skills and have a strong desire to influence, win and grow across market(s) we can't wait to meet you.

Responsibilities

The Director, Sales Product -Employer Group drives sales and partner effectiveness as a consultative field-focused partner and liaison between Humana Group Sales, Group Product & Partnership and with key Humana Stakeholders through the following ways:

Field Sales


Partners with the sales team and represents our products externally with agents, clients/prospects and at industry events for business development opportunities.
Attends & actively participates in Local Market operating plan meetings as the accountable voice of Group Product to support market new business and retention strategies.
Leads market group product pipeline calls with sales, partners and program leadership. Manages the activity log to develop to ensure the pipeline is sufficient to hitting local market membership goals
Messages and brings to life our product & market value proposition and available support tools.
Develop and document product specific strategies in partnership with sales on specific opportunities and RFI/RFP responses as needed.


Group Product & Partnerships


Advocates as the voice of sales Group Product team sessions, product partnership development calls, key stakeholder meetings, and internal go-to-market planning.
Seeks & provides ongoing sales and market feedback into the product develop pipeline while advocating for the needs of sales in the segments and local markets.
Owns the continuous feedback loop between go-to-market touchpoints, such that employer and broker insights are accounted for in our current product offerings, future product development, roadmap planning and ongoing operations & capability enhancements.
Works closely with the Product Marketing & Content teams to drive and support comprehensive multi-faceted marketing and sales enablement plans which includes campaigns, collateral, internal & external trainings, hosted events, that represents Humana as an industry leader and subject matter expert.
Partners with Product Management & Innovation to explore test & learn market opportunities for ASO, Level Funded Premium and Fully-Insured customer pilots Enable & execute market-level product launches which may include strategic sales positioning, in-market broker and sales training sessions, product demos, real-time & continuous feedback on future experience
Owns the learning agenda; collects market insights and competitive intelligence to feed into future product development needs from sales, agents/brokers, thought leadership centers and through a commitment to ongoing industry research.


Key Stakeholders


Collaborate closely across key business leaders and stakeholders within the sales process to ensure awareness of our group products & sales priorities, new product launches, market messaging & value propositions and to plan for product adoption & experience
Partner with the Product Enablement E2E Experience & Insights Team to provide feedback to ensure group product efficiency and for positive experiences for our members, clients/agents and Humana stakeholders within our Group Product portfolio.


Required Qualifications


Bachelor's degree in Business, Healthcare Administration or other related fields;
8 years in client management, consultative solution selling, or product & partnership management with a strong understanding and focus on the external markets in which we operate & sell products, commercial group needs and the understanding of ASO and insured funding solutions.
5 years of experience in the support of developing, executing and or the selling of transformational clinical or health care products.
A commitment to a collaboration, rooted in communication and deep partnership with sales teams, product teams and across key sales stakeholders. Self-assured yet exemplifies servant leadership and approaches opportunities and challenges with a collaborative leadership style.
Proven record in effectively positioning to sell group products and capabilities, build support & insights across the product roadmap by bringing our group product strategy and our value proposition to life.
Experience and knowledge of core medical and specialty product solutions and capabilities; understand the value of digital and consumer oriented health products with the consumer experience at the forefront.
Highly engaged, competitive and execution oriented - driven to achieve excellence and differentiated results through local partnership with our sales team to meet and exceed group membership growth targets.
Ability to adapt quickly and juggle multiple competing priorities in a fast paced environment.
Strong verbal and written communication skills with the ability to comfortably and effectively communicate with a variety of internal & external business leaders which include clients, agents/brokers, management and business executives.
Both qualitative & quantitative analysis experience, with the proven ability for trend identification, actionable insights development and incorporation into business & local market planning


Preferred Qualifications


Master's Degree


Scheduled Weekly Hours

40

Company info

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