Director - Regional Sales Public Sector & Hospital Mkt

With more than 7,000 employees, we are the largest health insurance company in Michigan. We offer an exciting work environment with a diverse group of employees. Our goal is to make health insurance easier for our members. We want to transform the industry and become a resource that people can trust.

Detroit, MI

Blue Cross Blue Shield of Michigan

When you think of <a href="https://www.bcbsm.com/" target="_blank" rel="noopener noreferrer">Blue Cross Blue Shield of Michigan</a> for health insurance, you can know you&rsquo;re getting much more. We're a company founded on a tradition of affordable, quality health care for everyone, improving the present and investing in the future.&nbsp;<br /><br />We offer:<br />Plans for employers and individuals that meet today&rsquo;s needs, budgets and lifestyle<br />The largest network of doctors and hospitals in the state<br />Lower health care costs Higher quality health care<br />Grants and programs that promote better health throughout Michigan<br /><strong><br />Mission:&nbsp;</strong>We commit to being our members&rsquo; trusted partner by providing affordable, innovative products that improve their care and health.<br /><br /><a href="http://www.bcbsm.com/index/about-us/our-company.html" target="_blank" rel="noopener noreferrer"><strong>Click here</strong></a> to learn more about our commitment to our Social Mission, view company updates and reviews, and view our awards &amp; accolades.<br /><br />For Application Timeline &amp; Selection Process:&nbsp;<a href="https://s3.amazonaws.com/data.vizirecruiter.com/Images/BCBSMCareers+-+Quick+Reference+Guide.pdf" target="_blank" rel="noopener noreferrer">Click Here</a>. Learn more about your options as an external candidate. <a href="https://ejko.fa.us2.oraclecloud.com/hcmUI/CandidateExperience/en/sites/CX_3/requisitions" target="_blank" title="BCBSM" rel="noopener noreferrer">Click here</a> to view open positions. http://www.bcbsm.com

keywords: summary,job description,teamwork,quality assurance,consulting,sales,planning,analysis,support,goals,experience,education,license,skills,proficiency,travel,knowledge

Director

Competitive Total Compensation Package

Overview: Leads sales, account management, and market strategy for the Public Sector &amp; Hospitals Market, with accountability for membership growth, retention, customer relationships, and long-term account performance across public sector, healthcare, government, education, and related employer groups. Partners across sales, service, product, finance, underwriting, and marketing to deliver growth, retention, customer experience, and financial objectives for BCBSM and BCN product lines while ensuring customer and market needs are reflected in enterprise decision-making.<br /><br />Direct the sales and service activities of the assigned area to meet the membership, retention and service goals for all product lines of BCBSM and BCN. Accountable to ensure that customer needs of price, product, promotion and service are identified, communicated and responded to. Responsible for support by providing marketing intelligence data, marketing analysis and membership reporting to develop forecasts, goals and strategies that support well informed marketing decisions.&nbsp;
Responsibilities: <ul> <li>Ensure that the necessary sales and marketing activities support corporate and divisional goals related to membership, market share and customer satisfaction.&nbsp;</li> <li>Responsible to meet P&amp;L (profit &amp; loss) objectives for Public Sector and Hospital segment.</li> <li>Directly influence decisions to ensure that appropriate price, products, promotion and resource allocation decisions are developed and implemented in a consistent manner.&nbsp;</li> <li>Represent customer needs in relation to all sales and marketing functions of the corporation. Assure that information dispersed by sales and marketing leadership is reliable, complete and easily understood to ensure that desired expectations are met.&nbsp;</li> <li>Plan and direct the formulation and implementation of short- and long-range strategies in support of BCBSM and/or BCN sales and retention goals.</li> <li>Ensure representation and active participation on task forces, workgroups and committees responsible for projects having major sales and marketing impacts.&nbsp;</li> <li>Direct and monitor the sales processes and results of the sales force and agents. &nbsp;</li> <li>Recommend and implement corrective action as required.&nbsp;</li> <li>Identify, analyze and improve innovative methods that will improve sales operations, control operational expenses and promote cost effectiveness.</li> <li>Responsible for building and maintaining corporate image, prestige and contracts with the public sector<strong>&nbsp;</strong>and to maintain an awareness of the public's needs as it relates to sales and marketing.&nbsp;</li> <li>Maintain visibility within the community, serve on community boards and attend activities, etc. in the professional environment as required.&nbsp;</li> <li>Responsible for team representation and attendance at community and networking functions as appropriate.&nbsp;</li> <li>Support and model corporate leadership behaviors and practice these behaviors with staff and employees of the corporation.&nbsp;</li> <li>Participate in various forms of community relations to support positive corporate and marketing images.</li> <li>Other duties as assigned.&nbsp;</li> </ul> <p>&nbsp;</p>
Requirements: <ul> <li>Bachelor's Degree in Business Administration, Marketing or related field required. Master's Degree in related field considered a plus.&nbsp;</li> <li>Seven (7) to ten (10) years of experience in management of sales and/or marketing functions.&nbsp;</li> <li>If an employee is selling/negotiating a price as part of the duties and responsibilities of this job, the following licenses are required within 90 days of the employee's start date or 90 days from license expiration date: valid Michigan Accident and Health Insurance license and a valid and unrestricted driver's license is required.</li> <li>Excellent leadership, decision making, analytical, organizational, planning, presentation, problem solving, sales, verbal and written communication skills.&nbsp;</li> <li>Extensive knowledge of marketing concepts, sales methodologies, management principles and the health insurance industry.&nbsp;</li> <li>Proficient in current industry standard PC applications and systems.&nbsp;</li> <li>Other related skills and/or abilities may be required to perform this job.&nbsp;</li> <li>Extensive travel to business locations required.&nbsp;</li> <li>Must meet local and/or national sales and marketing sales competencies as required.</li> </ul> <br /> <p><strong><u>Preferred Qualifications / Experience<br /><br /></u></strong></p> <ul> <li>Experience leading a complex portfolio of Public Sector and Hospital Market customers, including government, education, municipalities, hospitals, and other large employer groups.</li> <li>Proven ability to develop strategic customer relationships and engage executive leaders, consultants, brokers, agents, public officials, and community stakeholders.</li> <li>Demonstrated success delivering growth, retention, renewal, and account performance strategies across a diverse book of business.</li> <li>Strong analytical skills, including customer insights, market trends, competitive intelligence, and performance reporting to guide business decisions.</li> <li>Experience influencing outcomes in complex, multi-stakeholder environments and representing the organization in high-visibility customer and community settings.</li> <li>Demonstrated ability to lead cross-functional teams and align enterprise resources to customer and market needs.</li> <li>Strong business and financial acumen, including pricing, profitability, resource allocation, and P&amp;L management.</li> <li>Proficiency with Salesforce (or comparable CRM) including forecasting, pipeline management, reporting, and data-driven decision making.</li> </ul>