Overview
The Dignity Health/ CommonSpirit Health Employer Relations team creates employer programs which utilize Dignity Health / CommonSpirit Health clinically integrated networks to improve member health and lower employer health plan costs. The primary goal of this program is to establish a new level of relationships with insurance producers and employers, aiming to exceed their expectations and significantly improve health outcomes and plan value. Products will be developed in partnership with selected strategic partners (who may vary somewhat by market) and will focus on optimizing the use of Dignity Health /CommonSpirit Health facilities, clinical integrated network providers and care management programs.
Responsibilities
Position Summary:
Candidate must live in the state of California. Strongly prefer Self-funded experience and must have large commercial account experience in healthcare.
This is a key position on the Employer Strategy and Relationships sales and account management team, responsible for leading commercial membership and revenue growth via self-funded product sales as well as bolstering market retention efforts with a primary goal of achieving positive contribution margin for CommonSpirit Health.
The sales account executive will work with directly with employers and leverage internal stakeholders to drive strategic growth, working closely with program stakeholders and strategic partners to drive profitable new membership growth and account retention. Primary products include care management programs, reinsurance, pharmacy benefits and third party administration (TPA) services.
We are seeking a sales account executive who understands, cultivates and manages a multi-faceted pipeline of commercial growth opportunities. This person will have an established history of successfully executing on varying sales distribution models and a wide array of employer channels. This person will work with directly with employers and leverage internal stakeholders to drive strategic growth.
Products will also require enhanced partnerships with physicians and physician networks, with a particular focus on leveraging the capabilities of newly developed clinical integration networks and existing internal and external partners. Over time, these products will be available in all nine Service Areas and delivered in partnership with third party administrators (“TPAs”) and/or selected Payers.
The account executive works closely with program stakeholders and strategic partners to drive profitable new membership growth and account retention. Self-funded concepts familiarity, producer relationship management, consultative sales skills, strategic account plan development and execution are key attributes for this position. This role requires a high-level of responsibility and the ability to communicate effectively. Primary products include care management programs, reinsurance, pharmacy and third party administration (TPA) services.
Job Responsibilities
- Develop and execute sophisticated sales strategy and distribution model. Account executive will develop and maintain multi-pronged approach to growing commercial membership. Identify untapped distribution models/opportunities and develop strategic approach to growing membership for CommonSpirit Health.
- Cultivate and maintain stakeholder relationships working in partnership with program affiliates including but not limited to third-party administrators (TPA), Payer Contracting/CIN (Clinically Integrated Network) teams, Pharmacy Benefit Managers (PBM), Payer partners and Reinsurance carriers.
- Serve as industry expert internally and externally. Analyze and dissect market dynamics to achieve comprehensive understanding of commercial opportunities. Develop entrenched understanding of competitive landscape, market drivers and how to position/alter the CommonSpirit program to achieve commercial growth
- Guide product development including but not limited to benefit strategy design, reinsurance programs, pharmacy benefit management, TPA services, and care management services.
- Collaborate with leadership teams to create and support aligned local and organizational goals and objectives in accordance with Employer Strategy and Relationship’s and CommonSpirit Health’s mission and philosophy
#missioncritical
#LI-DH
Qualifications
Minimum Qualifications:
- Bachelor’s degree in business, healthcare or a related field. Equivalent education and experience may be considered in lieu of degree.
- Minimum of five (5) years’ experience in new business sales, business development or sales enablement
- Minimum of three (3) years’ experience working in large commercial enterprise sales in healthcare
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5+ years of health care or insurance industry experience.
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3+ years of demonstrated large group sales experience.
- Demonstrated self-funded rating methodologies comprehension
- Comprehensive group health insurance and industry knowledge.
Required Licensure or Certification
- Active Life, Accident and Health license or ability to obtain within 90 days of employment
Preferred Qualifications:
- Consultative Selling
Required Minimum Knowledge and Skills
- Ability to work autonomously to achieve sales goals and objectives
- Excellent time management skills, written and verbal skills and decision making capabilities.
- Ability to shift, prioritize and accomplish objectives in an fast-paced, ever changing environment
- Willingness to utilize internal and external tools, trainings and continuing education to stay current on pertinent industry trends fostering environment of continual learning
- Demonstrable understanding of the managed care world, health insurance, insurance regulation, large group markets with an emphasis on self-funding/reinsurance
- Superior analytical and problem solving skills
- Proficient use of technology such as Google Suite, CRM management (i.e. Salesforce), and various analytical tools
- Strength in understanding, cultivating and managing a multi-faceted pipeline of commercial growth opportunities
- Established history of successfully executing on varying sales distribution models and a wide array of employer channels
- Working knowledge of Self-funded concepts, producer relationship management, consultative sales skills, strategic account plan development and execution
- Proven success with high-level of responsibility
- Proven strength in effective communication, written and verbal, with large scope of internal /external customers and strategic partners
A compensation range of $102,000 – $133,000 base salary plus lucretive sales incentive plan is the reasonable estimate that CommonSpirit in good faith believes it might pay for this particular job based on the circumstances at the time of posting. CommonSpirit may ultimately pay more or less than the posted range as permitted by law. Plus a generous sales incentive eligibility up to three times base salary.
While you’re busy impacting the healthcare industry, we’ll take care of you with benefits that include health/dental/vision, FSA, matching retirement plans, paid vacation, adoption assistance, annual bonus eligibility and more!