Mid-Market and Large Group Vice President of Sales - TX

At UnitedHealthcare, we're simplifying the health care experience, creating healthier communities and removing barriers to quality care. The work you do here impacts the lives of millions of people for the better. Come build the health care system of tomorrow, making it more responsive, affordable and equitable. Ready to make a difference? Join us to start Caring. Connecting. Growing together.

This Sales Leadership position is responsible for achieving membership, revenue and profitability objectives for Texas Healthplan for employer groups from 51-5000 employees. This leader's responsibility includes leading the Sales Staff and managing the distribution channel of the company's products and services of our core Medical, Specialty and Rx business. This role will lead the development and execution of the annual sales Market Business Plan for our Mid Market and Key Accounts segment. The VP of Sales for Mid Market and Key Accounts must communicate a compelling vision for growth to their team, help them understand their role and responsibilities in its achievement and build a culture of enthusiasm and accountability for execution.

Primary Responsibilities:

Navigate a highly matrixed organization to coordinate its resources in creating strategies to meet/exceed growth and financial performance goals. He/She will work in close coordination with peers from other market segments (i.e. Small Business) and business units in development of market strategies. This role leads Sales teams to execute on the market strategies. The role requires development of best practices and performance strategies for the market. Position is responsible for development and management of the market's Mid Market & Key Account business plan; advance sales medical and specialty pipeline development and enhancing targeted broker/consultant communications for the market.

The role requires development of differentiated messages for each line of business/segment, RFP responses and external presentations using UnitedHealthcare resources. This position can interface and influence with sophisticated prospects, plan sponsors and external consultants to determine and deliver on customized solutions. This role includes responsibility for collaboration and partnership with the VP of Account Management for existing Mid Market & Key Account clients.

• Designs and implements sales strategies for all products and platforms for both UHC and TPA business
• Evaluating our distribution and product strategies outside of our major market (El Paso, Amarillo, Midland, Odessa, Abilene, Tyler, Longview & Texarkana).
• Advancing our broker distribution partner relationships, as well as developing a targeted direct to employer campaign for 1000+ ASO Prospects
• Collaboration with our SB leadership team and distribution partners (General Agent Partnerships)
• Establishes management and control processes for proposals, RFP and all quote activity
• Develops unique strategies and best practices and works to implement those based on local market conditions
• Balance growth and profitability to achieve maximum short-term and long-term market objectives
• Recruits, leads, develops, retains and organizes the sales team with an emphasis on achieving targets
• Maximize team efficiency and develop new team constructs in a rapidly changing environment
• Develops long-term strategic direction for the entire sales team
• Accountability for executing sales strategy to attain business results
• Monitors on-going business plan performance throughout the year
• Responsible for the development of broker compensation and incentive programs to drive partner performance and achieve health plan goals. Continuously assess if programs are effective, recommend and execute on changes as needed
• Possesses expert consultative skills
• Determines business solutions that align with the goals of the organization
• Possesses solid communication skills, both written and verbal
• Drives strategy and improvement of HP NPS score
• Responsible for deploying strategies around EHCV
• Visibility in the community
• Capable leader of membership forecasting

Relationship Building

• Perceived as a leader in the market and potentially the region as well as to external market and within UnitedHealthcare. Possesses the ability to build and maintain solid internal relationships and works well in cross-functional teams and with matrix partners. Has demonstrated aptitude to build trusting relationships. solid consultative sales skills. Has ability to move a prospect through the Key Account sales process. Ability to present solid and persuasive arguments for consideration. solid presentation skills using company incorporated techniques. Personal involvement in developing large, strategic prospective clients and personal relationships with the C-suite within our largest clients.

Influence Skills

• Ability to influence and negotiate complex situations. Ability to influence sophisticated customers and brokers/consultants. Ability to orchestrate and lead a diverse and complex team sale. Ability to develop effective plans for achieving the goals of the organization. Ability to develop trusted relationships with leaders of internal UHC functional areas and appropriately influence their support for the local markets.

Product Knowledge

• Detailed understanding of UnitedHealthcare products, platforms, services and solutions including ancillary product lines. This role will influence new product development and will identify new products that will drive profitable growth for the organization.

Healthcare Knowledge

• In-depth industry healthcare knowledge, understands important trends. Working knowledge of medical and pharmacy management, clinical operations and network management strategies. Strives to understand goals, operating principles, strategies and competitive position of UnitedHealthcare.

Financial and Underwriting

• Understands financing methodologies and strategies. Thorough knowledge of underwriting principles and practices. Can explain and justify financial projections for all product funding types. Understands the drivers of administrative costs and plan liabilities. Develop tightly collaborative, trust based relationships with underwriting leadership to jointly make the best decisions to profitably grow the business over time.

Internal Operations and Capabilities

• Understands company's data and reporting capabilities. Ability to navigate internal departments to produce positive service results for clients and the company. Must be able to maintain extensive knowledge of internal resources, roles/responsibilities and processes.

Personal Attributes

• Consistent performer. Ability to team/partner with key stakeholders, internally and externally. Solid leadership skills and ability to lead teams, while executing on the UHC culture. Highly effective strategic planning abilities. Consistently demonstrates flexibility, resiliency, and self-awareness. Exhibits a high level of emotional intelligence. Excellent planning and organization skills. Complex problem solving ability. Ability to multi-task; ability to quickly grasp new ideas and products. Very solid communication skills (written & verbal). Challenger of the status quo in order to lead and influence the market for the benefit of our customers and distributors.

You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.

Required Qualifications:

• 8+ years of successful Healthcare Insurance Sales experience
• 5+ years of proven experience with all financing methodologies and strategies (fully insured, self-funded, level- funded)
• Demonstrated success managing broker/consultant relationships and geographical assignments
• Demonstrated experience assessing talent and addressing development needs
• Demonstrated experience in selling or managing a sales team responsible for employer groups from 2-3000+
• Sales Insurance License maintained by law
• Ability to travel as required, up to 50%

Preferred Qualifications:

• 5+ years of successful sales management experience, possessing a solid track record in establishing results-oriented sales environment

At UnitedHealth Group, our mission is to help people live healthier lives and make the health system work better for everyone. We believe everyone-of every race, gender, sexuality, age, location and income-deserves the opportunity to live their healthiest life. Today, however, there are still far too many barriers to good health which are disproportionately experienced by people of color, historically marginalized groups and those with lower incomes. We are committed to mitigating our impact on the environment and enabling and delivering equitable care that addresses health disparities and improves health outcomes - an enterprise priority reflected in our mission.

Diversity creates a healthier atmosphere: UnitedHealth Group is an Equal Employment Opportunity/Affirmative Action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.

UnitedHealth Group is a drug - free workplace. Candidates are required to pass a drug test before beginning employment.