Vice President, Small Business Key Account Sales - Hybrid Charlotte, NC

Requisition Number: 2370874
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 optimized. 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 the North and South Carolina Health plan for employer groups from 2-5000 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 Small Business and Key Accounts segment. The VP of Sales for Small Business 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.
Navigate a highly matrixed organization to coordinate its resources in creating strategies to meet/exceed growth and financial performance goals. This person 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 Small Business & 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 Small Business & Key Account clients.
Primary Responsibilities:

• Designs and implements sales strategies for all products and platforms for both UnitedHealth Care and Third Party Administrator business
• 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 (North and South Carolina)
• 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
• 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
• Deploying strategies around total cost of care improvement
• 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 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:

• Sales Insurance License maintained by law
• 8+ years of successful healthcare insurance sales experience
• 5+ years proven experience with all financing methodologies and strategies (fully insured, self-funded, level- funded)
• Demonstrated experience assessing talent and addressing development needs
• Demonstrated experience in selling or managing a sales team responsible for employer groups from 2-5000+
• Demonstrated success managing broker/consultant relationships and geographical assignments
• Ability to travel as required, up to 30%
• Driver's License and access to reliable transportation

Preferred Qualification:

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

Pay is based on several factors including but not limited to local labor markets, education, work experience, certifications, etc. In addition to your salary, we offer benefits such as, a comprehensive benefits package, incentive and recognition programs, equity stock purchase and 401k contribution (all benefits are subject to eligibility requirements). No matter where or when you begin a career with us, you'll find a far-reaching choice of benefits and incentives. The salary for this role will range from $130,000 - $240,000 annually based on full-time employment. This role is also eligible to receive bonuses based on sales performance. We comply with all minimum wage laws as applicable.
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.
UnitedHealth Group is an Equal Employment Opportunity employer under applicable law and qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.
UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment.
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