Director, Sales & Marketing

SATX is seeking significant new revenue growth in all of its lines of business - Medicare, Commercial, Self Funded and potentially Medicaid. Due to the growth demands, it is paramount that the incumbent exhibits the leadership qualities and expertise to drive unprecedented success and exponential growth. It is also essential that this growth is “value aligned” between its current and prospective new clients to exceed SATX revenue, membership, and sustainability objectives.

The Director of Sales and Marketing is responsible for growth of all lines of business and must have the demonstrated experience, confidence, and leadership with the targeted audience of ’s business development efforts whose targeted audiences include: state leadership (e.g., governors, governor’s cabinet positions, agency directors, Medicaid directors, CEOs, business owners, medical and hospital association/society leadership, physician leadership, corporate executives including CEOs, CFOs, VP of HR/Benefits). It should also be noted that the business development cycle with Public entities and agencies is a long process that takes significant time, relationship development, and working with multiple key stakeholders.

The business approach is to achieve value alignment with clients, which requires this position to have a distinguishable track record of success, to drive innovation, creativity and strategic comprehension, as solutions will vary client to client and often require creativity to align resources with our client’s needs. The incumbent must be able to operate in a matrix environment, which includes working with all business units.

This role includes serving as an internal consultant to lead product concept development efforts. This position is also responsible to continue strategic relationships with existing client senior leadership team members and look to maximize opportunities for organic growth in existing clients.

Responsibilities:
Essential Functions:
*Drives and adheres to the Business Development Process and its key phases: qualify, discover, align, propose, negotiate/close, and deliver.
*Develops and provides a leadership and content team member role of key consulting assignments with existing and/or potential new clients to demonstrate value and/or open the door for organic and new business growth.
*Develops strategic business development plans for assigned lines of business.
*Achieves revenue growth targets; and supports overall growth.
*Develops and sustains significant organic and new business growth in assigned lines of business.
*Develops and maintains trusted relationships with key stakeholder groups to support business development opportunities including advocacy groups, clients – CEO’s, VP HR, CFO, Risk Manager, provider association leadership, providers, staff, consultants, brokers, lobbyists, etc.
*Leads and coordinates communication between leadership, business development support teams, and the core business teams.
*Leads and achieves profitable sales opportunities for growth. This includes successfully identifying sales strategies, assessing opportunities, market and client resources, creating value alignment, developing and facilitating client proposals, negotiating and closing the contract.
*Provides in-depth content knowledge of industry and market to help identify strategies, new product opportunities and opportunities to capitalize on market changes.
*Provides clear, direct communication to Executives and other functional managers to ensure a consistent understanding of the business opportunities, resource needs and profitability goals.
*Develops membership forecasts and activity reports.
*Ensures compliance with all timelines related to business development process.
*Manages and develops internal sales team and broker relationships to achieve sales team necessary to achieve growth targets
*Parlays relationships as necessary to support retention strategies and organic growth.
*Develops short term and long term marketing strategies and provides direct management and oversight of internal and external marketing activities

Secondary Functions:
*Works with Marketing, Product Development and Proposal Unit to provide input into the creation and enhancement of deliverables.
*Assures market intelligence is collected and evaluated in a timely manner; provides input in functional unit enhancements; develops and provides input into competitive and market evaluations.
*Provides mentoring role to team members, managers, and other key support team members.
*Works in a manner that is not disruptive to peers, supervisors and/or subordinates.
REQUIREMENTS
Knowledge and Skills:
*Content knowledge in all regulatory areas impacting assigned lines of business (e.g., Medicaid, Commercial).
*Knowledge in the areas of health care, reimbursement, provider contracting, data reporting, pricing, and managed care principles.
*Flexible work schedule to allow for supporting business development, clinical, operational, and implementation teams on an as needed basis.
*Ability to work effectively from a day-to-day tactical perspective, while balancing the strategic aspects of the position.
*Power to drive actions in a matrix environment to achieve maximum results.
*Continuous commitment to building content knowledge in assigned lines of business.
*In-depth industry knowledge; Broad technical grasp of diverse product lines and services.
*Capability to sell on the basis of value rather than price; knowledge and skill necessary to develop and conduct prepared sales presentations; ability to handle competitive situations with confidence and tact.
*Proficiency at articulating the values and vision of the organization; ability to articulate and respond to questions about products, relationships, and services.
*Ability to be innovative.
*Strategic selling skills and product knowledge. Broad knowledge base in managed care. Must possess a global understanding of the industry, trends, products, key relationships and competitors.
*Leadership skills and the ability to influence beyond this role; displays a strong ability to build creditability and maintains a high profile in the organization.
*Ability to read people and situations, while possessing a natural style to teach and mentor others.
*Ability to exert effective influence internal and external to Schaller Anderson.
*The skill and knowledge to make appropriate judgments; including the consideration of alternative courses of action.
*The perseverance necessary to achieve change and growth.
*High professional and ethical standards.

Education and Work Experience:
*Minimum of 5 years of health care experience; minimum of 3 years of managed care experience, including the ability to create and play an active role on strong teams.
*Bachelor Degree in Business Administration or related field preferred, although an equivalent combination of formal education and healthcare or related experience may substitute for a degree.
*Must possess and maintain, in good standing, all licenses and certifications as required to sell insurance products in the State of Texas or as required by any other local, federal or state requirements, which apply to position.