Director, SHS Growth Performance Management

UnitedHealth Group is an innovative leader in the health and well-being industry, serving more than 55 million Americans. Through our family of companies, we contribute outstanding clinical insight with consumer-friendly services and advanced technology to help people achieve optimal health.



Drive profitable SHS Lines of Business membership and revenue growth by deploying industry leading commission, bonus and incentive compensation strategies for the SHS business development and account management organization. Strategic and tactical management of compensation programs. Management of $50+ million compensation budget. Coordination with SHS segment leadership, UBH finance, HSG finance, SCS Human Capital and UHG Compensation to establish and drive consistency/compliance as well as best practices throughout the enterprise. In addition, the position will lead the strategic direction for broker and external channel partner compensation strategies. Compensation arrangements within and between the UHG companies will not be included in the scope of this position.


Lead the Incentive design process
Establish and Lead the incentive exception committee
Lead thinking and provide recommendations on incentive mix based on total compensation data and other vital trend data (i.e. Vital Signs trends, Sales effectiveness survey trends, etc.)
Develop Sr. Leader plans and audit quarterly payouts
Analyze and communicate annual budget targets
Develop SHS plan templates for consistency
Develop compensation modeling tool to forecast sales compensation expense and alignment with segment, channel and product strategic goals such as growth and IOI,
Lead annual market review process to ensure compensation strategies remain industry competitive to ensure attraction and retention of key talent
If an external consultant is needed: Request for proposals, contribute to decision making process of chosen vendor, scope out project plan, manage the vendor relationship
Educate corporate compensation on business issues reflected in the plan ensuring overall approval is attained
Manage plan and budget approval process
Oversees quarterly administration of plan and works with finance for payment approval and payroll to ensure timely payment to recipients
Design communication and training plan for LOB/Field leaders to develop and execute on sales incentives
Facilitate to help all stakeholders involved in the administration of the plan work effectively together
Coach Segment and Channel Sales leaders and managers to gain consistent interpretation of the plan
Coach Business Development and Account Management leader on decisions regarding potential "exceptions" to the plan
Work with Segment and Channel Leaders to determine when addendums to the plan are needed
Audit plan continuously to ensure it meets SHS segment and channel business goals and product position goals
Conduct key stakeholder (IT, Human Capital Sales Incentive Analysts, Sales Incentive Administration) input sessions to determine plan administrative issues
Package plan for distribution
If agreement cannot be reached with segment, channel and product leadership regarding final plan components, present recommendations to Chief Growth Officer for final approval
Arbitrator / liaison with segment/channel management in situations that are outside of documented guidelines (with exceptions to SIP plans forwarded to incentive compensation exception committee)
Development of sales incentive compensation policies and procedures


Job Requirements:
10+ years industry knowledge of incentive compensation
Ability to influence and negotiate complex situations
Proven relationship building
Strong financial acumen
Experience in development and deployment of sales incentive compensation programs desired

Diversity creates a healthier atmosphere: equal opportunity employer M/F/D/V