Manager, Sales Strategy and Incentives - United States - Capital BlueCross

    Capital BlueCross
    Capital BlueCross United States

    2 days ago

    Description
    Position Description
    Base pay is influenced by several factors including a candidate's qualifications, relevant experience, and anticipated contributions to meet the needs of the business, along with internal pay equity and external market-driven rates. The salary range displayed has not been adjusted for geographical location. This range has been created in good faith based on information known to Capital Blue Cross at the time of posting and may be modified in the future. Capital Blue Cross offers a comprehensive benefits packaging including Medical, Dental & Vision coverage, a Retirement Plan, generous time off including Paid Time Off, Holidays, and Volunteer time off, an Incentive Plan, Tuition Reimbursement, and more.
    At Capital Blue Cross, we promise to go the extra mile for our team and our community. This promise is at the heart of our culture, and it's why our employees consistently vote us one of the "Best Places to Work in PA."
    Responsible for supporting the Vice President, Sales Strategy and Growth in developing the overall Sales Strategy for our 21-county service area for Commercial Group, Retail Services, and specialty products (dental, vision, and Avalon stop loss). Owns the responsibility for developing and advancing the strategic interests of Commercial Group, Retail Services, and specialty products (dental, vision, and Avalon stop loss). Develop an annual strategic sales plan, coordinating the execution of the sales plan, membership forecast creation and analysis of results, oversight of target quota development and administration of sales incentive compensation plans and associated payment calculations, sales organization budget development and monitoring. Coordinates between business segments, including Commercial Group Sales, Retail Services, Government programs, and specialty products to continually monitor expected EOY results and communicates these developments to senior leadership of Capital Blue Cross.
    Leads their team to develop incentive programs for Commercial Group, Retail Services, and specialty products (dental, vision, and Avalon stop loss) based on profitability for Capital Blue Cross. Equally important, is to design incentive programs that supports sales objectives by motivating and driving the appropriate behavior (both internally and externally) as well as motivating our teams to drive profitable business. Serves as a Incentive subject matter expert and liaison between the Human Resources Team and the various sales teams. Responsible for coordinating the strategic landscape message with Finance leadership regarding membership projections, P & L of business segments, maintains staff assigned to various Commercial Sales - Finance ASO initiatives. Develop and make recommendations for potential improvements that can be made in revenue operations, including ASO programs. This is a highly visible position that will require cross-functional interaction at all levels within the Capital Blue Cross organization. Excellent written and verbal communication skills are required. The role will support sales leadership and provide data and analysis designed to inform and educate stakeholders on status and will ensure the sales organization is supported by sound operational, strategic, market and financial analysis
    Responsibilities and Qualifications
    This is a highly visible position that will require cross-functional interaction at all levels within the Capital Blue Cross organization. Excellent written and verbal communication skills are required. The role will support sales leadership and provide data and analysis designed to inform and educate stakeholders on status and will ensure the sales organization is supported by sound operational, strategic, market and financial analysis.
    • Partner with Vice President, Sales Strategy and Growth and executive leadership to define our strategy and success criteria for the future. Translate strategy into defined tactics, programs/projects, priorities and timelines and ensures alignment and attainment of both the regions and the enterprises strategic plans to turn strategy into reality. Oversee definition, development, and implementation of metrics to report and monitor progress against goals and ensures plan of record supports strategy milestone deliverables.
    • Implements and monitors the specific strategies designed to positively influence membership volume and drive targeted outcomes. Coordinates the execution of the annual Sales Plan through cross functional team interaction, status monitoring, progress reporting and risk identification and mitigation. Overall plan will drive profitable growth and retention of Commercial Group Sales, Retail Sales and specialty products (dental, vision, and Avalon stop loss). Responsible for contributing to the Go-To-Market Plan for the annual Corporate Plan and AM Best.
    • Responsible for the development and timely interpretation of detailed membership projections and results, including both new sales and existing account retention, across all Commercial, Retail Services, and specialty products (dental, vision, and Avalon stop loss). Annually reviews the profitability of all products and makes recommendations on the creation of the Incentive plans. Provides support in the design of sales compensation plans, sales quota identification, sales performance tracking and incentive payment calculations.
    • Leads the development of the annual Commercial Sales Group Sales budget and corresponding monitoring, tracking and documentation of actual versus budget variances. Works with the Vice President of Sales Effectiveness and the Commercial Group VPs to create the annual budget, while also reviewing the monthly results to identify challenges, opportunities for improvement. Identifies ways to stay on budget or when behind budget collaboratively design an action plan to get back on budget.
    Skills:
    • Demonstrated strong oral, written, and presentation skills to effectively present information and respond to questions from senior executives, stakeholders, cross-functional business leaders, peers and customers
    • Strong detail orientation, modeling and analysis skills, with demonstrated ability to build reports and access data across multiple systems and sources
    • Proven ability to build business relationships at all levels throughout the organization
    • Ability to effectively manage multiple projects and competing priorities
    • Strong leadership, communication and problem-solving skills
    • A self-directed leader able to adapt quickly to changes in priorities and business conditions
    • PC literacy and ability to perform electronic research and respond to electronic requests.
    • Demonstrated organizational and time management skills.
    • Proven problem-solving skills; the ability to systematically analyze problems. draw relevant conclusions, and devis appropriate courses of action while using sound judgement, experience and industry knowledge
    • Ability to identify and develop meaningful strategies and tactics to drive targeted performance.
    • Demonstrated ability to drive results to completion while managing multiple projects and priorities competing for resources.
    • Ability to complement leadership and other team members in their responsibilities and role.
    Knowledge:
    • Working knowledge of MS Office tools including advanced Excel and Power Point skills
    • Financial model development
    • Budget development and variance analysis
    • Financial payment calculation and control mechanisms
    • Strong understanding of Health Insurance Industry, local market dynamics, an understanding of applicable state and federal statutes governing the administration of producer related services and Capital Blue Cross Product, Sales and Distribution functions
    Experience:
    • 5 years of progressive experience in a Finance, Sales or Operations related role
    • 3 years of experience supporting a sales organization
    • Prior management experience preferred
    Education:
    • Bachelor's degree in business, Finance or related field.
    Location:
    • This position is classified hybrid, which requires onsite work on Tuesdays and Wednesdays
    Physical Demands:
    • While performing the duties of the job, the employee is frequently required to sit, use hands and fingers, talk, hear, and see.
    • The employee must be able to work over 40 hours per week.
    • The employee must occasionally lift and/or move up to 5 pounds
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