SVP- Chief Sales & Marketing Officer

Primary Objectives:

Provides executive leadership to meet or exceed revenue requirements and market share expectations consistent with organizational goals and objectives and in accordance with a rolling three-year strategic plan.  In partnership with the Chief Operating Officer and Chief Financial Officer, develops strategies to meet membership and revenue targets through effective products, pricing, market segmentation and advertising.  Aligns and implements business processes among Business Development, Commercial Sales, Medicare and Public Sector Programs and Product Development, to optimize effectiveness and efficiency necessary to meet departmental goals and corporate objectives.  Represents HAP interests and values in the community and as a senior executive, seeks to enhance and be responsible for business development and expansion through the development of an effective product portfolio, strong interpersonal relationships and service excellence.  Be the face of HAP in the commercial marketplace. Represents HAP in various HFHS forum and activities.

Duties & Responsibilities:

1. Serves as a member of the Senior Leadership Team responsible for operational performance.

2. Leads the development and implementation of a three-year rolling strategic and operational plan for sales and business development, employer/consultant engagement, customer retention and product development based on sound market research and environmental assessments of both short term and long-term opportunities that will generate growth and position HAP as a market leader.

3. Leads, structures and provides strategic direction to Product Development, Commercial Sales, Public Sector Programs, and Medicare (with future potential for Medicaid).  Collaborates with Advertising & Communications in support of the strategic plan for all of sales and business development.  Establishes key performance indicators (KPI) and administrative budgets to achieve results consistent with department and corporate goals.

4. Creates product development processes and new product strategies that transform the organization portfolio into a market leading position; directs product development from idea generation through concept development, product design, financial assessment and product launch to ensure profitable growth and expansion in the market; focuses on innovation, adaptability and flexibility that exceed customer expectations and enhance revenue generation strategies. 

5. Continues to develop self-insured, rental networks business and ancillary products.

6. Collaborates with the Chief Financial Officer, to incorporate Underwriting and Rating recommendations to ensure the development of appropriate market competitive premium rates and desired level of profitability, competitive pricing, growth in HAP insured membership base and meeting or exceeding all compliance and regulatory requirements. 

7. Fosters a culture of customer service excellence, amicable union relations, individual and team accountability and timely problem analysis and resolutions with emphasis on superior communication, engagement and retention for all internal and external customers.  

8. Ensures seamless coordination across departments to assure timely and effective development of new business quotes, renewals, product pricing, collateral, and related activities.  Leads and/or collaborates in cross organizational committees to increase efficiency, effectiveness, consistency in business processes and applications, teamwork, sales, service and prompt decision making in a manner that maximizes sales results.

9. Develops and maintains strong relationships with external constituents through personal commitment and management of people.  The constituents include but are not limited to, customers, consultants, producers, labor, as well as a broad spectrum of community organizations and leaders.

10. Represents HAP at local, state and national venues in order to strategically increase visibility and influence in the community and the region. 

11. Achieves corporate membership and budget targets through new product development, new business development and sales growth, existing and new distribution channels, including producers, consultants, labor, government programs, eSales, etc.  Collaborates with Underwriting & Rating, as well as Planning & Marketing Strategy departments on the development of quarterly, annual and multi-year membership forecasts.

12.Collaborates with Human Resources to develop and complete an assessment of staff core competencies as part of an effort to attract, retain and develop top talent.  Develops an ongoing plan to fill skill gaps, including but not limited to sales training, cross training, reassigning roles, employee engagement scores, etc. for personal development.  Establishes annual employee performance goals and developmental plans for all direct reports and their respective teams.  Monitors progress on a quarterly basis ensuring that morale and productivity of employees is at the highest possible level.

13. Oversees the negotiations processes of various bargaining units within Sales in collaboration with Human Resources

14. Provides expertise in mergers, acquisitions joint ventures and other such efforts that will enhance HAP position in a consolidating market.

15. Monitors the local and national market to understand health care trends, and their impact on HAP products and competitive position.