Director, Sales & Strategic Partnerships in Washington, District of Columbia at America's Health Insurance Plans
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Job Description
Position Summary: The Director, Sales & Strategic Partnerships is an experienced sales and business development professional responsible for driving business growth and expanding the market presence of AHIP’s Insurance Education portfolio. AHIP’s Insurance Education portfolio delivers comprehensive online training and educational solutions covering a broad range of health insurance products, with a primary emphasis on Medicare Advantage and other health insurance markets. This position is responsible for increasing revenue by expanding the adoption of AHIP’s online health insurance education solutions among health insurance carriers, Medicare Advantage organizations, and healthcare solution providers. The Director serves as an individual contributor responsible for developing strategic business relationships, generating new business, expanding existing accounts, supporting customer retention and renewals, and identifying new revenue opportunities. The position is accountable for achieving established sales and revenue goals and represents AHIP throughout the healthcare industry.
Essential Duties and Responsibilities
Business Development & Revenue Growth
- Develop and execute sales and business development strategies to achieve
- established revenue goals through new customer acquisition, expansion of
- existing accounts, renewals, and increased adoption of AHIP’s Insurance
- Education products and services.
- Identify, qualify, and secure new business opportunities with health insurance
- carriers, Medicare Advantage organizations, and healthcare solution providers.
- Build, cultivate, and maintain executive-level relationships with prospective and
- existing customers to expand business opportunities and increase revenue.
- Conduct consultative sales meetings, executive presentations, product
- demonstrations, and business reviews with prospective and existing customers.
- Conduct and support negotiations related to contracts, pricing, renewals,
- sponsorship opportunities, and partnership agreements within established AHIP
- parameters and approval protocols.
- Identify organizations that are not fully utilizing AHIP’s online Insurance
- Education offerings and develop strategies to increase participation, strengthen
- customer engagement, and expand market penetration.
- Develop and maintain an active sales pipeline; track opportunities through the
- sales cycle; prepare accurate revenue forecasts; and manage sales activities
- toward achievement of established revenue targets.
- Achieve established annual sales and revenue targets in accordance with AHIP’s
- sales objectives and applicable incentive compensation program.
- Collaborate with internal stakeholders to support sales initiatives, customer
- engagement, successful implementation of customer agreements, and overall
- client satisfaction.
Client & Partner Engagement
- Manage assigned strategic accounts throughout the customer lifecycle,
- identifying opportunities for retention, renewal, account expansion, and additional
- revenue growth while ensuring a high level of customer satisfaction.
- Conduct virtual and in-person meetings with customers to identify business
- needs, strengthen partnerships, and uncover new sales opportunities.
- Respond to customer inquiries and resolve issues promptly while maintaining a
- high level of professionalism and responsiveness.
- Foster long-term relationships that promote customer retention, repeat business,
- and expanded utilization of AHIP’s Insurance Education offerings.
Industry Representation & Market Development
- Maintain strong knowledge of Medicare Advantage, Medicare, commercial health
- insurance, health plan operations, relevant regulatory developments, and
- insurance distribution trends to effectively identify market opportunities and
- engage customers.
- Monitor health insurance market trends, competitive activity, and regulatory
- developments to identify emerging business opportunities.
- Represent AHIP at national conferences, trade shows, exhibits, association
- meetings, customer engagements, and industry forums to promote AHIP’s
- Insurance Education solutions, develop prospective customer relationships, and
- identify new business opportunities. Travel may be more frequent during certain
- periods of the year based on conferences, customer engagements, and business
- needs.
- Collaborate with Marketing and Communications to support promotional
- campaigns, sponsorship opportunities, customer outreach initiatives, digital
- marketing efforts, and activities that increase awareness of AHIP’s Insurance
- Education portfolio.
Business Operations
- Analyze sales performance, customer engagement, and market trends to identify
- opportunities for increased revenue and business growth.
- Prepare business development reports, revenue forecasts, sales updates, and
- customer activity summaries for senior leadership.
- Assist with contract administration and coordinate with Finance regarding
- invoicing, billing activities, and contract execution, as needed.
- Perform other duties as assigned.
Physical Demands
The physical demands described here represent those that an employee must meet to perform the essential functions of this job successfully. For example, while performing the duties of this job, the employee is regularly required to see, talk and hear. In addition, the employee frequently is required to stand, walk; use hands to finger, handle or feel; and reach with hands and arms, communicate verbally, use computer and other technology (including keyboarding).
Mental Demands
The mental demands described here represent those that an employee must meet to perform the essential functions of this job successfully. Employee must have a high capacity for logical thinking, be able to cope effectively with stressful demands involving high levels of responsibility and urgent deadlines, remain calm in conflict situations, focus on mission-critical matter but also have the ability to switch quickly from one project or demand to another (and back again).
Minimum Education and Experience Required
Bachelor’s degree in Business, Marketing, Healthcare Administration,- Communications, or a related field, or equivalent professional experience.
- Minimum of 7 years of progressive business development, enterprise sales,
- strategic account management, or strategic partnership experience, preferably
- within the health insurance or healthcare industry.
- Experience working with health insurance carriers, Medicare Advantage
- organizations, and healthcare solution providers.
- Demonstrated success achieving revenue growth, developing executive-level
- customer relationships, and supporting and negotiating business agreements
- within established approval parameters.
- Strong knowledge of Medicare Advantage products, health insurance markets,
- health plan operations, and healthcare regulations.
- Experience representing an organization at conferences, trade shows, exhibits,
- customer meetings, and industry forums.
- Exceptional presentation, public speaking, writing, and communication skills.
Other Qualifications
- Exceptional negotiation and relationship management skills.• Demonstrated ability to identify and close new business opportunities.
- Knowledge of Learning Management Systems (LMS) and online education platforms.
- Ability to quickly learn AHIP’s technology-based education solutions and effectively demonstrate and communicate platform capabilities to prospective and existing customers.
- Highly organized, self-motivated, analytical, and results-oriented.
- Ability to work independently while collaborating effectively across departments.
- Willingness and ability to travel domestically for customer meetings, conferences, trade shows, industry events, and partner engagements, with periods of more frequent travel based on business needs.
Expected Hours of Work
This is a full-time position. Days and hours of work are Monday through Friday, 8:30 a.m. to 5:30 p.m.
Disability Specifications
AHIP will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990.
Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.
AHIP is an Equal Opportunity Employer.