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The Sr Director Sales Distribution & Channel Strategy is a critical leadership role serving as the primary lead driving distribution strategy and channel performance for all distribution channels that support GuideWell Commercial Markets.
This role is responsible for defining the key requirements to achieve various market objectives while managing channel conflict and ensuring effective market coverage. Effective achievement of these strategies will ultimately serve as a key driver of the achievement of critical revenue, membership, and margin targets for each of the Commercial Market Segments.
Success in this role is driven through effective engagement and collaboration with teams across the end-to-end business, including internal and external sales partners, segment, finance, local markets, analytics, and enterprise teams. This role is also critical in driving the achievement of key performance targets tied in with a deep understanding of the Commercial Markets strategies and the external sales landscape for each of our critical market segments.
This leader will have a strong orientation towards change management and possess the ability to articulate a shared vision while driving the business process to develop strategies for execution and exhibiting strong relationship management fundamentals.
Job duties include but are not limited to:
Distribution Strategy
• Lead, coordinate, and facilitate the development of a comprehensive distribution strategy for Commercial Markets that includes specific distribution strategies to support each segment (U65, Small Group, Mid Group, and NLGP), plans that optimize channel performance, and cross-functional business plans that build consensus and drive execution across the organization.
• Ensure the short-term business planning and long-term strategic planning aligns to realize the desired growth opportunities for each segment in order to achieve market share, membership, and margin requirements while ensuring long term market stability
• Proactively identify and champion new opportunities for distribution – including the design, development, and enhancement of new or existing sales channels supporting enterprise and departmental objectives
• Support the sales strategy process to ensure our sales channels are well positioned to achieve long term goals for new sales and for retention of the existing book of business across all channels that support Commercial Markets
• Develop strategies to ensure commercial markets is well prepared to meet customer and market needs, and to deploy effective approaches to capitalize on market opportunity through leads, prospecting, and sales funnel management
• Provide sales channel specific knowledge to functional areas involved in the creation of customer value, building alignment with marketing strategies, and customer requirements.
Sales Channel Performance
• Monitor and evaluate the performance of sales channels that support the Individual, Small Group, Mid Group, and National/Large Group segments in partnership with sales, segment, and executive leadership
• Lead the Commercial Markets organization through production results and analytics with a drive to develop action plans to achieve membership targets, address performance gaps, and capitalize on market opportunity
• Lead the creation of foundational analytics, channel mix, market reach, and ad hoc analysis.
• Work closely with Sales Analytics, Business Intelligence, Marketing, and Segment to develop and refine a suite of sales performance and production dashboards that support the needs of the organization
• Develop and manage core financial reporting by channel, including acquisition cost by channel, revenue, and operating income, as well as drive an integrated approach to run scenarios of sales, retention, and enrollment to predict potential financial outcomes
Leadership and Engagement
• Build and foster trusting and collaborative relationships with stakeholders of all levels, including senior leadership, across Commercial Markets and GuideWell Enterprise, providing direction and opportunities of influence to drive organizational, segment, and distribution objectives.
• Develop strong and trusting relationships with sales team leadership, external brokers and agencies, and all sales channels that support Commercial Markets
• Support the adoption and utilization of the Local Operating Model and build strong, mutually beneficial relationships with Market Presidents, Market Leaders, and other key local leadership
• Challenge the status quo and infuse new ideas, methodologies, and external thinking in support of meeting consumer needs and delivering a value proposition that optimizes the market position of Florida Blue
• Build a culture focused on placing the customer first, driving rapid change, achieving significant impact, and collaborating in support of achieving shared objectives to support the evolution needed to win in a dynamic and highly competitive marketplace
• Continuously advance GuideWell as a great place to work – while ensuring employee engagement, employee satisfaction and the development of “bench strength”
Job Requirements:
• 7+ years’ related work experience to include experience in distribution, finance, sales and/or sales incentives
• Proficiency with finance, budgets, and analytical models
• 5+ years’ direct supervisory/management experience
• Related Bachelor’s degree or additional related equivalent work experience
• Proven organizational skills with ability to be flexible and work with ambiguity
Preferred:
• Healthcare industry experience
• Knowledge of analytics and sales performance management
• Understanding of targeted customer segments and sales development lifecycle
• Life, Variable Annuity and Health Insurance License
General Physical Demands
Sedentary work: Exerting up to 10 pounds of force occasionally to move objects. Jobs are sedentary if traversing activities are required only occasionally.
Physical/Environmental Activities
Must be able to travel to multiple locations for work (i.e. travel to attend meetings, events, conferences). Occasionally
What We Offer:
As a Florida Blue employee, you will thrive in our Be Well, Work Well, GuideWell culture where being well as an individual, and working well as a team, are both important in serving our members and communities.
To support your wellbeing, comprehensive benefits are offered. As an employee, you will have access to:
Medical, dental, vision, life and global travel health insurance;
Income protection benefits: life insurance, Short- and long-term disability programs;
Leave programs to support personal circumstances;
Retirement Savings Plan includes employer contribution and employer match;
Paid time off, volunteer time off, 10 holidays and two flexible Well-Being days
Additional voluntary benefits available; and
A comprehensive wellness program
Employee benefits are designed to align with federal and state employment laws. Benefits may vary based on the state in which work is performed. Benefits for intern, part-time and seasonal employees may differ.
To support your financial wellbeing, we offer competitive pay as well as opportunities for incentive or commission compensation. We also conduct regular annual reviews with pay for performance considerations for base pay increases.
Annualized Salary Range: $144,000 – $234,000
Typical Annualized Hiring Range: $144,000 – $180,000
Final pay will be determined with consideration of market competitiveness, internal equity, and the job-related knowledge, skills, training, and experience you bring.
We are an Equal Opportunity/Protected Veteran/Disabled Employer committed to creating a diverse, inclusive and equitable culture for our employees and communities.
