Senior Director of Commercial Sales

MetroPlusHealth provides the highest quality healthcare services to residents of Bronx, Brooklyn, Manhattan, Queens and Staten Island through a comprehensive list of products, including, but not limited to, New York State Medicaid Managed Care, Medicare, Child Health Plus, Exchange, Partnership in Care, MetroPlus Gold, Essential Plan, etc. As a wholly-owned subsidiary of NYC Health + Hospitals, the largest public health system in the United States, MetroPlusHealth's network includes over 27,000 primary care providers, specialists and participating clinics. For more than 30 years, MetroPlusHealth has been committed to building strong relationships with its members and providers.

Position Overview

Under the direction of the Deputy Chief Growth Officer, the Senior Director of Commercial Sales will be responsible for engaging and penetrating New York City (NYC) employer-sponsored sales channels, with a focus on labor & government accounts. The Senior Director of Commercial Sales will work collaboratively with internal stakeholders to develop and establish sales cycle processes & controls. The Senior Director of Commercial Sales will also be responsible for building and maintaining relationships with existing accounts, partners, and prospects/targeted
accounts.

• Oversight of performance to goals (tracking) & sales/enrollment projections with a focus on meeting commercial (non-government subsidized) lines of business goals, which will include existing labor & government accounts.
• Responsible for identifying & developing engagement strategies that will amplify messages focused on transparency, cost containment (savings) and employee education.
• Responsible for developing & maintaining a presence in the NYC labor & government and commercial employer-sponsored market(s). Join local and national underwriting trade associations (e.g. NY Metro National Association of Health Underwriters), participate in local and national consultant/broker conferences (such as Broker Expo and the Health Rosetta Summit) and present at local consultant/broker meetings/webinars.
• Responsible for the development of staff (account execs, account reps and support staff) by coordinating trainings, providing national/local market updates, and announcing strategic and/or tactical updates.
• Responsible for assigning and monitoring "relationship leads" for the engagement of each NYC Benefit Administrator & Daycare accounts (e.g. NYPD, FDNY & Friends Of Crown Heights).
• Monitor staff schedules and resources necessary to generate and maintain lead generation activities, pipeline management, new contract implementation and account maintenance.
• Serve as the primary data & strategy reporter, such as lead generation activities (e.g. RFPs) & sources, new contracts (group implementation, open enrollment and new hire enrollments) using both formal and informal tools (e.g. HubSpot, MarketPlus, Salesforce, CSI, tableau, RDS and excel).
• Responsible for evaluating the cadence and quality of group/account enrollment submission and binder/recurring payment submissions.
• Assist in the development of sales and account guides.
• Provide consistent staff oversight meetings, one-on-one meetings, and staff evaluations.
• Monitor strategy, tactical and individual action plans.
• Monitor and report industry/market trends for the purpose of supporting product development and marketing strategies.
  

• Must have a Bachelor's Degree in Marketing, Communications, Business Administration, or related field.
• Minimum of 7 years' experience in commercial employer-sponsored and/or labor & government sales or account management.
• Thorough knowledge of the commercial market.
• Knowledge of the NYC market & trends.
• Knowledge of Microsoft PowerPoint, Excel, Word, and Project.

Licensure and/or Certification Required

• Must have valid Driver's License and access to a working vehicle to be used during working hours.
• Must have active, unrestricted New York State Life, Accident & Health Insurance license.

Professional Competencies

• The ability to construct and implement strategic plans.
• Ability to oversee operation across the NYC commercial & government & labor landscape.
• Ability to organize and establish priorities.
• Communication and presentation skills.
• Must be highly self-motivated and goal-oriented.
• Bilingual is preferred.
• Ability to work in a multi-ethnic and/or multi-cultural environment.
• Good problem-solving skills.
• Must exhibit flexibility and eagerness to learn.
• Must exude creativity and good analytical skills.
• Willing to travel within the NYC service area.
• Willing to work evenings and weekends.