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Director Strategic Accounts (Burbank CA) Burbank, CA

Director Strategic Accounts
Kaiser Permanente, Burbank, CA
Summary:
Lead the Southern California Accounts Team in the implementation of the Strategic Accounts strategy to achieve membership and margin targets for the segment. Coach and develop the Staff.Develop and lead an engagement strategy with key internal partners - Underwriting, Work Force Health, Customer Analytics and Marketing.Lead the strategy development and execution of key customer engagement.Develop consumer marketing and member retention strategies and consistent application of best practices across all books of business (reaching out to targeted consumer segments, new member outreach, LMP leveraging).

Essential Functions:
Provides Strategic Leadership
- Leads the Southern California existing account management team to develop and execute Strategic Accounts Group Strategy.
- Collaborates with regional health plan/hospitals and medical groups.
- Positions the organization by building external relationships with key customers and channels.
- Collaborates on the development of account-specific strategies on all accounts with the business line leaders and executive account managers.
- Use business line expertise and market intelligence to provide input to the strategic accounts business line strategy.
- Provide direction and hold staff accountable for book of business membership and margin targets.
- Implement sales strategies to ensure achievement of membership and margin goals.
- Identify resources needed for the staff to achieve organizational performance goals.
- Conduct activities that enable staff to successfully manage change.
Coach and Develop Staff
- Lead, coach and develop the highest level of professional account management staff in order to achieve membership and margin targets and create channel partnerships.
- Continually improve performance and translate key initiatives into action.
- Create evolving standards for highest levels of existing sales staff, from which other business lines model performance.
- Provide field sales coaching to account management staff.
- Complete needs assessment to identify appropriate coaching focus for teams.
- Coach front line staff on sales and account management calls.
- Collaborate with HPI and Leaders to develop coaching plan.
- Lead training and development activities on key performance goals.
- Develop and lead process of continual development, assessment and feedback so that staff are engaged in transparent improvement activities with shared goals and expectations.
- Evaluate account management performance, business practices, sales efforts to ensure targets are met.
- Implement sales policies and common sales processes to improve efficiency and performance.
- Provide input to performance appraisals based on coaching interactions with staff.
- Develop expertise in sales coaching.
- Create and model sales coaching culture.
- Build and lead cross-functional teams that accelerate learning and skill development.
- Develop and lead coaching activities associated with key initiatives in order to ensure effective implementation.
- Provide regular feedback to SALT, HPI on performance development needs and accomplishments.
- Collaborate with HPI to develop and implement certification process to validate proficiency in critical skills and knowledge.

Qualifications:

Basic Qualifications:
-Bachelor's degree in business, marketing or related field, or equivalent years of related professional experience in lieu of degree.
- Life license required or ability to obtain one within 120 days of hire date.
- 7 years of sales and account management and consultant business development experience in the health care industry, including at least 3 years of experience with
Strategic consultants.
- 3 years of staff management experience.
- Must possess and successfully demonstrate the required competencies of business acumen, strategic thinking, negotiation, influence, coaching, problem solving skills and consultative selling skills.

Preferred Qualifications:
- Master's degree or evidence of ongoing educational development highly preferred.

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