Director, Sales & Outreach (Hybrid Work Schedule)

Date: Nov 16, 2022

Location: Rancho Cucamonga, CA, US

Company: Inland Empire Health Plans

Job Requisition ID: 8228 


Position Summary/Position


Under the direction of the Vice President of Strategy, the Director of Sales & Outreach will develop and execute all external sales and retention strategies for all lines of businesses, including Covered California, Medicare, and any future commercial products. The Director leads the development, the growth, and the oversight of all external sales channels, including contracted General Agents, independent Brokers, and Community Enrollers. This leadership role will also develop commission strategies, manage sales across multiple external sales channels and community partners, and lead the development of support tools required for the external sales partners to facilitate and accelerate enrollment (including broker enrollment portal, marketing materials, sales tool kit, etc.). Other responsibilities include hiring, training and developing the external sales team, and establishing all regulatory compliant external sales policies and procedures.

Major Functions (Duties and Responsibilities)


1. Be an extraordinary example and a champion in living and practicing IEHP’s Mission, Vision and Values (MVV) every day, and strongly commit to advance the organization’s strategic plan.
2. Hire, train, lead and motivate a high-performing external Sales Team to achieve the organizational and department’s performance goals and deliver exceptional customer services.
3. Develop and execute all external sales (including contracted Agents, independent Brokers, and Community Enrollers) and member retention strategies for all lines of businesses, including Covered California, Medicare, and any future commercial products.
4. Create and manage an annual budget to support the execution of the external sales and retention strategies.
5. Form a strategic partnership with Executives and Senior Leader(s) of Product Development team to get input in the co-creation of effective sales strategies.
6. Establish and grow all external sales channels, including contracted General Agents, independent Brokers, and Community Enrollers.
7. Identify growth opportunities and set sales targets (or expectation) for all external sales channels and partners.
8. Recommend competitive Commission strategies to the Executives and key Senior Leaders for approval and lead the implementation and oversight of these strategies.
9. Develop the training program and conduct the training to contracted General Agents, independent Brokers, and Community Enrollers, including face-to-face, webinars, telephonic, etc.
10. Lead the development of a comprehensive sales tool kit for the contracted General Agents, independent Brokers, and Community Enrollers, including (but not limited to):
  a. Broker enrollment portal
  b. Marketing and outreach materials
  c. Dedicated enrollment webpage (and/or portal) for self-enrollment
11. Create and cultivate viable relationship with the Brokers network and strategic community partners to increase our visibility by participating in strategic events, on-going outreach activities and connections, etc.
12. Partner with the Executives and Senior Leaders across the organization in the development and implementation of enterprise business plan to align with the growth targets, including (but not limited to): 
  a. Product positioning
  b. Product development
  c. Product pricing
  d. Provider network development
  e. Annual enrollment readiness
13. Stay informed of sales market intelligence and develop an actionable plan as needed to address the identified opportunities and threats.
14. Build a positive sales environment for the external Sales Team and external partners to foster continuous improvement of sales strategies and processes.
15. Create and implement all regulatory sales policies and procedures to ensure IEHP is fully in compliant with correspondent regulators.
16. Ensure all external sales activities are consistently and ethically aligned with IEHP’s Mission, Vision, and Values.

Supervisory Responsibilities

Leader: Administers Hires, Terminations, and Performance Reviews

Experience Qualifications


Ten plus (10+) years of sales experience in working with the General Agents and/or independent Brokers on Individual and Family, Medicare Advantage, and other commercial health insurance products. Seven plus (7+) years in a leadership role in the commercial health insurance and/or Medicare Advantage (MA) market sales distribution

Preferred Experience


Covered California (or Health Exchange/Marketplace) experience highly preferred.

Education Qualifications


Bachelor’s degree from an accredited institution required.

Professional Licenses


Possession of an active, unrestricted, and unencumbered Accident & Health Agent license issued by the California State Department of Insurance.

Drivers License Required

Yes, must have a valid California Driver's License.

Knowledge Requirement


- Demonstrated track record of developing and executing health plan sales strategies in the Covered California IFP market, other commercial health insurance market, and/or Medicare Advantage.
- Proven manager/leader comfortable operating in a matrixed/collaborative environment.
- Subject matter expert in sales regulatory requirements and best practice/sales excellence.
- Understanding of and sensitivity to a multi-cultural environment and community.   
- Strong analytical abilities to identify opportunities for growth.
- Maintain awareness of changes with the regulatory and political environment that pertains to the Affordable Care Act
- Service as the subject matter expert in all Sales matters.

Skills Requirement


- Effectively communicate and represent IEHP’s mission, vision, values and key growth initiatives.
- Effectively communicate plan benefits, network and value adds.
- Excellent interpersonal and communication skills, including effective creation of executive level reports and in-person presentations.
- Strong executive presence, presentation, and communication skills.

Abilities Requirement


- Ability to integrate Member-focused perspective into the strong sales approach.
- Ability to translate and communicate complex topics in a variety of forums, tailoring communications to effectively fit and influence the targeted audience.
- Ability to work independently and/or collaboratively with key internal and external leaders, partners, and community members. 
- Ability to quickly establish and maintain strong broker partner relationships.

Commitment to Team Culture


The IEHP Team environment requires a Team Member to participate in the IEHP Team Culture. A Team Member demonstrates support of the Culture by developing professional and effective working relationships that include elements of respect and cooperation with Team Members, Members and associates outside of our organization.

Working Conditions


General office or virtual office environment; using computer keyboard and screens; travel within California and other states if needed.

Work Model Location


Physical Requirements

Hearing: One-on-One - FREQUENTLY
Communicate: Information/ideas verbally - FREQUENTLY
Near Visual Acuity - FREQUENTLY
Regular contacts: co-workers, supervisor - FREQUENTLY
Understand and follow direction - FREQUENTLY
Regular and reliable attendance - CONSTANTLY
Keyboarding: 10-Key - FREQUENTLY
Keyboarding: Touch-Screen - FREQUENTLY
Keyboarding: Traditional - FREQUENTLY

A reasonable salary expectation is between $153,670.40 and $195,936.00, based upon experience and internal equity.

Inland Empire Health Plan (IEHP) is the largest not-for-profit Medi-Cal and Medicare health plan in the Inland Empire. We are also one of the largest employers in the region, designated as “Great Place to Work.” With a provider network of more than 5,000 and a team of more than 3,000 employees, IEHP provides quality, accessible healthcare services to more than 1.5 million members. And our Mission, Vision, and Values help guide us in the development of innovative programs and the creation of an award-winning workplace. As the healthcare landscape is transformed, we’re ready to make a difference today and in the years to come. Join our Team and make a difference with us! IEHP offers a competitive salary and stellar benefit package with a value estimated at 35% of the annual salary, including medical, dental, vision, team bonus, and state pension plan.

Nearest Major Market: Riverside
Nearest Secondary Market: Los Angeles