DIRECTOR-MEDICARE SALES
Company: Blue Cross Blue Shield of Arizona
Location: Phoenix
Posted on: October 26, 2024
Job Description:
Awarded a Healthiest Employer, Blue Cross Blue Shield of Arizona
aims to fulfill its mission to inspire health and make it easy. AZ
Blue offers a variety of health insurance products and services to
meet the diverse needs of individuals, families, and small and
large businesses as well as providing information and tools to help
individuals make better health decisions.
Qualifications, skills, and all relevant experience needed for this
role can be found in the full description below.
This position requires work and residency in Arizona.PURPOSE OF THE
JOB
- Formulates and implements strategies to achieve and support
established sales and membership objectives for Medicare segment
products through Direct Call Center operations, sales operations
and distribution support. Monitors and evaluates the Direct Call
Center sales process to achieve the overall new and existing
enrollment goals while maintaining exceptional customer service
levels. Develops and manages oversight operations for brokers, call
centers, agencies and internal sales representatives selling
Medicare products to ensure compliance with AZ Blue policies and
regulatory rules. Leads development and execution of commissions,
contracting, technology and other support strategies to
differentiate AZ Blue Medicare in the
marketplace.QUALIFICATIONSREQUIRED QUALIFICATIONS1. Required Work
Experience
- 10 years of experience in Medicare sales and Operations
- 7 years of management experience
- Experience and familiarity with CMS guidelines and
regulations
- Experience with Medicare Compliance audits2. Required Education
- High School diploma or GED in general field of study.3.
Required Licenses
- Active, current, and unrestricted State of Arizona Life, Health
and Disability Insurance License or ability to become licensed
within 3 months from start date
- Valid driver license and an acceptable driving record4.
Required Certifications
- N/APREFERRED QUALIFICATIONS1. Preferred Work Experience
- 10 years of management experience
- 2 years of experience in developing short and long-range sales
plans, forecasting, and budgeting2. Preferred Education
- BA or BS degree in business administration, marketing,
management or related field3. Preferred Licenses
- N/A4. Preferred Certifications
- Certification or work toward HIA, RHU, CLU or similar
designationESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIESMEDICARE
SEGMENT SALES STRATEGY
- Develop strategies for Direct Call Center sales of Medicare
products to meet the member growth objectives of the segment.
Establish goals for product Direct Call Center sales.
- Collaborates with Medicare Growth leadership to ensure Sales
Operations and Direct Call Center Sales activities and expectations
are aligned with sales strategies.
- Develop, implement, and track sales. Provide sales variance
reports, segment business reports, production reports, sales and
lead activity reports, and ad-hoc reporting.
- Provide training in sales, customer service, presentation
skills, and Medicare product lines for Direct Call Center
staff.
- Develop and direct Medicare product sales oversight policies
and procedures and ensuring compliance with CMS Medicare
requirements.
- Oversee Medicare sales compliance, facilitating AZ Blue and
Medicare sales agent compliance, conducting compliance reviews, and
auditing to identify and correct any violation of CMS requirements.
Develop corrective action plans to remedy any audit findings and
monitor implementation.
- Develop and implement internal and external policies and
procedures in order to ensure adherence to DOI / CMS regulations
and Blue Cross Blue Shield standards.
- Work with Commission and Contracting Operations to ensure
Medicare segment business requirements are met. Continuously
monitor quality and performance of Commission and Contracting
Operations.
- Work with internal partners to develop and manage Medicare
segment sales distribution technology and tools to meet market
demands and align with growth strategies.MEDICARE SEGMENT PARTNERS
- Work with product managers to ensure availability of product
training content for new products.
- Collaborate with marketing to ensure high-quality integration
and alignment between Direct Call Center sales and marketing
teams.
- Work with Growth Leadership to create membership forecasting
models and annual budget for member acquisition spend.
- Support broker sales seminar administration and reporting.
- Create and maintain positive working relationships with GAs,
FMOs, and brokers through frequent interaction.MANAGE DIRECT CALL
CENTER SALES
- Lead and motivate Direct Call Center sales, working through the
assigned contacts, to meet or exceed the sales targets based on
lead generation and expected conversion rates.
- Collaborate on Direct Call Center call center operations,
including design, staffing, call reviews, scorecards, and
production reports.
- Provide call volume forecasts and review operational metrics to
ensure appropriate staffing throughout the year and provide a
high-quality response to incoming calls.OVERALL
- Consultative leader to the Medicare segment management team and
the General Manager of Government Business.
- Drives a culture of compliance by ensuring compliance policies,
training, and procedures are established for Medicare
programs.
- Oversee day-to-day departmental administration by coaching and
motivating departmental personnel to make maximum use of experience
and skills.
- Monitor quality performance measures, develop and maintain
effective workflows, and seek to maximize system efficiencies.
- Manage use of corporate funds including budgeting, financial
management, and reporting. Identify opportunities to achieve
administrative efficiencies while maintaining service.
- Maintain effective working relationships to ensure teamwork in
achieving corporate goals.
- Participate in strategic planning activities and contribute to
departmental and cross-functional teams to achieve BCBSAZ goals and
ensure future success.
- The position requires a full-time work schedule. Full-time is
defined as working at least 40 hours per week, plus any additional
hours as requested or as needed to meet business requirements.
- Work schedule includes extended hours and weekends during open
enrollment and occasional overnight travel.
- Perform all other duties as assigned.REQUIRED COMPETENCIES1.
Required Job Skills
- Strong written and verbal communications.
- Intermediate PC proficiency.
- Intermediate skill in word processing, spreadsheet and database
software.2. Required Professional Competencies
- Management skills in an operationally changing environment,
with drive for results based on planned objectives.
- Design and analysis of call center operation and metrics.
- Ability to coach, train, and grow successful teams.
- Advanced knowledge of Individual health/life business,
including managed care products, Medicare Advantage and Medicare
Supplement products.
- Knowledge of CMS, DOI and telemarketing regulations.
- Knowledge of direct response advertising techniques.
- Interpersonal skills that allow for harmonious relationships
with providers, members and coworkers.
- Ability to recognize strategic opportunities and use data to
make timely and sound decisions.
- Flexibility and willingness to adjust to shifting
demands/priorities.
- Ability and experience to assimilate multiple new functions,
services, projects and systems while maintaining existing systems
and programs.3. Required Leadership Experience and Competencies
- High standard of performance while pursuing aggressive
goals
- Principled leadership and sound business ethicsPREFERRED
COMPETENCIES1. Preferred Job Skills
- N/A2. Preferred Professional Competencies
- N/A3. Preferred Leadership Experience and Competencies
- N/AOur CommitmentAZ Blue does not discriminate in hiring or
employment on the basis of race, ethnicity, color, religion, sex,
sexual orientation, gender identity, national origin, age,
disability, protected veteran status or any other protected
group.Thank you for your interest in Blue Cross Blue Shield of
Arizona. For more information on our company, see azblue.com. If
interested in this position, please apply.
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Keywords: Blue Cross Blue Shield of Arizona, Phoenix , DIRECTOR-MEDICARE SALES, Executive , Phoenix, Arizona
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