Director of Sales

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Job Responsibilities:

Reporting to the Executive Director, Sales and Marketing, the Director, Sales is a pivotal leadership role at Johns Hopkins Health Plans, responsible for developing, implementing, and advancing best-in-class Broker and Field Marketing Organization (FMO) sales distribution relationships. This role demands a deep understanding of the Maryland and Virginia Medicare Advantage (HMO & PPO) as well as Dual Eligible Special Needs (D-SNP) markets. Additionally, this role will collaborate with both Medicaid and Commercial partners in developing go-to-market plans. The position also requires expertise in broker distribution dynamics, and working knowledge of the TRICARE-approved Uniformed Services Family Health Plans (USFHP) program - specifically in the DC, DE, MD, PA, VA, WV markets. The Director of Sales is accountable for achieving and exceeding line-of-business annual sales targets through effective planning, coordination, and execution of sales activities.

The Director of Sales will:

• Drive growth-focused membership acquisition strategies through developing and managing key relationships with external broker agency and agent partnerships.
• Develop competitive incentive structures for internal sales representatives and external broker partners.
• Lead and inspire a high-performing sales team, provide training, leadership development, and implementation of best practices to achieve optimal results.
• Manage CRM platforms to enhance lead management, optimize sales operations, and provide actionable insights to improve performance.
• Oversee call center sales operations, ensuring exceptional customer engagement and service standards.
• Collaborate with marketing teams to align lead generation efforts with sales objectives, ensuring comprehensive support for achieving all sales goals.

Key responsibilities include:

• Establish and nurture strong broker and FMO relationships to expand distribution channels and drive sustained growth.
• Leverage expertise in the Medicare Advantage DSNP market to identify opportunities and craft tailored strategies within the Maryland and Virginia regions.
• Maintain an in-depth knowledge of the TRICARE/USFHP program - specifically within the DC, Maryland, Virginia, West Virginia, Delaware and Pennsylvania markets - ensuring alignment with sales strategies and compliance requirements.
• Consult on both Medicaid and Commercial health plan positioning, go-to-market best practices and cross-product coordination/synergy
• Monitor sales metrics and trends, developing actionable plans to improve performance and exceed sales targets.
• Implement strategic training programs to develop internal sales teams and external broker partners, fostering a culture of continuous improvement and professional growth.
• Direct and provide oversight for day-to-day sales operations, including lead management, broker engagement, vendor coordination, and sales team performance.
• Partner with marketing to design and execute targeted advertising campaigns, ensuring alignment with sales initiatives and objectives.

Qualifications:

• A Bachelor's Degree in Business, Health Administration or related field is required.
• A Master's Degree within a related field is strongly preferred. Substantial industry experience in lieu of degree attainment will be considered for exceptional candidates.
• Minimum of 10 years of direct experience in selling health insurance products and value-added services, including 3-5 years of experience managing a sales department. Experience working with the military community is preferred. Proven experience in relationship and project management, with a strong ability to build and sustain teams. Demonstrated experience working in a highly regulated Medicare Advantage sales environment.
• Extensive knowledge of Medicare Advantage products, including demonstrable experience with DSNP products, and broker distribution channels within Maryland and Virginia. Working knowledge of the TRICARE/USFHP program and its unique market requirements. Strong working knowledge of state Medicaid program dynamics.

Salary Range: Minimum $141,000 per year - Maximum $205,000 per year plus incentive. Compensation will be commensurate with equity and experience for roles of similar scope and responsibility.

JHM prioritizes the health and well-being of every employee. Come be healthy at Hopkins!

We are committed to creating a welcoming and inclusive environment, where we embrace and celebrate our differences, where all employees feel valued, contribute to our mission of serving the community, and engage in equitable healthcare delivery and workforce practice.

Johns Hopkins Health System and its affiliates are drug-free workplace employers.