Job Abstract

The Director of Sales Strategy and Services is responsible for working closely with the Senior Director, Sales and Business Development to formulate, implement and conduct oversight on all sales channel growth and retention strategies and initiatives. The Director leads and directs key sales channel and support Teams including Insides Sales and Retention focused on Covered CA\Medi-Cal Direct Enrollment, Medicare\Medi-Cal\Covered CA Eligibility Assistance and Renewals and the Broker Service Team.  Sales channel strategies including provider and IPA engagement best practices, community marketing including leveraging the Community Resource Centers (CRCs) \Blue Shield partnership, General Agency growth initiatives including increasing certified agents for both Medicare and Covered CA lines of business, grass roots expansion of Medi-Cal membership and other priority, high return, growth initiatives including maximizing conversion of newly dual eligible member leads, optimizing co-marketing spend with key organizations, agencies and agents.

In this leadership role, the Director is required to collaborate and contribute to organizational initiatives that support our product lines, contracted provider partners and key stake holders. L.A. Care is a public agency and requires our employees to act in a professional manner and demonstrate the highest professional ethics and integrity. Product lines include PASC SEIU, Medi-Cal, Cal MediConnect and Covered California Marketplace.  As a recognized subject matter expert, the Director provides leadership to educate, develop, motivate and empower their Team(s) to achieve results in line with goals.  The Position reports to the Senior Director, Sales and Business Development. The Director represents the Senior Director at strategic initiative and senior level management meetings both internal to L.A. Care and with organizations within the L.A. County marketplace. The Director will lead all aspects of running an efficient team, including hiring, supervising, coaching, training, disciplining, and motivating direct-reports

Staff Development and Performance Management: Hands on approach to leading teams in managing sales activity both internally and externally. Creation of Sales and Retention Strategic plans that align with product growth and member retention goals and are supported by management, supervisor and individual representative sales plans. 1v1 interaction with Managers, Supervisors and Sales reps in their day to day activity intended to demonstrate and support sales and retention initiatives.  Weekly, monthly and quarterly reviews of performance intended to identify barriers and creates development plans and solutions to reach production targets.

Partnership Development and Product Growth: Identification of membership growth opportunities for LAC Direct lines of business through the assessment of a complex sales environment associated with MSO's, IPA's, medical groups, PCPs, patients and members. Creation of business development plans intended to tactically create partnership solutions that create “win/win” situations for external and internal partners.
Day to day management strategic partners including general agencies for both Medicare and Commercial lines of business.

Sales Integration, Operations and Project Management: Serve as driving force in the integration, operations and project management functions of the department. Identify and develop resource gap, process functions and procedural roles that allow for successful business handoffs and desired outcomes.

Strategic Analysis and Market Segmentation: Utilize internal and external data sources and reports to analyze activity trends, membership movement, partnership activity and additional info to drive business decisions.

Cross Functional Collaboration: Works collaboratively across functional areas within L.A. Care to create outcomes that are aligned with product growth goals.

Directs staff , including, but not limited to: monitoring of day to day activities of staff, monitoring of staff performance, mentoring, training, and cross-training of staff, handling of questions or issues, etc. raised by staff, encourage staff to provide recommendations for relevant process and systems enhancements, among others.

Perform other duties as assigned.

Required:
At least 6-8 years of project management, healthcare administration, and product management experience with demonstrated increasing levels of successful planning and results.

At least 5 years of supervisory/management experience.

At least 5 years of health plan management expertise.

Required:
Ability to demonstrate track record in developing successful strategic relationships with safety net providers Independent Practice (or Physician) Association (IPA's) and provider networks. 

Demonstrated knowledge about IPA's, provider groups, primary and specialty care networks.

Knowledge and understanding of L.A. County diverse multi-cultural markets.

Ability to leverage community groups to generate grassroots and outreach growth support.