Sr Director, IFP Sales job California California
Sr Director, IFP Sales job California California
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Sr Director, IFP Sales Job

Employer Name: SpiderID: 13198521
Location: California, California Date Posted: 1/25/2023
Wage: Negotiable Category: Insurance
Job Code: 17002K1-2191

Job Description:
Looking for a chance to do meaningful work that touches millions? Come join the hardest working, nonprofit health plan in California and help us shape the future of health care. Blue Shield of California's Mission is to ensure all Californians have access to high-quality care at an affordable price. Blue Shield is focused on improving health care delivery by working closely with providers and making it more accessible, affordable and customer-centric. Being a mission-driven organization means we do much more than serve our 4 million members: we were the first health plan in the nation to limit our annual net income to 2 percent of revenue and return the difference to our customers and the community, and since 2005 we have contributed more than $325 million to the Blue Shield of California Foundation to improve community health and end domestic violence. We also believe that a healthier California begins with our employees, so we provide them with resources to develop and maintain a healthy lifestyle through our award-winning wellness program, Wellvolution.

We're hiring smart thinkers and doers who want to work for a leader and innovator in the challenging, ever-changing healthcare space. Come and help us make health care better for everyone.


Reporting directly to the VP, General Manager of IFP Markets. The Senior Director of IFP Markets Sales will be responsible for all management oversight and end-to-end leadership activities for the IFP Markets sales organization. This includes managing sales across multiple channels, including direct, broker, digital/online, unassisted, private exchange, Outreach and ePartners; overseeing training and development of IFP Markets sales staff; leading outreach, broker and direct teams; establishing policies and procedures as needed, and executing strategies to meet and exceed sales, membership, revenue and operating income goals.

The IFP Director of IFP Markets Sales will be based in our El Dorado Hills, CA office and lead a sales team upwards of 25 professionals, with a matrixed/shared partner oversight of approximately 1500 top brokers, Outreach efforts and direct to consumer to drive sales teams to top performance.


  • Develops and executes a business strategy for IFP Markets sales by establishing and identifying growth opportunities, setting sales targets, and ensuring that Blue Shield of California products and internal systems meet the needs of the IFP business segment ~

  • Including, but not limited to engagement in:

    • Annual enrollment readiness sales owner

    • Pricing

    • CoHC

    • Network

    • Product Development

    • Marketing

  • Creates and develops an IFP sales business strategy that ensures that Blue Shield is positioned as a prime option to meet the needs of customers across multiple channels, including direct, broker, online, exchange, and ePartners

  • Build a strong sales environment by evaluating, coaching and motivating the sales team

  • Develops and fosters viable relationships with brokers and strategic partners

  • Identifies the needs of the various segments and ensure that Blue Shield of California's products and systems are readily in place to meet those needs

  • Establishes clear sales team responsibilities and objectives, manages the day -to-day direction of the sales teams and coaches and holds people accountable for their actions

  • Recommends changes in the basic structure and organization of the sales group, ensuring the fulfillment of its assigned objectives and providing the flexibility to move swiftly in relation to problems and opportunities, as well as rapid pace changes in the marketplace

  • Manage the development and execution of a robust online/digital strategy to drive growth in this channel

  • Implements initiatives to support EverBlue opportunities to maximize the retention of existing BSC membership in Commercial and Senior products into IFP Markets

  • Manage Private exchange channels including technology connections, sales requirements and relationship management

  • Oversees the Outreach and Events teams to drive event attendance and leads through events to maximize direct sales, and increase grassroots and community visibility

  • Works closely with Marketing to ensure that all acquisition marketing activities and spend match overall sales strategies across the state

  • Provides cooperation and teamwork while working to achieve collective outcomes: includes peers and/or key stakeholders when making decisions that affect organization operations

  • Actively promotes Blue Shield of California's product and service advantages in the marketplace

  • Oversees the sales support team in meeting their goals

  • Responsible for ensuring that sales and brokers are fully compliant with both internal and external rules and regulations

  • Demonstrates a strong understanding of the external market and introduces concepts based on market activity and expectation

  • Responsible for managing an administrative budget and is instrumental in the pricing decisions for this specific line of business

  • Responsible for meeting Covered California and DMHC regulations regarding broker and direct sales staff requirements

  • Ensure that the overall consumer experience in IFP Markets is consistently delivered and that we maintain thoughtful and efficient compliance with all regulations

  • Implement and lead a continuous quality improvement process in the Sales teams, focusing on CMS-compliant systems/process improvement

  • Lead a high-performing team to the next level by further developing and implementing recruiting, training, and retention strategies

  • Ensure that all program activities operate consistently and ethically within the mission and values of Blue Shield of California, Covered Ca, DMHC and other regulatory bodies

  • Prepare and submit an annual sales budget to Blue Shield leadership for review and approval; manage budget effectively budget, and report accurately on progress made and challenges encountered

  • Prepare and submit an annual sales achievement plan to Blue Shield leadership for review and approval; manage sales channels effectively to achieve annual sales goals, and report monthly on progress made and challenges and encountered/overcome

  • Maintains a high level of exposure and awareness on changes with the regulatory and political environment that characterizes a government-sponsored program such as Medicare and politically active group such as seniors. Maintains "domain expert" status in all Sales matters related to Senior Markets.

  • Drives the enterprise-wide definition of the IFP sales "consumer experience" and effectively influences the organization in the delivery of this experience

  • Partners with other Blue Shield leaders and cross-functional business unites to improve Sales effectiveness.

  • Provides effective thought leadership to the IFP Markets and Consumer Markets teams, other cross-functional leaders throughout Blue Shield on IFP issues

  • Responsible for the sales integration planning and oversight of acquired membership and/or organizations.

  • Provides effective leadership in attracting and retaining top talent to drive the business results for the business segment.


*Job Required Education/Experience

The Senior Director of Sales, IFP Markets, will have proven Sales experience in IFP and/or other government programs or lines of business. This individual will possess a strong sales and member-centric orientation, coupled with intimate knowledge of sales regulatory requirements and best practice/sales excellence. He/She must also be a proven manager/leader comfortable operating in a matrixed/collaborative environment. In short, the successful candidate is an outstanding leader exemplifying the missions and values of Blue Shield of California. Ideally, the candidate will possess:

  • A bachelor's degree in business, marketing, communication and/or a minimum of 10 + years sales and sales management experience; or equivalent combination of education and experience; a MBA or advanced degree is preferred

  • An active life insurance license is required

  • Demonstrated track record of accomplishments in health plan sales in the insurance industry

  • Eight plus years management experience

  • Prefer Call center and broker sales experience

  • Strong people management skills

  • Excellent interpersonal and communication skills, including effective creation of executive level reports and in-person presentations

    We're hiring smart thinkers and doers who want to work for a leader and innovator in the challenging, ever-changing healthcare space. Come and help us make health care better for everyone.

Job Criteria:
Start Date:
Position Type: Full-Time Permanent
Years of Experience Required:
Education Required:
Overnight Travel:
Vacation Time:

Contact Information:
Contact Name: Blue Shield of California Company Type:
Company: Blue Shield of California

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