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Job Summary:
This leadership position is a market-facing role and is responsible for optimizing KPs sales and account management activities for the Labor & Trust segment across KPs regions at a national level. This optimization effort includes the development and execution of a thorough business plan, establishing key performance objectives, dashboard measures, progress reviews and a collaborative business process discipline. To facilitate this effort this individual serves as the co-chairperson for the KP National Labor & Trust Community of Practice and helps to lead the coordination of the segments key growth activities from that forum. Further this individual is responsible for defining and leading KPs engagement efforts with the segments primary national benefits consulting firms (e.g. Segal). Also, this individual will be on point for advancing key influential market relationships across the external Labor & Trust arena at an international union leadership level. The position has accountability for maintaining and leveraging KPs participation with key external industry or professional groups (i.e. National Labor College, IFEBP, BCTD Legislative Conference & others) to enhance KPs relevance and growth across the Labor & Trust segment. Additionally, this individual will need to work collaboratively with the Coalition of KP Unions (CKPU) to leverage KPs unique Labor Management Partnership through a formal joint marketing growth initiative. This individual must work effectively with leadership and managers across many of KPs functional areas, several of note being Government Relations, LMP, Public Relations, Legal, Facilities and most of National Health Plan in order to optimize membership growth and financial performance across KPs national Labor & Trust segment. Essential Responsibilities:
- Achieve targeted growth results for the Labor & Trust segment through the coordinated execution of sales & account management activities across KPs regions.
- Optimize segment growth results through the development and execution of a thorough business plan, establishing key performance objectives, dashboard measures and progress reviews and a collaborative business process discipline.
- Coordinate market actions of KP Labor &Trust sales & account management directors/managers through co-chairing of KPs National Labor & Trust Advisory Council and Community of Practice.
- Lead the planning & execution of a cogent, national benefit consultant engagement effort for the Labor & Trust segment, to include lead accountability for managing KPs relationship with The Segal Company (the segments leading consulting firm).
- Ensure high external market visibility, provide market expertise and segment-specific content direction to KPs sales and account management leaders and their teams. Provide guidance and support to implement best practices and collaborate in the execution of specific opportunities in their regions. Coordinates the work of regional labor sales managers on multi-state labor and trust accounts and proposals.
- Actively participates in the preparation and delivery of key finalist presentations as the segments senior market consultant and actively engages in helping to successfully troubleshoot jeopardy client situations across the segment.
- Work to minimize KPs variation across the labor & trust segment while optimizing customer experience and retention to drive membership and financial growth performance.
- Working closely with KP Labor & Trust Community of Practice to assist in development of training programs for Labor & Trust sales and account management teams to ensure appropriate understanding of the Labor market and drive competitive growth activities.
- Identify key Labor & Trust market data and progress metrics and provide KP leadership with regular business performance tracking & reporting relative to the Labor & Trust segment.
- Partner with external and internal Labor leaders to promote KPs Value Proposition
- Collaborates in leading KPs effort to establish, maintain and leverage senior external relationships with Labor leaders across the U.S. at both the national and international levels to expand KPs influence and growth opportunity. Develop a cogent plan for executing this formal relationship management approach and leverage KP Sales Connect for tracking progress.
- Establish, maintain and leverage productive working relationships with the key national professional groups to help drive KPs thought leadership, influence and growth performance across the Labor & Trust segment. Two examples of such groups are; The National Labor College (NLC), and The International Foundation of Employee Benefit Plans (IFEBP).
- Leads the effort to effectively bringing the views of KP to the Labor Market and the views of the Labor Market to KP. Considers and then integrate key internal stakeholder points of view (NATIONAL HEALTH PLAN, LMP, Government Relations, National Facilities, Community Benefit and others) to shape and represent a holistic view of KPs value to the external Labor Market. Provides real-time industry expertise to segment and policy strategy and frequently represents KP in industry discussion forums dedicated to the Labor arena.
- Using KPs LMP Joint Marketing Agreement as the guide, partner effectively with the CKPU and AHCU marketing personnel to ensure active and effective coordination between KP and LMP to support the organizations marketing activities in the Labor & Trust segment.
Basic Qualifications:
Experience
- Minimum fifteen (15) or more years of professional, leadership experience in the health insurance business or in labor relations, and at least five (5) years in sales and account management related to unionized groups or in a benefit consulting firm specializing in working with Labor groups.
- Minimum ten (10) years of successful client/account management and/or sales management experience including direct experience managing health benefits solutions for major unions, corporations and /or benefits consultants.
Education
- Bachelors degree required.
License, Certification, Registration
- N/A
Preferred Qualifications:
- Experience in working in a major consulting firm is desirable.
- MBA or equivalent preferred.
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