Director Regional Business Development - Central Florida

Company: Blue Cross and Blue Shield of Florida Inc.
Location: Orlando
Posted on: September 17, 2020

Job Description:

Director Regional Business Development - Central Florida The Director Regional Business Development is an experienced professional who drives business results, is a public representative for Florida Blue, works extensively externally while influencing and working with all sales segments, market segments, Delivery Systems/Network Management, Public Affairs & Community Engagement (PACE), product development, and GuideWell assets to target key prospects and develop strong partnerships/relationships with community and business leaders, government officials, as well as agents and brokers in their respective regions.

The position will report to the regional Market President to lead the development and execution of the local market strategy and plan. They will manage and influence the region's budgets while maintaining a strong, matrix relationship to the Vice President of PACE, Product, Segment, Finance, and Corporate/Market Segment Strategy and Planning, GuideWell Health, GuideWell Connect, Corporate Strategy & Innovation, among others. Based on internal and external needs assessments, this person will develop strategic plans that support the organization's sales goals, mission, and values to positively impact the GuideWell and Florida Blue brands. This person will examine and report on the internal/external environment and identify opportunities to fulfill the local market strategy. This person will be a liaison for the enterprise to the regional and satellite offices, GuideWell Health facilities, as well as retail centers, managing the business development and respective go-to-market plans within the region.

Job duties include but are not limited to:

• Provides regional market leadership and develops/maintains key external relationships with executives from leading businesses, agents and brokers, non-profit and public entities to advance corporate strategic direction and to serve as a liaison and consultant to internal stakeholders (Florida Blue/GuideWell C-Suite leaders, Market Segments and Sales)

• From the external relationships, gathers, analyzes, and creates market-based guidance on economic, political, and financial and industry data to assess health plan growth opportunities in targeted geographies. Maintains solid understanding of the health industry, health economics, competition, evolving opportunities and customer requirements that provide decision making imperatives to achieve corporate objectives

• Ensures timely market feedback and a line of sight to regional business planning strategy and tactics

• Develops and implements strategic direction for Sales/Local Presence driven grassroots, community and business initiatives and programs to support short and long term enterprise growth. Develops local strategies to leverage synergies across GuideWell assets, Sales, Segment, Wellness to support growth while increasing brand awareness and Florida Blue member attribution

• Develops segment specific strategic plans, identifies opportunities, and makes recommendations to target key group prospects while coordinating with Sales Directors to achieve sales goals, profitability, and measure ROI

• Leads regional business opportunities, including market segmentation, value proposition development, product positioning, pricing strategy, marketing, branding strategy, net promoter score (NPS), network and channel strategy development

• Leverages relationships with C-suite level executives for prospecting and retention to position group sales to present the Florida Blue value proposition

• Planning for the Future

• Identifies, connects, and influences the enterprise in key market innovations, including new business ventures, relationships with key health innovators and thought leaders to support diversification efforts and planning for the future

• Operationalizing the Local Market integration model

• Advocates for regionally relevant solutions based on hyper-local knowledge

• Support Medicare local strategy and local market planning

• Guidewell Asset Strategy and Optimization: Instrumental in aligning local, product and segment strategy to GuideWell asset optimization in the region while leveraging synergies across GTM planning, Florida Blue Centers, Sales and Wellness to promote growth and to advocate for a member experience across the GuideWell family of companies that is consistent and drives value. Plays an integral role in integrating segment and product strategy with the GuideWell Health assets such as Sanitas, DCMG, FHCP, GWED, GWC, Innovation, etc.

• Lead regional Performance Discussion meetings, encourages open dialogue and information sharing among members to explore regional solutions and prioritizes action steps to address provider performance, medical cost and financial trends, while driving for results

• Plays an integrative role as a regional representative to key strategic and critical in-flight Enterprise initiatives

• Work in partnership with corporate social responsibility to leverage resources in specific market areas to address the enterprise business goals aimed at building and improving relationships with key stakeholders (C-level executives, chambers, non-profit leaders, community and economic development organizations), increasing our local presence and reaching out to diverse markets to increase Florida Blue market share in key markets

• Leads Local Presence team in the development of partnerships/programs with community-based organizations to target key strategic partners who align with business objectives, with an emphasis on lead generation and sales, community and educational outreach (including healthcare reform, corporate social responsibility, Florida Blue Foundation focus areas), and manages program planning to ensure timely and successful implementation with measurable outcomes

• Serves as a leader and advocate on select external boards and committees to build trusting relationships and position Florida Blue as a thought leader in the community

• Creates and Manages specific external budget interactions : Local Presence budgets for dues, Sales and promotion, BHSC, Foundation, Experiential, community partnerships for respective region. Partners with Finance/Actuarial departments for deep understanding of regional financial data

• Drives regional financial performance through the proficient analysis and interpretation of medical performance analytics and financial reports

• Strong community advocate increasing brand awareness and positive reputation of Florida Blue and its mission, vision and values in actionable ways, including: public speaking engagements, support of local and regional public policy initiatives (e.g. corporate social responsibility, diversity and inclusion, transportation, economic development, etc.)

• Provides thought leadership to the community via experience, knowledge and reputation making Florida Blue a trusted advisor to the communities we serve

• Helps drive regional NPS in conjunction with CX/PX initiatives by understanding the customer experience at a regional level to increase customer loyalty

• Builds and maintains relationships with local, state, federal elected and appointed officials, key influencers, and business decision makers on issues that affect the region as well as to communicate Florida Blue’s legislative priorities

• Positively impact the regional culture by planning and organizing employee engagement opportunities in collaboration with the HR Manager (i.e. volunteer initiatives, TWCs, etc.) to increase the GPTW survey results and enhance the employee experience.

Job Requirements:

• Related Bachelor’s degree or additional related equivalent work experience

• 10+ years’ related work experience

• 3+ years’ direct supervisory/management experience

• Demonstrated related corporate, market, and business strategy experience with thorough knowledge of the health industry with emphasis on management and business experience across functional areas. Applying business knowledge to identify opportunities and solve business problems, and strategic direction setting

• Strong financial acumen – proficient in P & L statements and other financial reports

• Ability to access data and utilize analytics to determine insights for business usage

• Direct management experience, including experience managing people and large-scale programs

• Experience in developing and implementing successful marketing plans and knowledge of segmentation

• Demonstrated ability to collaborate both internally among departments and externally with key stakeholders; ability to work in a matrix or virtual environment

• Strong leadership, management, coordination, communication and teaming skills

• Ability to act in a strong consultative role with C-suite business leaders

• Must be an "outside-in" thinker with the ability to relate market, political, and consumer understanding of business trends to company strategies and opportunities

• Marketing Experience relative to Metropolitan Statistical Area

• Excellent interpersonal and relationship building skills

• Knowledge of the health care industry and its future state

Preferred:

• Knowledge of local political landscape and network of public officials and community activists

• Experience in planning and executing special events

• Knowledge of Healthcare products and services – including governmental programs - Medicare and Medicaid

• Complex problem-solving skills and abilities

• Media relations / spokesperson experience

• Florida 2-15 Life, Health and Annuity license

We are an Equal Opportunity Employer/Protected Veteran/Disabled.

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Keywords: Blue Cross and Blue Shield of Florida Inc., Orlando , Director Regional Business Development - Central Florida, Other , Orlando, Florida