84.51° Overview:
84.51° is a retail data science, insights and media company. We help The Kroger Co., consumer packaged goods companies, agencies, publishers and affiliates create more personalized and valuable experiences for shoppers across the path to purchase.
Powered by cutting-edge science, we utilize first-party retail data from more than 62 million U.S. households sourced through the Kroger Plus loyalty card program to fuel a more customer-centric journey using 84.51° Insights, 84.51° Loyalty Marketing and our retail media advertising solution, Kroger Precision Marketing.
Join us at 84.51°!
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Director, Healthcare Partnerships Sales/Growth
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About The Role
Reporting to 84.51°’s Vice President of Healthcare, the Director, Healthcare Partnerships Sales/Growth– Distribution, is a critical role responsible for driving growth and revenue opportunities within the payer and broker segments for 84.51° and Kroger Health. This individual will focus on building key strategic alliances that enable our seniors to navigate the complexity of Medicare, while ensuring overall holistic plan offerings and programs that best serve the senior population.
The ideal candidate must possess a strong understanding of the healthcare marketplace, distribution and growth channel expertise within Medicare, and how to leverage best practices in a retail environment for co-branded sales and partnership opportunities that keep the senior at the forefront.
Responsibilities:
Strategy
- Help define and create a holistic vision to help 84.51° / Kroger Health win in the Medicare Advantage space through dedicated and specific partnerships that focus on a senior’s health journey, via multi-channel growth opportunities
- Provide cross-connectivity of patient/member growth to help deliver insights and new Ways of Working for Gaps-In-Care programs and other 84.51° / Kroger Health programs and initiatives
- Able to adopt a holistic perspective that considers data, analytics, customer insights, and different parts of the business when making plans and shaping the team's strategy
- Consultative approach in strategy creation and implementation
Sales & Growth
- Heavily results-oriented; strong track record in meeting and exceeding growth/revenue targets
- A proven ability to develop initiatives that improve sales productivity and performance
- Serve as the primary point of contact for key payer and broker partnerships, including prospecting, pipeline management, and closing of payer and broker relationships in Medicare Advantage
- Deliver effective sales presentations
- Drive member acquisition opportunities via Distribution-centric growth efforts
- Possess consultative selling and negotiating skills, ability to overcome client objections, leverage scale and expertise to formulate partnerships that will benefit company revenue targets
Sales Operations
- Ability to utilize combined industry benchmarking information with a robust analytical capability to identify market trends and test alternative strategy approaches that yield superior performance
- Lead all integration activities with payer/broker partners, 84.51° / Kroger Health, and internal/external stakeholders for join sales enablement activities, including: retail sales, Direct-To-Consumer, and other omni-channel marketing opportunities
- Develop detailed integration plans to address, Legal, Compliance, Operations, Data & Analytics, Finance, and other core areas of business synergies
- Creatively analyze data to synthesize and execute strategies for process improvement and financial results delivery
- Quickly synthesize information and data and present to senior level stakeholders
- Create standardized processes with strong organization, time management and project management skills
Leadership
- Navigate complex payer/broker matrixed environments with ease and efficiency
- Develop/mentor/train internal staff
- Strong client and partner relationships in the Medicare Healthcare Payer / Broker segment
- Highly entrepreneurial and able to operate independently with minimum supervision
Financial
- Lead sales pipeline and forecast management processes, working to ensure forecast accuracy and overall pipeline health
- Conduct monthly reviews with payer/broker partners to assess KPIs, contractual obligations, growth targets, and definitions of success
- Monitor financial forecasts (budget to actuals) on a monthly, quarterly, and an annual basis
- Provide regular forecasts and updates on metrics for broader executive level planning and reporting
Qualifications:
- 8+ years of relevant professional experience including at least 5+ years of relevant healthcare experience across payers and/or brokers/FMOs (retail healthcare experience a plus)
- 8+ years in leading and driving sales/growth targets within Medicare Advantage, including Medicare Advantage products, CMS regulatory knowledge, and broker/distribution partnership experience and the related sales cycles
- Major account management experience preferred with meaningful rolodex of health plan / broker contacts
- Demonstrated ability to drive insightful analysis and complex projects with increasing levels of responsibility
- Demonstrated ability to build consensus among cross-functional teams and influence decision making within senior-level audiences
- Innovator - ability to build and scale capabilities in a retail network environment
- Startup experience a plus, in creating new sales/growth channel capabilities, from the ground up
- Excellent verbal and written communication skills including presentation skills
- Strong problem-solving skills
- Travel will be required >25-30% at various times of the year
- Bachelor’s degree required; MBA is strongly preferred
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