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VP of Sales, M&R - West Region

UnitedHealth Group

Glendale, CA
Job Code:
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Job Details

746306 VP of Sales MR West Region

VP of Sales, M&R - West Region (746306)

Position Description

Great sales are the result of strong purpose, conviction and pride - pride in your ability and your product. UnitedHealth Group offers a portfolio of products that are greatly improving the life of others. Bring along your passion and do your life's best work.(sm)
Accountable for meeting / exceeding business targets for assigned markets. Ensures membership goals are met primarily through the acquisition of new members but also through effectively and efficiently managing sales-related member migration / retention programs in markets. Manages acquisition cost, investments and spend by appropriately allocating and managing fixed and variable costs associated with staff, marketing, community programs, etc. Operates within FTE, Marketing, P&L and other business budgets.
Primary Responsibilities:
  • Develop and execute sales business plan for assigned markets
  • Proactively develops and execute strategic, comprehensive sales business plan for markets that will be used to achieve / exceed sales goal; revises plans and strategies as dictated by market changes, sales results and other factors
  • Monitor sales results, trends and key performance indicators (KPI's) and holds themselves and others accountable for achieving targets
  • Translates global membership goals into channel goals to meet/exceed sales goal while effectively managing sales acquisition costs
  • Define lead flow strategy to ensure leads are distributed in a way that supports the channel mix strategy: Selling strategies - sales meetings, retail, etc.
  • Understand the demographics of the marketplace and translate into local - tactical activities to generate leads and appropriately position products resulting in sales
  • Marketing plan in partnership with field and corporate marketing
  • Influence advertising/marketing spend and activities via centralize marketing organization
  • Identify and communicate market opportunities
  • Provide critical feedback to the director of marketing and RVP regarding changing market dynamics 
  • Competitive positioning and market intelligence
  • Monitor / Anticipate competitive trends and proactively position products and value proposition to remain competitive both within in the annual business planning process as well as making adjustments throughout the year as appropriate
  • Assists in uncovering market niches and actively pursues growth opportunities
  • Provide sales representation during benefit planning
  • Consumer engagement strategy, tool definition: Determine the selling approach for the market (i.e. community meetings, telesales to sell if possible, etc.)
  • Build UnitedHealthcare Medicare & Retirement brand and community relationships in assigned market(s)
  • Develop relationships with Providers, Regulators, Sr. Organizations, etc.
  • Understand the strengths and weaknesses of each organization and how it impacts the marketplace Develop business plans with key community centers of influence  
  • Effectively manage direct and indirect sales resources:  Ensure identification and acquisition of resources as needed to execute approved sales business plan
  • Build and focus sales talent
  • Recruit / select the right people
  • Maintain pipeline of qualified candidates to fill staffing needs
  • Provide a structured on-boarding
  • Inform and engage staff through regular two- way communication and feedback
  • Organize and lead the efforts of staff to achieve effective and efficient coordination within markets 
  • Coach & manage performance
  • Coach / Develop staff to achieve desired quantitative and qualitative performance standards
  • Use data and insights to coach for optimal performance
  • Conduct one on one meetings to review sales results / activities and provide feedback / coaching on opportunities for growth / improvement
  • Effectively manage relationships
  • Cultivate and maintain effective, productive working relationships
  • Ensure Compliance
  • Ensure staff adheres to selling guidelines associated with Medicare regulations, partner expectations and company policies and procedures

***Position will be office based and can be in any state in the West that is commutable to a main, M&R office location.

Required Qualifications:
  • 5 + years sales / business development experience in a direct to consumer / retail environment with demonstrated ability to consistently achieve assigned sales / growth targets
  • Previous experience managing individual sales representatives responsible for selling a portfolio of products via a needs/solutions based sales approach
  • Ability to travel 50% of the time across assigned market(s) or as required
  • Health and Life Insurance license must be obtained and maintained as required by state law


Preferred Qualifications:
  • Bachelor’s degree
  • Experience in / knowledge of the insurance or related field, preferably managed care and / or Medicare
  • Knowledge of CMS regulations and standards
  • Experience building relationships with capitated providers

Careers at UnitedHealthcare Medicare & Retirement.The Boomer generation is the fastest growing market segment in health care. And we are the largest business in the nation dedicated to serving their unique health and well-being needs. Up for the challenge of a lifetime? Join a team of the best and the brightest to find bold new ways to proactively improve the health and quality of life of these 9 million customers. You'll find a wealth of dynamic opportunities to grow and develop as we work together to heal and strengthen our health care system. Ready? It's time to do your life's best work.(sm)

Diversity creates a healthier atmosphere: UnitedHealth Group is an Equal Employment Opportunity/Affirmative Action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.

UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment.



Job Keywords: West Region, Glendale, CA, California, VP, Sales, M&R

Job Details

  • Contest Number746306
  • Job TitleVP of Sales, M&R - West Region
  • Job FamilySales Direct Selling
  • Business SegmentMedicare and Retirement

Job Location Information

  • Glendale, CA
    United States
    North America

Additional Job Detail Information

  • Employee StatusRegular
  • ScheduleFull-time
  • Job LevelExecutive
  • ShiftDay Job
  • TravelYes, 50 % of the Time
  • Telecommuter PositionNo
  • Overtime StatusExempt

UnitedHealth Group is the most diversified health care company in the United States and a leader worldwide in helping people live healthier lives and helping to make the health system work better for everyone.

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