Position: Director of Business Development
ORGANIZATION: The Regence Group (www.regence.com)
LOCATION: Seattle, WA
COMPANY BACKGROUND
The Regence Group is the largest affiliation of health-care plans in the Pacific Northwest/Mountain State region. It includes Regence BlueShield of Idaho, Regence BlueCross BlueShield of Oregon, Regence BlueCross BlueShield of Utah and Regence BlueShield (Washington). Collectively, these four plans serve nearly 3 million people in four states with more than $6.5 billion in combined revenue.
REPORTING RELATIONSHIP
This position reports to Cary Badger, Vice President, Market Development. Direct reports include: Marketing Manager, Financial Services; Sellover Strategist Planning and Analysis; Senior Business Analyst, Market Development; and Sellover Marketing Strategist.
POSITION SUMMARY
The Director of Business Development is responsible for creating new distribution channels and expanding existing channels for Regence products and services with an emphasis on the ability for members to establish a direct and lifelong relationship with Regence. The Director of Business Development is also responsible for creation of product introduction and implementation, in addition to CPSS, as needed to meet plan enrollment targets and overall member experience.
INITIAL PRIORITIES
- Assess Regence activities for creating new business and set priorities for current vs. "new idea" opportunities.
- Leverage current relationships with providers, as well as business to business relationships, while cultivating new alliances.
- Champion new ideas and communicate to internal and external audiences the strategy and potential deliverables of new business opportunities.
RESPONSIBILITIES
- Work closely with Product Development, Sales, Plan Presidents and other Marketing Division staff and senior management in coordinating the planning, development and implementation of channel creation and expansion.
- Create alliances for new distribution strategies for Medicare, consumer and group customers such as joint marketing agreements with medical groups, hospitals and pharmacies for Medicare education and promotion, joint membership acquisition with retail businesses and Associations and web portals.
- Facilitate development of detailed opportunity analysis, business case and other evaluative tools to assess potential of existing and new channels.
- Sponsor and facilitate development of web based and direct purchase opportunities for members and business segments desiring this acquisition option in collaboration with E Business, IT and Product Development.
- Create and manage strategic alliance relationship model, including engagement, assessment, negotiation and successful management, termination of relationships.
- Keep abreast of short and long term threats and opportunities for Regence in the markets (existing and future) and provide senior management with ongoing implications of these market factors on existing and future marketing plans.
- Actively represent and collect feedback from field and business partners to validate marketing plan assumptions.
- Formulate and direct financial services strategy for Regence products and services such as Health Savings Accounts and similar CDHP (Consumer Driven Health Plan) products.
- Oversee implementation of tactics and strategies according to CPSS Sellover Strategy and Marketing Plan including:
- Anticipating issues, actions and changes necessary to achieve sellover goals, objectives and timeline.
- Articulating Marketing plan for sellover into tangible actions and implementation that will achieve desirec results.
- Escalating issues and recommendations to augment implementation as needed.
- Validating requirements for successful sellover implementation are fulfilled and on time.
- Ensure that the Regence Brand and desired customer experience is embedded in all acquisition and retention strategies and tactics for these markets.
- Ensure implementation is compliant with regulatory directives and state/federal laws and polices.
- Represent Vice President, Marketing Development as appropriate.
CORE COMPETENCIES
- Customer Focus: Dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.
- Integrity and Trust: Widely trusted; is seen as a direct, truthful individual; can present the unvarnished truth in an appropriate and helpful manner; keeps confidences; admits mistakes; doesn't misrepresent him/herself for personal gain.
- Drive for Results: Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.
- Problem Solving: Uses rigorous logic and methods to solve difficult problems with effective solutions; probes all fruitful sources for answers; can see hidden problems; is excellent at honest analysis; looks beyond the obvious and doesn't stop at the first answers.
- Learning on the Fly: Learns quickly when facing new problems; a relentless and versatile learner; open to change; analyzes both successes and failures for clues to improvement; experiments and will try anything to find solutions; enjoys the challenge of unfamiliar tasks; quickly grasps the essence and the underlying structure of anything.
- Developing Direct Reports: Provides challenging and stretching tasks and assignments; holds frequent development discussions; is aware of each direct report's career goals; constructs compelling development plans and executes them; pushes direct reports to accept developmental moves; will take direct reports who need work; is a people builder.
- Managing Diversity: Manages all kinds and classes of people equitably; deals effectively with all races, nationalities, cultures, disabilities, ages and both sexes; hires variety and diversity without regard to class; supports equal and fair treatment and opportunity for all.
- Listening: Practices attentive and active listening; has the patience to hear people out; can accurately restate the opinions of others even when he/she disagrees.
- Motivating Others: Creates a climate in which people want to do their best; can motivate many kinds of direct reports and team or project members; can assess each person's hot button and use it to get the best out of him/her; pushes tasks and decisions down; empowers others; invites input from each person and shares ownership and visibility; makes each individual feel his/her work is important; is someone people like work for and with.
EXPECTATIONS OF ALL REGENCE STAFF
- Maintains high regard for member and Medicare beneficiary privacy and complies with The Regence Group's Corporate Privacy and information security policies.
- Contributes to the achievement of Corporate Affirmative Action goals and objectives.
- Responsible for quality and continuous improvement within the job scope. Contributes to and supports the company's quality initiatives.
- Accountable for all actions/responsibilities described in the company's policies and procedures as they relate to this position.
- Conducts business with high regard for The Regence Group's corporate values and is in compliance with its Code of Business Conduct.
- Performs other duties and responsibilities as assigned.
POSITION QUALIFICATIONS AND TECHNICAL COMPETENCIES
- Demonstrated success in development of commercial alliances and management of strategic relationships with external partners.
- Ability to evaluate, plan and implement successful channel expansion, new distribution and channel enhancements strategies that create loyalty and new value target customers
- Proven track record in developing and leading cross-divisional processes and clearly articulating complex information to achieve common goals.
- Demonstrated ability to effectively engage and incorporate ideas, feedback and perspectives of internal and external stakeholders in formal strategy, tactics and recommendations.
- Ability to negotiate and resolve complex agreements, contracts and service arrangements with diplomacy and persuasiveness.
- Strong implementation skills to turn strategy into tactics and execution with measured results.
- Professional courage to raise issues and obstacles to success in a constructive and facilitative way that impacts ability to meet desired results.
- Experience in taking new products to market in creative, energetic and systematic way.
- Excellent communications skills, both orally and in writing, to interact with senior Regence leadership in marketing, sales, IT and external stake holders such as clients, and sales force.
EDUCATION
- Master's degree in business, health care administration or related field and a minimum of six years of management experience in business development, alliance management, and marketing/distribution. Health insurance and financial service experience, or an equivalent combination of education and experience is preferred.
COMPENSATION
- Compensation will be commensurate with background and experience. An attractive benefits package will be offered.
Kate Kingsley or Barbara Walker
KLKingsley Executive Search
1333 No. California Blvd., Suite 570
Walnut Creek, CA 94596
Email: kate@klkingsley.com or barbara@klkingsley.com
Web: www.klkingsley.com
Phone: 925-934-4306
Fax: 925-934-4327
