Director, Customer Strategy

Job ID: J130782
Company: Highmark Inc
Location: Pittsburgh, PA, United States
Full/Part Time: Full time
Job Type: Regular
Posted at: Sep 10, 2018

Share:

Description

JOB SUMMARY

This job connects the evolving needs of the Organization's clients with the developments in organizational business strategy and operations. The incumbent defines and sharpens value propositions for new products and services as reflected in go-to-market materials, sales training content, and Requests for Proposals (RFPs).  This job has overall accountability for defining and refining Highmark Health Plan’s go to market sales narratives and messaging for our products, networks, reimbursement, clinical services, and health plan operations in a powerful and compelling way that establishes competitive advantage versus the competition.   The incumbent is responsible for understanding trends in client demand, as expressed both in interactions with Client Managers and indirectly through RFP questions. The role proactively curates an understanding of changing elements of the Organization’s internal workings, including changes in the business model (e.g., VBR) and various parts of its operations (e.g., Utilization Management). The incumbent serves as a consultant to non-client facing business leaders to inform them of evolving client needs, and conversely, is responsible to proactively create sales collateral which reflects the value proposition created by the changing nature of Highmark’s operational areas. Manages a team that is matrixed to functional areas supporting product, network, reimbursement, clinical services, HPO, and marketing.  Partners with stakeholders to continuously inventory current and emerging products/services and develop overall and segment-specific value propositions.   Partners with Marketing and Corporate Communications to ensure Highmark goes to market in a powerful and coordinated fashion with new products and services.  At its essence, the primary function of this role is to be a powerful storyteller.  

ESSENTIAL RESPONSIBILITIES

  • Perform management responsibilities to include, but are not limited to: involved in hiring and termination decisions, coaching and development, rewards and recognition, performance management and staff productivity.  Plan, organize, staff, direct and control the day-to-day operations of the department; develop and implement policies and programs as necessary; may have budgetary responsibility and authority.
  • Define and sharpen value propositions for Health Plan products and services as reflected in go-to-market materials and client facing sell-in stories.  Has overall accountability for defining and refining Highmark Health Plan’s go to market sales narratives and messaging for our products, networks, reimbursement, clinical services, and operations  in a powerful and compelling way that establishes competitive advantage versus the competition.  Work with Sales Messaging to develop powerful customer facing communications that demonstrate the customer value of various Health Plan products and services.   
  • Work with the Content Coordinators to help triage and organize the appropriate stakeholders in the Health Plan to help solve customer issues in advance of an RFP coming in house.  Once  the RFP is in-house, help to organize the appropriate leaders and SMEs to ensure suitable answers and narratives are ideally positioned in the RFP.
  • Manage a team of content strategists and content coordinators responsible for developing an understanding of the trends in the marketplace (i.e., what clients are asking for as they go to market for health insurance).   Where appropriate, conduct external market scans to determine trends in client demand for health insurance
  • Regularly brief market segment and operational leaders on the trends observed in RFP questions and other sources (e.g., external market research, meetings from Sales Leaders) to inform strategic business decisions.  Work with leaders of various operational areas to understand what business strategies should be communicated to clients proactively, and how each should be prioritized.  
  • Guide Content Strategists in the creation of Strategic Sales Messaging Collateral, ensuring that the “best of Highmark” is being communicated.  Coach Content Strategists and Content Coordinators as they analyze and distill information from RFP responses and Sales Team members regarding trends in the market.
  • Ensure appropriate Health Plan initiatives, products, and services are represented in the Highmark Sales Training Curriculum.  
  • Other duties as assigned or requested.

EDUCATION

Required

  • Bachelor's Degree in Business Administration/Management, Marketing, or Communications

Substitution

  • 6 years of relevant, progressive experience in Sales, Marketing and/or Healthcare Consulting in lieu of degree

Preferred

  • Master's Degree in Business Administration

EXPERIENCE

Required

  • 7 years of customer-facing communications (e.g. B2B Campaigns, Sell-in PowerPoint, etc) in the healthcare product or service industry
  • 5 years of management experience

Preferred

  • 3 years of experience developing vision statements, value propositions, and purchase hierarchies

SKILLS

  • Demonstrated learning agility when faced with complex business and communications challenges
  • Ability to synthesize various workstreams in the enterprise to identify overall strategies and  narratives
  • Ability to convert data and insights into salient and persuasive business cases
  • Ability to work well within a highly matrixed organization
  • Strong communication skills and the ability to navigate a matrixed organization

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies
 

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities, and prohibit discrimination against all individuals based on their race, color, religion, sex, national origin, sexual orientation/gender identity or any other category protected by applicable federal, state or local law. Highmark Health and its affiliates take affirmative action to employ and advance in employment individuals without regard to race, color, religion, sex, national origin, sexual orientation/gender identity, protected veteran status or disability.
EEO is The Law
Equal Opportunity Employer Minorities/Women/ProtectedVeterans/Disabled/Sexual Orientation/Gender Identity (http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf)
We endeavor to make this site accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact number below.
For accommodation requests, please call HR Services at 844-242-HR4U or visit HR Services Online at HRServices@highmarkhealth.org

Share:

Interested in working at the Highmark Health enterprise?
Take the first step by joining our Talent Network today!

Join Our Talent Network

Similar Jobs

Sales Support Coordinator (2nd shift)

Harrisburg, PA, United States
Sales/Account Management

Sales Representative Gateway Health Plan- Central PA (Lancaster County)

Home, PA, United States
Sales/Account Management

Proposal Writing Specialist

Pittsburgh, PA, United States
Sales/Account Management

Proposal Writing Specialist

Camp Hill, PA, United States
Sales/Account Management

Sales Spport Analyst

Houston, TX, United States
Sales/Account Management

Sales Development Training Consultant-Dental Sales

Pittsburgh, PA, United States
Sales/Account Management

Sales Support Financial Consultant

Pittsburgh, PA, United States
Sales/Account Management

Sales Development Training Consultant-Dental Sales

Harrisburg, PA, United States
Sales/Account Management

Project Consultant - Implementation: Shared Blue Initiative

Camp Hill, PA, United States
Sales/Account Management

Director, Customer Strategy

Pittsburgh, PA, United States
Sales/Account Management

Project Consultant - Implementation: Shared Blue Initiative

Pittsburgh, PA, United States
Sales/Account Management

Client Manager

Camp Hill, PA, United States
Sales/Account Management

Account Manager - Sales

Tampa, FL, United States
Sales/Account Management

Sales Executive II-United Concordia Dental (Dallas, Texas)

Dallas, TX, United States
Sales/Account Management

Sales Executive II-United Concordia Dental (Houston, TX)

Houston, TX, United States
Sales/Account Management

Sales Executive II-United Concordia Dental

Harrisburg, PA, United States
Sales/Account Management

Sales Strategy Program Manager-Healthcare

Pittsburgh, PA, United States
Sales/Account Management

Client Manager-Camp Hill

Camp Hill, PA, United States
Sales/Account Management

Director of Vendor Partnership & Performance

Pittsburgh, PA, United States
Sales/Account Management

Senior Products Telesales Representative (Medicare Sales Representative)

Pittsburgh, PA, United States
Sales/Account Management

Sales Executive II-Colorado (Dental Sales)

Home, CO, United States
Sales/Account Management

Director Sales, Northern CA (Dental Sales)

Walnut Creek, CA, United States
Sales/Account Management

Sales Executive I-Dental Sales (CA)

Woodland Hills, CA, United States
Sales/Account Management

Proposal Writing Specialist

Harrisburg, PA, United States
Sales/Account Management