The KPOJ Sales & Account Management leader is responsible for growing the KPOJ line of business through teams of sales and account managers who acquire, retain and grow occupational health customer relationships on behalf of the organization. The KPOJ Sales & Account Management leader is also responsible for leading the development of new opportunities including the expansion of the KPOJ business line. The KPOJ leader works in partnership with the KPOJ product leader to set strategy for the line of business and to partner on operational areas that secure the health of the business. The KPOJ leader also looks for partnership opportunities to promote the health plan and encourages the KPOJ sales and account management teams to do the same. The KPOJ leader maintains and grows critical customer relationships and develops and maintains important clinical and operational leader relationships with the KPOJ clinics. The successful candidate will have proven, strong leadership and collaboration skills, proven success in sales and account management and be knowledgeable about integrated, value-based care delivery. Knowledge of workers compensation and experience with occupational health is highly valued.

• Leads the team to execute established strategy.


• Provides leadership, vision and direction to achieve new group membership enrollment and margin targets.


• Identifies resources needed for the team to achieve organizational performance goals.


• Creates and model a coaching culture that supports continuous growth and development at all levels.


• Effectively leverages KPs Manager Coaching Program to support team development and sales excellence.


• Develops, implements, and directs sales strategy that will achieve new business membership goals including collaborating with various internal and external partners to develop these strategies.


• Provides overall direction and coordination of support resources for all Sales housed and working in their geographic area/line of business responsibility and in concert with all regions where appropriate.


• Proposes and executes policies and programs to achieve maximum sales volume potential for Kaisers products and/or services.


• Manages success of new, complex distribution channels including Brokers, Navigators, Assistors as well as Direct Sales channels to achieve membership, margin and market-share targets.


• Provides input on product development, as it relates to market opportunities and overall strategy. Contributes to product positioning, pricing, distribution and marketing strategy of all existing and new services.


• Coordinates KP external messaging to all channels through the development and implementation of plans that achieve sales objectives integrated across communications functions, and consistent with National and Local strategies.


• Maintains direct market visibility with consultants, brokers, business community leaders and target prospects. Positions the organization by building external relationships with key customers and channels.


• Gain KP-wide consensus on strategic direction for Exchanges under Health Care Reform and insure that implementation and launch of this transformational work is successful.


• Leads the optimization and collaboration in the development and execution of all strategic and tactical plans to achieve growth potential and optimal business partnership in each account.


• Accountable for ensuring budget for department/team stays within allocated budget/costs targets.


• Ensure a high level of service is provided to group customers and their brokers, agents and advisors.


• Ensures that effective controls are developed and maintained to ensure the achievement of outcomes for the team.