Blue Shield of California’s mission is to ensure all Californians have access to high-quality health care at a sustainably affordable price. We are transforming health care in a way that truly serves our nonprofit mission by lowering costs, improving quality, and enhancing the member and physician experience.
To fulfill our mission, we must ensure a diverse, equitable, and inclusive environment where all employees can be their authentic selves and fully contribute to meet the needs of the multifaceted communities we serve. Our comprehensive approach to diversity, equity, and inclusion combines a focus on our people, processes, and systems with a deep commitment to promoting social justice and health equity through our products, business practices, and presence as a corporate citizen.
Blue Shield has received awards and recognition for being a certified Great Place to Work, best place to work for LGBTQ equality, leading disability employer, one of the best companies for women to advance, Bay Area’s top companies in volunteering & giving, and one of the world’s most ethical companies. Here at Blue Shield of California, we are striving to make a positive change across our industry and the communities we live in – join us!
Your Role
The Channel and Pursuits Management, Principal will report to the Director, Strategic Planning and Performance of Premier Accounts. In this role you will be accountable for working hand-in-hand with Commercial sales leadership to create a strategy, share our value proposition and execute in strengthening relationships with the top brokers and consulting firms and the top client prospects these firms manage. This person will have experience in partnering with sales leadership, thrive on being proactive and ensure we deliver on the promises we make to these stakeholders.
Your Work
In this role, you will:
- Partner with the line of business owners to achieve agreed-upon objectives, strategies, goals and measures
- Partner with leadership to monitor economic trends, competitor products, evaluate and assess market and competitive opportunities
- Develop the strategy, planning and execution for how we interact and engage with each of the top 8-10 consulting firms
- Lead the relationship strategies for the top 5-7 Broker and Consulting Firms meetings with National Sales Leadership and Core Sales Leadership
- Drive and manage the quarterly National Sales Leadership meetings with the top 5-7 consulting firms including meeting logistics, content and follow-up action items
- Partner with the Pursuits lead to coordinate and create holistic approaches to be more effective internally and how we show up in the market
- Create the semi-annual broker analysis for key performance indicators and year over year activity including working with General Managers on override programs and reporting
- Collaborate with growth analytics team on the quarterly dashboard of broker/consultant Request for Proposals, capabilities, wins/losses and key performance indicators
- Create quarterly updates for sales leadership on key broker/consultant relationships and material updates (used for prep of leadership meetings and advisory councils – who’s moved employers, who has the top employer pursuits and relationship status updates).
- Partner with Marketing and Communications colleagues to generate thought leadership content i.e. articles, social media, newsletters
Your Knowledge and Experience
- Requires a bachelor's degree or equivalent experience and/or equivalent combination of education and experience, and at least 10 years of prior relevant experience
- Ideally has experience in healthcare and benefit administration of fully insured and self-funded funding types, with related experiences in strategic and business planning and execution. Including launching broker programs, driving growth and results, and designing member, employer, and provider experience across matrixed organizations
- Knowledge of healthcare ecosystem; health plan and payer and channels economics strongly preferred. Healthcare consulting experience a plus
- Ability to share proactive key messages that help showcase our Blue Shield value proposition
- Proven ability to build and maintain strong relationships with brokers/consultants, sales and account management teams, and finance teams
- Excellent interpersonal, oral and written communication skills, including ability to synthesize data and deliver a clear overview of commercial strategy, opportunity and risks
- Highly skilled in influencing cross-functional teams, including interfacing with key internal and external stakeholders
Our Values
- Honest. We hold ourselves to the highest ethical and integrity standards. We build trust by doing what we say we're going to do and by acknowledging and correcting where we fall short
- Human. We strive to be our authentic selves, listening and communicating effectively, and showing empathy towards others by walking in their shoes
- Courageous. We stand up for what we believe in and are committed to the hard work necessary to achieve our ambitious goals