Director Employer/Broker Development

General Summary:

Supports the VP of Business Development in the development of a strategic plan to drive growth through employer and producer channels by positioning WellSpan as preeminent direct-to-employer partner. Supports/leads the development of communication training, and events on WellSpan strategies and new market initiatives. Creating/driving opportunities for employers and producers to access WellSpan resources and services (e.g. Sr. Leadership, SMEs).

Duties and Responsibilities:

1. Works closely with the Sr. Directors of Business Development to develop, cascade, and implement strategies in the customer facing organization. Works with customer facing teams and internal stakeholders to develop go-to-market structure, processes, and materials

2. Employer/Broker Strategic Planning and Deployment: manage internal and external forums to ensure full understanding of enterprise-wide strategies to educate and engage employer and broker community; support continued development and refinement of WellSpan distribution strategy, utilizing an internal matrixed network to stay abreast of evolving trends and inform markets and service line leadership of needed adjustments to current strategies.

3. Mixed Methods Analysis: ability to interpret, synthesize, and present quantitative and qualitative data to provide insights to leadership on employer and broker relationships and priorities, including potential lives, health/benefits profiles, profitability, and other key performance indicators related to the value of the partnership; support the WAW operations team in the production of analytics dashboard to help inform all applicable stakeholders on current performance of priority employer and broker accounts.

4. Cross-Matrix Engagement: ability to work across the WellSpan enterprise to engage key stakeholders in the development, planning, and execution of key Employer and Broker Business Development priorities and supporting capabilities.

5. External Engagement and Thought Leadership: Support the planning and execution of large-scale, regional social events for key employers and broker targets. Establish, oversee, and manage external advisory council meetings including informing and creating content, agenda, internal stakeholder participation, and any other related activities.

6. Establish and maintain close partnerships with various WAW commercial teams through frequent engagements to keep sales team abreast on WAW solution pipeline and key service line and market priorities. Serve as conduit to commercial teams in identifying important customer insights, trends, and opportunities to strengthen and expand the DTE and broker business.

The following are common expectations:

7. Coordinates and integrates services within the department/service line/entity, with other departments/service lines/entities, and with the System's primary functions. Participates in the selection of outside services (if needed).

8. Participates in the development of the budget(s) for internal / external stakeholders services and allocates funds within budget(s) to accomplish objectives. Monitors variances to goal, budget, prior year.

9. Maintains professional growth and development through seminars, workshops, and professional affiliations to keep abreast of latest trends in field of expertise.

10. Supports system efforts around mergers, acquisitions, and request for proposal completion.

11. Must be adept at creating business cases and supports system efforts around market growth council support.

12. Provides outstanding service to all customers; fosters teamwork; and practices fiscal responsibility through improvement and innovation.

13. Able to clearly articulate activity through concise communication tactics.

14. Able to work in a highly matrixed environment.

15. Maintains clear line of sight to competitor activity and can innovate in a consumer-oriented environment.

Qualifications:

Note: Other combinations of formal education, training and experience may be considered.

Minimum Education Bachelor’s Degree

Preferred Education Master’s Degree

Minimum Experience 7-10 years Client/Market Facing, Sales, Business Development, Employer Benefits Consulting, or Producer Administration

• 5 years Strategy related role with Statistical Analysis and Data Interpretation

Pref Experience 3 -5 years

Health plan and/or employer benefits consulting preferred

Skills: Other Use of a variety of computer applications; strong presentation, problem-solving, organization, facilitation and implementation, proposal writing; knowledge of healthcare clinical issues and care delivery; ability to work as part of a team and as part of a matrix.

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