Director - Regional Sales Public Sector & Hospital Mkt

Departmental Summary

Leads sales, account management, and market strategy for the Public Sector & Hospitals Market, with accountability for membership growth, retention, customer relationships, and long-term account performance across public sector, healthcare, government, education, and related employer groups. Partners across sales, service, product, finance, underwriting, and marketing to deliver growth, retention, customer experience, and financial objectives for BCBSM and BCN product lines while ensuring customer and market needs are reflected in enterprise decision-making.

Preferred Qualifications / Experience

1. Experience leading a complex portfolio of Public Sector and Hospital Market customers, including government, education, municipalities, hospitals, and other large employer groups.
2. Proven ability to develop strategic customer relationships and engage executive leaders, consultants, brokers, agents, public officials, and community stakeholders.
3. Demonstrated success delivering growth, retention, renewal, and account performance strategies across a diverse book of business.
4. Strong analytical skills, including customer insights, market trends, competitive intelligence, and performance reporting to guide business decisions.
5. Experience influencing outcomes in complex, multi-stakeholder environments and representing the organization in high-visibility customer and community settings.
6. Demonstrated ability to lead cross-functional teams and align enterprise resources to customer and market needs.
7. Strong business and financial acumen, including pricing, profitability, resource allocation, and P&L management.
8. Proficiency with Salesforce (or comparable CRM) including forecasting, pipeline management, reporting, and data-driven decision making.

Direct the sales and service activities of the assigned area to meet the membership, retention and service goals for all product lines of BCBSM and BCN.  Accountable to ensure that customer needs of price, product, promotion and service are identified, communicated and responded to.  Responsible for support by providing marketing intelligence data, marketing analysis and membership reporting to develop forecasts, goals and strategies that support well informed marketing decisions. 

• Ensure that the necessary sales and marketing activities support corporate and divisional goals related to membership, market share and customer satisfaction. 
• Responsible to meet P&L (profit & loss) objectives for Public Sector and Hospital segment.
• Directly influence decisions to ensure that appropriate price, products, promotion and resource allocation decisions are developed and implemented in a consistent manner. 
• Represent customer needs in relation to all sales and marketing functions of the corporation. Assure that information dispersed by sales and marketing leadership is reliable, complete and easily understood to ensure that desired expectations are met. 
• Plan and direct the formulation and implementation of short and long range strategies in support of BCBSM and/or BCN sales and retention goals.
• Ensure representation and active participation on task forces, workgroups and committees responsible for projects having major sales and marketing impacts. 
• Direct and monitor the sales processes and results of the sales force and agents.  
• Recommend and implement corrective action as required. 
• Identify, analyze and improve innovative methods that will improve sales operations, control operational expenses and promote cost effectiveness.
• Responsible for building and maintaining corporate image, prestige and contracts with the public sector and to maintain an awareness of the public's needs as it relates to sales and marketing. 
• Maintain visibility within the community, serve on community boards and attend activities, etc. in the professional environment as required. 
• Responsible for team representation and attendance at community and networking functions as appropriate. 
• Support and model corporate leadership behaviors and practice these behaviors with staff and employees of the corporation. 
• Participate in various forms of community relations to support positive corporate and marketing images.
• Other duties as assigned. 

EDUCATION AND EXPERIENCE

• Bachelor's Degree in Business Administration, Marketing or related field required. Master's Degree in related field considered a plus. 
• Seven (7) to ten (10) years of experience in management of sales and/or marketing functions. 
• If an employee is selling/negotiating a price as part of the duties and responsibilities of this job, the following licenses are required within 90 days of the employee's start date or 90 days from license expiration date: valid Michigan Accident and Health Insurance license and a valid and unrestricted driver's license is required.
• Excellent leadership, decision making, analytical, organizational, planning, presentation, problem solving, sales, verbal and written communication skills. 
• Extensive knowledge of marketing concepts, sales methodologies, management principles and the health insurance industry. 
• Proficient in current industry standard PC applications and systems. 
• Other related skills and/or abilities may be required to perform this job. 
• Extensive travel to business locations required. 
• Must meet local and/or national sales and marketing sales competencies as required.