Resp & Qualifications
PURPOSE:
The Director of Sales Effectiveness is responsible for establishing best-in-class processes, procedures, toolsets, and ways of working for the sales organization. This role aims to maximize team effectiveness, leading to improved outcomes in customer acquisition, retention, satisfaction, and overall financial performance. The Sales Effectiveness team supports our Commercial and Specialty sales teams.
ESSENTIAL FUNCTIONS:
Strategic Alignment: Work with Senior Management to ensure the sales force organization structure, training, and incentives align with business strategy. Develop a sales force excellence strategy and core measurements to assess the efficiency and effectiveness of the overall team. Participate in commercial strategy development and champion local market activation and national sales expansion in collaboration with peer sales leaders. Translate business strategies and priorities into executable selling activities and practices. Create a customer segmentation/stratification framework to construct and deploy the sales organization.
Collaborative Leadership: Partner with sales leadership to develop customer segmentation/stratification, commercial selling processes, tools, insights, sales performance incentives, and management disciplines. Foster a data-driven approach to commercial activities as a champion of insights. Architect sales performance metrics development and visualization tools.
Capability Building: Create best-in-class selling capabilities and disciplines to enhance the effectiveness of sales leadership and extended teams. Inform and optimize the sales incentive plan in alignment with company strategy. Develop, embed, and sustain selling strategies through end-user training and documentation. Design, develop, and continually improve sales capability tools and enablers to enhance sales activity, visibility, and performance. Design, execute, and monitor pilot selling initiatives with clear objectives and performance indicators.
Act as a partner and advocate for peer sales leaders, working collaboratively to enhance selling processes, systems, and insights, resolving challenges, closing gaps, and delivering quick wins. Stay attuned to external market and customer trends, providing proactive sales and marketing solutions to protect business interests and optimize growth.
Market Insight: Serve as a ready source of commercial market insight, leveraging this knowledge to optimize selling activities and performance outcomes.
Build a network of selling best practices through industry connections and associations, providing continual benchmarking and commercial ideation.
Perform duties in alignment with CareFirst leadership behaviors, promoting excellence and integrity.
QUALIFICATIONS:
Education Level: Bachelor's Degree, Business Administration or related field OR in lieu of a Bachelor's degree, an additional 4 years of relevant work experience is required in addition to the required work experience.
Experience: 8 years strategy & planning, business consulting, and/or related sales activities and 3 years management experience.
Preferred Qualifications:
- Masters degree in Business Administration or a related field.
- Previous experience in a Sales Management role in a distribution business .
Knowledge, Skills and Abilities (KSAs)
- Strong written and verbal communication skills.
- Exceptional impact and influencing skills to drive communication excellence, transformational change, and business results.
- Ability to develop creative solutions and manage multiple complex priorities in a fast-paced environment.
- Ability to balance high-level strategies with the details necessary for successful implementation.
- Broad-based understanding of sales incentives, reporting, planning, quotas, territory management, forecasting, processes, and talent issues.
- Proven track record of creating engaged, high-performing teams across organizational hierarchies.
- Must be able to meet established deadlines and handle multiple customer service demands from internal and external customers, within set expectations for service excellence. Must be able to effectively communicate and provide positive customer service to every internal and external customer, including customers who may be demanding or otherwise challenging.
Travel Requirements
Estimate Amount: 10% Routine touch points with key distribution channel stakeholders.
Salary Range: $139,200 - $258,390
Salary Range Disclaimer
The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the work is being performed. This compensation range is specific and considers factors such as (but not limited to) the scope and responsibilites of the position, the candidate's work experience, education/training, internal peer equity, and market and business consideration. It is not typical for an individual to be hired at the top of the range, as compensation decisions depend on each case's facts and circumstances, including but not limited to experience, internal equity, and location. In addition to your compensation, CareFirst offers a comprehensive benefits package, various incentive programs/plans, and 401k contribution programs/plans (all benefits/incentives are subject to eligibility requirements).
Department
Equal Employment Opportunity
CareFirst BlueCross BlueShield is an Equal Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.
Where To Apply
Please visit our website to apply: www.carefirst.com/careers
Federal Disc/Physical Demand
Note: The incumbent is required to immediately disclose any debarment, exclusion, or other event that makes him/her ineligible to perform work directly or indirectly on health care programs.
PHYSICAL DEMANDS:
The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted.
Sponsorship in US
Must be eligible to work in the U.S. without Sponsorship
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