Senior Director Regional Business Development

Senior Director Regional Business Development Location Pensacola, FL :

The business development role works extensively with the local leadership team, sales team, functional teams, and community partners to drive strategic growth in the market. This person should have the knowledge and ability to bring forward and drive new programs from strategy to execution. The position will report to the Market Leader to lead the development and execution of the regional enterprise strategy. Based on internal and external needs assessments, this person will develop strategic plans that support the organization's sales goals, mission, and values to positively impact the GuideWell and Florida Blue brands. This person will be a liaison for the enterprise to the regional and satellite offices, GuideWell Health facilities, as well as retail centers, managing the business development and community involvement within the region. Job duties include but are not limited to:

• Collaborates with the Market Development Manager in identifying market development opportunities and provide regional market leadership to develop plans to go after business opportunities
• Develops/maintains key external relationships with executives from leading businesses, agents and brokers, non-profit and public entities to advance corporate strategic direction and to serve as a liaison and consultant to internal stakeholders (Florida Blue/GuideWell C-Suite leaders, Market Segments and Sales)
• Identifies and communicates requirements, gaps, value proposition and offerings to develop business
• Builds and develops critical relationships with leaders in various cultural communities to understand requirements and facilitates key introductions and interactions with various cultural market leaders
• Leverages relationships with C-suite level executives for prospecting and retention to position sales to present the Florida Blue value proposition
• Identifies, connects, and influences the enterprise in key market innovations, including new business ventures, relationships with key health innovators and thought leaders to support diversification efforts and planning for the future
• From the external business, community and cultural market relationships gathers, analyzes, and creates market-based guidance on economic, political, and financial and industry data to assess health plan growth opportunities in targeted geographies. Maintains solid understanding of the health industry, health economics, competition, evolving opportunities and customer requirements that provide decision making imperatives to achieve corporate objectives
• Ensures timely market feedback of intelligence and requirements and a line of sight to regional business planning strategy and tactics
• Lead development of Local Market Plan and oversee execution by providing regional input and collaborating with functional areas to integrate plans, including new business opportunities (market segmentation, value proposition development, product positioning, pricing strategy, branding strategy, and channel strategy development), Segment and Sales Direction, GuideWell Assets, Customer Experience, Products and Pricing, Network, Value Based Care, Care, Marketing and GTM, and FL Blue Centers
• Lead consultation and creation of regional GTM plan along with functional partners
• Participates in the Corporate initiative prioritization process to ensure appropriate assessment of local initiatives
• Consult with Medicare group on planning, target setting, GTM, execution and performance reviews
• Collaborate with GuideWell Assets and Retail centers to integrate care, openings, driving members to sites, programs, leverage as differentiation
• Financial Management- manages team to drive regular business operations reviews, understands financial components to consult on solving issues to create solutions and action plans
• Creates and manages specific external budget interactions : Local Presence budgets for dues, Sales and promotion, BHSC, Foundation, Experiential, community partnerships for respective region (budget of $4M -$8M). Partners with Finance/Actuarial departments for deep understanding of regional financial data
• Drives regional financial performance through the proficient analysis and interpretation of medical performance analytics and financial reports
• Supports the corporate social responsibility strategies in specific market areas to address the enterprise business goals aimed at building and improving relationships with key stakeholders (C-level executives, chambers, non-profit leaders, community and economic development organizations), increasing our local presence and reaching out to diverse markets to increase Florida Blue market share in key markets
• Leads Local Presence team in the development of partnerships/programs with community-based organizations to target key strategic partners who align with business objectives, with an emphasis on lead generation and sales, community and educational outreach (including healthcare reform, corporate social responsibility, Florida Blue Foundation focus areas), and manages program planning to ensure timely and successful implementation with measurable outcomes
• Directs the Company's participation in the communities by making decisions on contribution amounts to non-profit organizations
• Serves as a leader and advocate on external boards and committees to build trusting relationships and position Florida Blue as a thought leader in the community
• Support Sports Sponsorship work and provide consultation on properties to sponsor, contract components (signage, community events, marketing, etc.), and consult on experiential marketing activation
• Is fully versed in FB competitive position in the market, and advocates for regionally relevant solutions based on hyper-local knowledge
• Collaborate with Enterprise Communications and Director of Business Communications to execute proactive plans, programs and tactics across segments to ensure the unique voice of Florida Blue is dominant in the region
• Ensure execution of enterprise communications programs internally and externally in local presence areas; work with Marketing and brand to position the company in the local marketplace by providing a platform for differentiation from competitors
• Manage and respond to issues and crises that present either opportunities or threats to the company's reputation. Provide insightful, timely, strategic counsel on reputation management and position issues to local leadership
• Counsel senior leadership on external issues and crises with the potential to impact the organization's brand or overall reputation
• Strong community advocate increasing brand awareness and positive reputation of Florida Blue and its mission, vision and values in actionable ways, including: public speaking engagements, support of local and regional public policy initiatives (e.g. corporate social responsibility, diversity and inclusion, transportation, economic development, etc.)
• Provides thought leadership to the community via experience, knowledge and reputation making Florida Blue a trusted advisor to the communities we serve
• Helps drive regional NPS in conjunction with CX/PX initiatives by understanding the customer experience at a regional level to increase customer loyalty
• Builds and maintains relationships with local, state, federal elected and appointed officials, key influencers, and business decision makers on issues that affect the region as well as to communicate Florida Blue's legislative priorities
• Positively impact the regional culture by planning and organizing employee engagement opportunities in collaboration with the HR Manager (i.e. volunteer initiatives, TWCs, etc.) to increase the GPTW survey results and enhance the employee experience

Job Requirements:

• Related Bachelor's degree or additional related equivalent work experience
• 10+ years related work experience
• 3+ years direct supervisory/management experience
• Obtain 240 or 215 Florida license within 3 months of hire
• Strong financial acumen - deep knowledge in P & L statements and other financial reports
• Ability to access data and utilize analytics to determine insights for business usage
• Direct management experience, including experience managing people and large-scale programs
• Experience in developing and implementing successful marketing plans and knowledge of segmentation
• Demonstrated ability to collaborate both internally among departments and externally with key stakeholders; ability to work in a matrixed and/or virtual environment
• Strong leadership, management, coordination, communication and teaming skills
• Ability to act in a strong consultative role with C-suite business leaders
• Must be an "outside-in" thinker with the ability to relate market, political, and consumer understanding of business trends to company strategies and opportunities
• Marketing experience relative to metropolitan statistical area
• Excellent interpersonal and relationship building skills
• Knowledge of the healthcare industry and its future state

Preferred:

• Master's degree
• Knowledge of local political landscape and network of public officials and community activists
• Experience in planning and executing special events
• Knowledge of healthcare products and services, including governmental programs
• Complex Medicare and Medicaid problem-solving skills and abilities
• Media relations / spokesperson experience

What We Offer: As a Florida Blue employee, you will thrive in our Be Well, Work Well, GuideWell culture where being well as an individual, and working well as a team, are both important in serving our members and communities.

To support your wellbeing, comprehensive benefits are offered. As an employee, you will have access to:

• Medical, dental, vision, life and global travel health insurance;
• Income protection benefits: life insurance, Short- and long-term disability programs;
• Leave programs to support personal circumstances;
• Retirement Savings Plan includes employer contribution and employer match;
• Paid time off, volunteer time off, and 11 holidays
• Additional voluntary benefits available; and
• A comprehensive wellness program

Employee benefits are designed to align with federal and state employment laws. Benefits may vary based on the state in which work is performed. Benefits for intern, part-time and seasonal employees may differ.

To support your financial wellbeing, we offer competitive pay as well as opportunities for incentive or commission compensation. We also conduct regular annual reviews with pay for performance considerations for base pay increases.

Annualized Salary Range: $116,000 - $188,500

Typical Annualized Hiring Range: $116,000 - $145,000

Final pay will be determined with consideration of market competitiveness, internal equity, and the job-related knowledge, skills, training, and experience you bring.

We are an Equal Opportunity/Protected Veteran/Disabled Employer committed to creating a diverse, inclusive and equitable culture for our employees and communities.