Submission for the position: Market Development Manager (Tampa, FL) - (Job Number: 28740)
https://bcbsfl.taleo.net/careersection/jobdetail.ftl?job=28740&lang=en
Market Development Manager (Tampa, FL)
Get To Know Us & What We Can Offer!
Come and grow your career with Commercial Insurance Market! We maintain profitable growth delivered through competitively priced, locally tailored medical health solutions that provide a clearly superior value to our group and individual customers. We offer competitive salaries and benefits, work-life balance, flexible work arrangements, opportunities for growth and development, and a great place to work across our enterprise!
What Will Be Your Purpose
The Market Development Manager develops and leads the execution of regional programs and initiatives designed to identify and grow new market opportunities and retain key business segment membership (ACA, Medicare, Local Markets), manages key relationships with assigned civic and for-profit organizations, develops and provides targeted education for Commercial and Medicare businesses, advances new outreach strategies consistent with OEP/AEP directives, and collaborates with the Market Affairs Specialist to direct the activation of sponsorships and foundation programs to grow brand awareness and earned media, and to enable regional growth goals. This role is visible in the local community as a "face" of the organization and represents Florida Blue on boards and public speaking. Under the direction of the Business Development Director, this role consults and provides market opportunity input into the Go to Market plan in the local market by leveraging local market knowledge and expertise, leading teams, and coordinating with multiple internal stakeholders including wholly owned GuideWell assets and partners. Drives work and is diligent with documentation, communication, and reporting. This role is responsible for program development to educate prospects/members to drive sales. Needs to be exceptional communicator (written and verbal), team player, public speaker/presence.
Important to Know
• Must reside in Tampa, FL or surrounding area
• This a Go to Market role requires 30% travel for relationship building, training, client and corporate meetings
• The role primarily covers Tampa Bay, FL region
What Will You Be Doing
The essential functions listed represent the major duties of this role, additional duties may be assigned.
Market Development through Local Partnerships
• Externally focused on building trust and relationships to identify and develop new markets and programs.
• Identify and cultivate new market opportunities (i.e.: cultural, low-income, etc.).  When it’s time to turn market into business, hands off to Business Development Director to develop plans of communicating value and what we offer and actions to get business.
• Prioritizes a portfolio of non-profit and community organizations based on business needs and develops targeted relationships to enable prospecting, retention, and worksite marketing.
• Market Intelligence: Maintains current knowledge of markets, penetration rates, product knowledge and sales opportunities. Provide feedback to organization on intelligence gained from activities
Strategic Programs
• Consultation for Go-To-Market planning across segments.
• Partners with Local Markets Sales Manager and sales reps on a comprehensive mid-market retention strategy designed to leverage local relationships particularly with non-profit groups to retain and grow preferred mid-market segment business.
• Investigate and identify needs and requirements for success of Triple S integration/launch, the broader Hispanic market and other target markets when identified
• Program Management of the journey, program plan, detailed project tracking and communication of progress and results of programs
• Support LMI work as needed
• Collaborates cross functionally with marketing, field, and experiential marketing, etc. to identify and develop the programs and tactics most effective for the region.
• Works with distribution channel partners and Segments to leverage local market knowledge, develop programs to drive education and lead generation, and prioritize organizations, events, and sports sponsorships to drive OEP/AEP sales and retention goals.
• Develops a portfolio of value-added educational seminars applicable to diverse audiences to facilitate prospecting to key groups.
• Responsible for supporting the execution of the sales strategy by educating potential members through group presentations, conducting community outreach programs, and providing consultations that inform and influence health insurance purchasing decisions for ACA and Local Market group business.
• Builds relationships with strategic customers to make sure they are well served, have access to GuideWell assets and service through education and relationship management, strengthening opportunities for renewals.
Regional Leadership and Community Development
• Under the direction of the Market President and Business Development Director, and in collaboration with the Local Area Sales Manager, local contracting Directors, coordinates and supports the promotion of key strategic provider groups.
• Help identify sports sponsorship opportunities and participate in discussion of activation and community events to develop markets
• Provides regional external leadership to community through experience, knowledge, and reputation, making Florida Blue a trusted advisor in communities we serve though participation in external board and committees, community leadership and as a spokesperson for external speaking engagements.
• Serves as leader and advocate on external boards and committees to build trust and position Florida Blue as a thought leader in the community.
• Collaborates with Market Affairs Specialist, Senior Media Relations Manager, Local Presence Team, and other stakeholders, to develop partnerships and programs with community organizations consistent with the regional leadership strategy to raise brand awareness and increase earned media to enable outreach to targeted growth segments during AEP/OEP.
Organizational Effectiveness & Cultural Competence
• Partners with U65/O65 Segment and IMI to support retention/growth of members by supporting the implementation of focus groups to better understand consumer behavior (needs/expectations, brand recognition, as well as perception/knowledge of insurance). Leverage existing Local Presence relationships to target the participants based on geography, socio-economic status, and affinity.
• Identifies local partnerships that can be leveraged in partnership with GuideWell Communities to gain insights and develop solutions to enhance the experience for our customers and to drive Enterprise diversity initiatives that support market backed growth.
What You Must Have
• 5 years related work experience Demonstrated experience working in the health care industry, public speaking and education, sales and relationship management, Florida Blue health insurance products/services and Health Care Reform
• R elated Bachelor’s degree or additional related equivalent work experience
• Demonstrated experience in developing and managing outreach programs with non-profit and faith-based groups.
• Proven ability to develop persuasive presentations and communication materials.
• Experience with building relationships within the business and external to Florida Blue
• PC skills (e.g., Microsoft Office – Word, Excel PowerPoint, Access).
• State of Florida 2-15 Health, Life and Annuities License OR must be licensed within 3 (three) months of hire date
• Experience communicating effectively with all levels of an organization and to diverse audiences
• Demonstrated ability to collaborate both internally among departments and externally with key stakeholders; ability to work in a matrix or virtual environment.
• Excellent interpersonal and relationship building skills.
• Self-starter with the ability to work independently and within a team.
• Must be able to influence without authority and work with all levels of the enterprise.
• Ability to lead and to coordinate efforts across-functional teams.
• Ability to travel extensively to local community-based events (travel 50-75%)
• Ability to work evening/weekend hours.
• S trong understanding of local market and non-profit community and demonstrated ability to forge trusting relationships to key community and advocacy organizations.
What We Prefer
• Knowledge of local political landscape, as well as business and community leaders.
• Deep business acumen of GuideWell products and services
• Bilingual communications skills, preferably English/Spanish
• MBA
General Physical Demands
• Exerting up to 10 pounds of force occasionally to move objects.
• Jobs are sedentary if traversing activities are required only occasionally.
We are an Equal Opportunity/Protected Veteran/Disabled Employer committed to creating a diverse, inclusive, and equitable culture for our employees and communities