VP Carrier Sales

Location
Boston, MA
Posted
September 27 2018
Ref
1810111
Industry
Securities
Description

HSA Carrier Sales

This dynamic role is well-suited for someone who enjoys crafting new solutions in a fast-paced, unpredictable environment at the nexus of Health and Wealth for Workplace Solutions HSA clients' and their employees.  This is a great opportunity to become a key member of a hard-working, creative, and collaborative team that is building a successful new revenue generator.

The Expertise We're Looking For

  • Minimum 15 years insurance carrier expertise with a background in consumer-directed healthcare, underwriting, claims, actuarial and/or distribution. 

  • Bachelor's Degree, minimum; Master's Degree, MBA or advanced Industry Designations preferred.

  • Approximately 30% travel requirement.

  • Ability to achieve results while preserving relationships. Internal influence skills include organization navigation and perspective, firmly established internal network, articulation of escalations to include value vs. business risk of a solution

  • Advanced Consultative Selling skills with experience selling complex products across varied distribution channels

  • Client-facing consultation skills to understand needs, influence, and articulate value vs. risk/reward

  • Successfully represent the Fidelity solution during the sales and implementation process. Expert presentation skills at all levels (e.g., administrative, peers, executives), verbal and non-verbal, internal and external.

  • Maintain and develop relationships with insurers and other distribution partners, while monitoring and measuring performance against agreed service levels.

The Purpose of Your Role

You will be tasked with developing new distribution channels for the Fidelity Health Savings Account with the primary focus on establishing and growing Fidelity presence in the carrier channel.  You will be responsible for performing a comprehensive analysis of our Health Savings Account offering as well as building revenue and growing market share. A key outcome will be to grow the HSA business by establishing new partnerships with insurance carriers and potential alternative distribution solutions.   A highly collaborative role, you provide the strategic vision, motivation, coaching and day-to-day direction for overall market focus.

You'll also consult with Product Development to develop our HSA product offering to meet and anticipate the future needs of our carriers and other partners. 

This role relies heavily upon your existing industry relationships and deep knowledge of the health industry, products, services and market forces.  Your will need a strong ability to think strategically, consult with industry executives, and establish Fidelity's presence at related industry events and conferences.

The Skills You Bring

  • Leadership qualities including coaching, mentoring, displaying Fidelity's core values in all situations

  • Ability to negotiate and manage partnership contracts to a successful outcome.  Will include the ability to develop creative solutions acceptable to all stakeholders

  • Ability to perform both strategic and tactical work effectively; applying strategy to high impact messages/themes throughout on all phases of the deal.

  • Swift and holistic decision making skills with an understanding of the financial impact of proposed solutions and the ability to articulate the value vs. risk Get results while preserving relationships. Internal influence skills include organization navigation and perspective, firmly established internal and external networks,

  • Expert presentation skills at all levels (e.g., administrative, peers, executives), verbal and non-verbal, internal and external.

  • Expert industry/competitor knowledge and ongoing “student of the business”

The Value You Deliver

  • Grow Fidelity HSA market share by establishing new partnerships with the carriers

  • Lead end to end carriers sales cycle (including prospecting, negotiations, contracting)

  • Act as a relationship lead for carriers partners

  • Perform strategic analyses to identify new revenue opportunities which may require custom solutions.

  • Understand and represent client needs to influence and articulate product value.

  • Design and established necessary processes and support infrastructure for the channel, including:

    • Refine value proposition for the channel

    • Work with Product to inform sales and service model to support carriers, plan sponsors and members

    • Work with Strategy to inform sales and service model to support carriers, brokers, plan sponsors and members

    • Work closely with stakeholders to evolve the integration requirements and ensure on-time development

  • Participate in the differentiation of Fidelity's image in the HR/Finance/Benefits community through thought leadership communications and presentations.

  • Liaise between insurers and Fidelity stakeholders on opportunities; maintain consistency of communication with insurers


Qualifications
Sales & Relationship ManagementAdvertisement

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