Regional Sales Manager

JOB DESCRIPTION

SUMMARYThis position reports to the Director of Sales for Pinnacle Claims Management, Inc. (PCMI). The Regional Sales Manager (RSM) is responsible for new business sales of third party administration (TPA), stop loss, pharmacy benefit management, print and transaction solutions, and health management services. Specifically, this position cultivates, identifies, qualifies, pursues, and closes new sales opportunities in the marketplace.

QUALIFICATIONS

• BS/BA degree preferred and five (5) years of prior successful health insurance new sales and/or third-party administration sales experience preferred.
• Knowledge of stop-loss markets preferred.
• Comprehensive understanding of how employee benefits and other insurance products are presented, described, financed (funded), purchased and delivered.
• Proficient in end-user MS Office software (Word, Excel, PowerPoint).
• Excellent verbal, written and presentation skills; strong ability to communicate complex concepts to staff members and customers.
• Ability to present and facilitate the discussion of complex issues to staff members of all levels (line staff to senior management and board members).
• Ability to deliver results and generate new business opportunities.
• Active Department of Insurance license(s) from the appropriate state required.
• Highly motivated self-starter and possess a positive, solutions-oriented attitude.
• Verifiable, clean DMV record and the ability to travel to various locations throughout the . (mainly California and Arizona) up to 70% of the time.
• Familiarity with Salesforce is a plus.
• Ability to work independently with minimal supervision and still achieve sales goals and objectives.

DUTIES AND RESPONSIBILITIES

Sales

• Manage an unlimited territory, primarily in California and Arizona.
• Produce sales leads for all PCMI product lines to include TPA services, Pinnacle Rx Solution (PRxS), Pinnacle Health Management (PHM), Stop Loss and Pinnacle Print and Transaction Solutions (PPTS).
• Develop a detailed Business Plan to outline specific strategies on how to achieve sales targets and objectives.
• Develop and maintain distribution channel and also utilize internal and external resources to hit sales goals and objectives.
• Prepare for prospect meetings by pre-planning, developing agendas and creating presentations to demonstrate the PCMI value proposition.
• Maintain a keen understanding of the competitive marketplace in order to position PCMI as a viable option for prospects.

Developing & Building Relationships

• Develop & maintain relationships with brokers, consultants, and employers to promote the quoting of PCMI products.
• Leverage existing relationships within PCMI’s book of business to drive new business opportunities.
• Attend trade shows, broker “roadshows,” and other industry events to establish traction in the marketplace.
• Prospect for opportunities outside of California to promote the PRxS, PHM, and PPTS product lines.

Reporting

• Track and report on all sales/prospect activity to the Director, Sales and on a weekly basis.
• Update pipeline weekly to monitor and qualify prospect activity.
• Meet minimum calls/meeting standards as set by the Director, Sales.

Other

• Maintain a regular course of self-improvement to satisfy licensing, continuing education requirements and increase professional job knowledge.
• Utilize all capabilities to satisfy one mission — to enhance the competitiveness and profitability of our members. Do everything possible to help members succeed by being curious and striving to understand what others are trying to achieve, planning and executing work in a helpful and collaborative manner, being willing to adjust efforts to ensure that work and attitude are helpful to others, being self-accountable, creating positive impact, and being diligent in delivering results.
• Maintain a clean DMV record and the ability to travel to locations throughout the US (mainly California and Arizona) up to 70% of the time.
• Maintain a valid Insurance license for applicable states.
• All other duties as assigned.

PHYSICAL DEMANDS/ WORK ENVIRONMENT

The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand, walk and sit. The employee is frequently required to use hands to finger, handle, or feel objects, tools, or controls and reach with hands and arms. The noise level in the work environment is usually moderate.