Sales Representative II - Small Business

Sales Representative II - Small Business

Primary Location: McLean, Virginia, Tyson's Corner Medical Center

Schedule: Full-time

Shift: Day

Salary: $73500 - $95040 / year

Work location is on-site with the flexibility to work remotely, the primary location will be in-office for meetings, per Kaiser Permanente's Authorized States Policy - Employees may be required to travel to a Kaiser Permanente or customer site. Residency is required in the primary location state: 8008 Westpark Dr., McLean, Virginia 22102.

Job Summary

Identifies appropriate solutions to meet lead/prospect/customer needs and resolves standard lead/prospect/customer questions or issues in a timely manner, with limited guidance. Generates prospective sales by utilizing standard strategies in prospecting, sourcing, developing, and maximizing referral networks. Develops sales strategy with limited guidance, gathers data for sales status reports, and uses research and working knowledge on health care to articulate internal sales strategies and drive external sales. Gathers, analyzes, and applies data on trends related to sales strategy with minimal guidance and collaborates with others to accomplish sales plans and help drive internal negotiations and sales strategy. Supports others in identifying resources, including following through on intended outcomes, to achieve or support sales targets/goals/initiatives. Advocates for process improvement by following general procedures and directions to support others in identifying and implementing initiatives for overcoming obstacles to sales progress and ensuring objectives are met, identifying new and improving existing process-related initiatives, resolving risks to compliance, and tracking and articulating performance trends and updates, with limited guidance.

Essential Responsibilities

• Pursues effective relationships with others by sharing resources, information, and knowledge with coworkers and members. Listens to, addresses, and seeks performance feedback. Pursues self-development; acknowledges strengths and weaknesses based on career goals and takes appropriate development action to leverage / improve them. Adapts to and learns from change, challenges, and feedback; demonstrates flexibility in approaches to work. Assesses and responds to the needs of others to support a business outcome.
• Completes work assignments by applying up-to-date knowledge in subject area to meet deadlines; follows procedures and policies, and applies data and resources to support projects or initiatives with limited guidance and/or sponsorship. Collaborates with others to solve business problems; escalates issues or risks as appropriate; communicates progress and information. Supports the completion of priorities, deadlines, and expectations. Identifies and speaks up for ways to address improvement opportunities.
• Ensures a high level of customer service is provided by: identifying appropriate solutions based on lead/prospect/customer needs in fulfillment of performance and service quality goals, as well as the KP mission, with minimal guidance; exhibiting working knowledge about various health plans and benefits to leads/prospects/customers and brokers/consultants to convey KPs unique value proposition; and resolving standard lead/prospect/customer questions or issues in a timely manner with limited guidance.
• Generates prospective sales by: organizing open enrollment events, and preparing material for formal presentations to prospective customers with limited guidance; utilizing standard strategies to build relationships with key influencers, brokers, consultants, decision makers, and/or community groups to support new business opportunities and prospective customers; exhibiting working knowledge on prospecting, sourcing, and developing and maximizing referral networks to build own book of business; collecting, submitting, and/or materials/forms for incoming business opportunities with limited guidance; using standard strategies to work with key influencers, brokers, consultants, decision-makers, and/or community groups and successfully win new leads/prospects/customers by conveying the value of enrollment, with minimal guidance; and supporting the team to maintain and use new applicable and relevant resources such as the sales database, reports, media, and industry intelligence, on sales prospects with minimal guidance, and providing updates to the team.
• Contributes to strategic development by: developing strategy to meet annual sales targets, goals, and initiatives, with limited guidance; gathering data for sales status reports including sales activity, follow-up, closings, and target achievement; utilizing research and working knowledge of health care marketplace to articulate internal sales strategies and drive external sales with limited guidance; gathering, analyzing, and applying data on competitor, customer, and industry trends related to sales strategy with minimal guidance from a supervisor; supporting the use of sales performance data to maximize performance and develop insights and standard sales strategies to accomplish sales plans; and collaborating with team members on optimal offering conditions and/or market segmentation (e.g., benefits, pricing) to drive internal negotiations and sales strategy, with minimal guidance.

Minimum Qualifications

• Bachelors degree from an accredited college or university OR minimum three (3) years of experience in sales and marketing in business-to-business or business-to-consumer communication, leadership, sales or marketing or a directly related field.
• Health Insurance License (Maryland) within 3 months of hire
• Health Insurance License (Virginia) within 3 months of hire
• Accident, Health or Sickness Insurance License (District of Columbia) within 3 months of hire

Additional Requirements

• Knowledge, Skills, and Abilities (KSAs): Negotiation; Compliance Management; Creativity; Innovative Mindset; Applied Data Analysis; Trend Analysis; Interpersonal Skills; Relationship Building; Coordination; Key Performance Indicators; Persuasion; Sales Management; Sales Opportunity Orchestration; Sales/Partnership Strategy and Techniques; Accountability; Adaptability; Embracing Challenges; Goal Setting; Organizational Skills; Microsoft Office; Presentation Skills; Trusted Advisor; Business Acumen; Advising and Managing Partners; Autonomy

Preferred Qualifications:

• One (1) year of experience in project management.
• One (1) year of experience in health care or another heavily regulated industry (e.g., Banking).

Kaiser Permanente is an equal opportunity employer committed to fair, respectful, and inclusive workplaces. Applicants will be considered for employment without regard to race, religion, sex, age, national origin, disability, veteran status, or any other protected characteristic or status.