VP, Consultative Services (97TL) San Ramon, California

Position Summary

The responsibility of a Vice President, Consulting Services is to provide clients with senior benefits consulting expertise and advice that allows them to build, manage and grow the services, revenue and profitability of the clients they support. Acting as the senior relationship manager for client senior executives and providing guidance and advice on all Precept and ProView services, they maintain professional relationships with multiple clients and vendors, fulfill account management duties and oversee a Client Services team or team(s) that delivers promised services. They are responsible for supporting the Precept and ProView's sales and marketing efforts by growing revenue with existing clients, developing new opportunities through client referrals and for developing a center of influence that generates new business leads.  


Essential Functions

  • Develop and maintain professional and productive ongoing client relationships with designated clients, ensuring elevated service levels are met with new and existing clients, including:
  • Maintaining regular contact and developing strong relationships with key decision makers within designated clients, including Senior Executives, Human Resources VPs, Directors, Benefit Managers and key Finance team members
  • Managing, confirming and implementing service and compensation agreements with clients
  • Ensuring client service, renewal and timing standards are met or exceeded
  • Overseeing implementations for new clients 
  • Work with Precept/ProView executives or sales teams, when appropriate, on client plan design, plan strategy, contribution strategies and new product options
  • Provide senior level consulting services to clients related to plan strategy, design and financial performance, including:
  • Overseeing plan renewal activities with Account Management teams, Underwriting and other internal departments and ProView teams, as applicable
  • Presenting client annual plan audits, advising clients on strategies for managing cost, improving business results and enhancing plan value
  • Meeting with clients and key contacts (at minimum) quarterly to review plan performance and service levels
  • Overseeing the delivery of all client claims and plan financial reporting, meeting with clients on a quarterly basis to provide commentary on financial implications
  • Providing clients with timely updates on industry trends and/or changes that can impact plan design, strategy, compliance, communication and/or administration
  • Conducting employee enrollment meetings, as needed
  • Advising clients on strategies and innovative approaches for technology, strategic integration of benefits and overall rewards strategy and administrative services
  • Ensuring timely and accurate client deliverables
  • Understanding and presenting our enterprise-wide services and CarePlus programs
  • Managing project teams for effective and timely coordination of enterprise-wide services, including:
  • Planning and developing systems, processes and procedures to effectively implement or renew client benefit plans
  • Developing and implementing strategic and operational plans for the optimal delivery of client services in collaboration with internal departments and ProView Account Managers
  • Manage the operational and fiscal activities of the department staff depending on client demands and budgetary availability, including:
  • Managing staffing plans, applicant selection and new hire job-specific orientation, coordinating with Finance and HR for recruitment and/or temporary help
  • Managing departmental budgetary forecasting, department spending, employee compensation, employee expenses and budget adherence
  • Oversee employee operations and activity, taking corrective action as necessary, ensuring compliance with all external regulatory agencies and organizations for all areas of responsibility, including:
  • Maintaining up-to-date job descriptions, performance expectations and communication of job duties with employees
  • On-going assessment, coaching and development of employee performance, knowledge, skills, career progression, workload and job-specific expertise, including conducting performance appraisals
  • Working with team members to create and set SMART goals that support the overall Company goals and objectives
  • Motivating and recognizing employees
  • Proactively providing training and education to ensure compliance requirements are met 
  • Communicating with supervisors, managers and Vice Presidents regarding department operations and issues effecting other departments
  • Collaborating with other departments and/or department supervisors to develop effective cross-functional team workflows
  • Overseeing productivity and quality goals within the department, taking corrective action as needed
  • Successfully complete all aspects of the new sales process, including:
  • Closing new client sales resulting in continuous goal achievement
  • Establishing and maintaining productive marketplace relationships that results in a constant stream of sales leads, resulting in achieving sales goals
  • Maintaining a high profile, positive and ethical marketplace presence and reputation and developing brand loyalty
  • Understanding the marketplace; continually collecting marketplace information and intelligence (trends, customer needs, competition, products, etc.)
  • Using strong business acumen to understand client challenges and needs, effectively communicating with prospective and existing clients the intricate details and methods associated with Precept’s products, services and solutions
  • Working with internal teams to formulate meaningful client solutions
  • Other new sales activities to ensure success, goal attainment and new revenue generation
  • Support Service Teams and other internal operational groups to appropriately implement new clients, including:
  • Gathering all required new sales information (decision makers, stakeholders, clients, vendors, etc.)
  • Adhering to implementation processes, procedures and tools
  • Effectively communicating all information (client, product, services, other) pertinent to the new client implementation process
  • Completing other implementation duties to ensure successful new client implementations
  • Ability to travel hours at a time both in cars and by other modes of transportation
  • Able to carry materials weighing 30 lbs
  • Other duties and projects as assigned

 

Skills

  • Excellent written and oral communication, interpersonal and relational skills, with the ability to quickly develop relationships of trust and confidence with a variety of people and personalities, at all levels within an organization
  • Ability to influence decision makers and drive activities to generate new revenue
  • Ability to be an effective team leader
  • Self-motivated with the ability to effectively multi-task and work collaboratively in a fast-paced, team environment
  • Ability to evaluate complex employee benefit programs, diagnose potential problems and identify opportunities for Company products, services and/or solutions, communicating solutions to complex challenges to clients in a manner that can be easily understood and assessed by decision makers
  • Strong active listening skills with the ability to ask thoughtful and probing questions to determine client needs
  • Ability to make clear, logical decisions based on facts, taking into consideration the big picture, long and short term effects, and exercising sound judgment when handling complaints, confidential and sensitive issues
  • Demonstrated ability to deliver consistent positive results through influencing, coordinating and managing the efforts of others
  • Accomplished and effective sales skills including: identifying potential sales opportunities, generating sales leads, helping clients identify and understand their needs/challenges, ascertaining potential solutions to client problems, helping direct customers in the decision making process, handling customer questions and objections and effectively and efficiently closing sales
  • Advanced skills in Microsoft Word, Excel, Access and PowerPoint, with working knowledge of Publisher and MS Project

 

Experience and Education

  • Bachelors degree strongly preferred, or combination of applicable experience and education
  • Minimum ten (10) years experience working for a benefits consulting/brokerage firm or insurance carrier in an Account Management or Sales position
  • Minimum six (2) years supervising employees
  • Additional sales/business development/marketing/product development experience (preferred)
  • Strong working knowledge of health and welfare plans, including medical, dental, vision, STD, and LTD insurance with demonstrated ability to explain, apply and understand of analysis techniques, benefit plan design and employee benefit laws
  • Certified Employee Benefits Specialist (CEBS) designation preferred
  • Active Life Agent License is required or must be obtained within three (3) months from hire date
  • HIPAA Certificate must be obtained within one (1) week of hire date