Sr. Director, Sales/Account Management - Market Management

Job Summary:

Leads commercial growth initiatives focused on increasing and retaining membership, expanding market presence, and supporting long-term sustainability. Oversees the alignment and execution of sales, account management, and commercial marketing strategies to drive acquisition, retention, and market share across assigned lines of business. Guides long-term sales and retention strategies by aligning product design, benefits, pricing, and market segmentation with evolving customer needs and healthcare marketplace trends. Leverages performance data, customer insights, and competitive intelligence to identify growth opportunities, refine go-to-market approaches, and support achievement of sales and retention targets, including prospecting, referral networks, and open enrollment strategies. Maintains strong relationships with customers, brokers, consultants, and channel partners to reinforce value, build loyalty, and ensure customer needs are met. Provides market and subject-matter guidance to teams on complex sales, renewal, and benefits strategies, contributing market perspective to broader planning and decision-making. Fosters a culture of accountability, collaboration, and continuous improvement by promoting effective use of resources, process optimization, and compliance. Accountable for key performance indicators that support sustained growth, competitive positioning, and strong market performance.

Essential Responsibilities:

• Builds organizational capacity by developing high-potential talent, fostering collaboration across teams, and aligning workforce plans with business needs. Establishes performance management, feedback, and coaching practices that promote accountability, continuous learning, and sustained performance.

• Leads teams through organizational change by staying current on industry trends, benchmarks, and best practices, and applying insights to improve ways of working, decision-making, and overall effectiveness.

• Oversees multiple teams and/or functions by translating sales, commercial marketing, and retention strategies into actionable operating plans. Sets goals, standards, and performance measures, and ensures work is completed in alignment with organizational priorities, policies, and timelines.

• Analyzes resources, costs, and forecasts to inform business planning; oversees budgets and allocations; and ensures effective use of marketing, technical, and operational resources to support sales and growth initiatives.

• Ensures a high level of customer service by guiding teams to develop future-focused solutions that meet lead, prospect, and customer needs while supporting quality and service goals. Provides subject-matter guidance on products, benefits, and services to strengthen KPs value proposition.

• Oversees enrollment, implementation, renewal, and RFP/RFR activities to support new business acquisition and retention across local and regional markets. Guides cross-functional coordination to ensure effective delivery of membership onboarding, training, reporting, and ongoing support.

• Contributes to the development and execution of sales and commercial marketing strategies, including product, benefit, and pricing approaches aligned to customer and market dynamics. Oversees analysis of industry trends, competitor offerings, and performance data to inform long-term account and book-of-business strategies.

• Drives progress toward membership growth and retention goals by managing teams executing strategies in new and emerging markets. Oversees prospecting, open enrollment, and relationship-building efforts with brokers, consultants, and key influencers.

• Champions continuous improvement of tools, systems, and processes to enhance effectiveness, scalability, and compliance. Identifies barriers to execution, resolves escalated issues, and implements solutions to ensure delivery of business objectives.

• Promotes collaboration and information flow across functions to align account strategies with KPs long-term objectives. Represents market and customer perspectives to inform decision-making and support sales, retention, and growth priorities.

Basic Qualifications:

Experience

• Minimum eleven (11) years of experience in sales, customer service, telemarketing, account management, health plan administration, insurance, or a directly related field.

• Minimum five (5) years of experience in a leadership role with direct reports.

Education

• Bachelors degree in Mathematics, Statistics, Engineering, Social/Physical/Life Science, Business, or a related field OR four (4) years of experience in a directly related field.

• High School Diploma or General Education Development (GED) required.

License, Certification, Registration

• Health Insurance License (Nevada)

Additional Requirements:

• Ability to develop and implement effective programs, and change initiatives.

• Highly effective interpersonal and communication skills required to develop and maintain staff and community relationships.

• Maintains current information and knowledge of all applicable Kaiser policies, local, state and federal laws and regulations, and accreditation standards.

Preferred Qualifications:

• Four (4) years of experience managing operational or project budgets.

• Five (5) years of experience in project management.

• Five (5) years of experience in health care or another heavily regulated industry (e.g., Banking).

• Five (5) years of customer-facing sales experience in any industry.

• Five (5) years of experience in business-to-business sales (i.e., selling products or services from one business to

• another business).

• Six (6) years of experience managing large or complex projects or programs, including designing and evaluating for scale based on the size of management.

• Five (5) years of experience delivering presentations to executive management (e.g., VP level and above).

• Four (4) years of experience using advanced Excel functions (e.g., formulas, pivot tables).

• Four (4) years of experience in the health insurance industry.

• Health Insurance License in state(s) where applicable.

COMPANY: KAISER

TITLE: Sr. Director, Sales/Account Management - Market Management

LOCATION: Reno, Nevada

REQNUMBER: 1451484

External hires must pass a background check/drug screen. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with Federal, state and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran, or disability status.