Market Development Manager

As a leader in insurance products and services for more than 75 years we have built a solid reputation for innovative program design and recognized for our consistent service in the community. At the core of this success is our commitment and it begins with our talented professionals.

What Will Be Your Purpose

The Market Development Manager works under the leadership of the Market President leading the execution of regional programs and initiatives, designed to identify and grow new market opportunities and retain key business segment membership (ACA, Medicare, Local Markets), manages key relationships with assigned civic and for-profit organizations, develops and provides targeted education for Commercial and Medicare businesses, advances new outreach strategies consistent with OEP/AEP directives. You will collaborate with the CSR Integration team to direct the activation of sponsorships and foundation programs to grow brand awareness, earned media, and to enable regional growth goals.

This role is visible in the local community as a "face" of the organization and represents Florida Blue on boards and public speaking. Under the direction of the Business Development Director, this role consults and provides market opportunity input into the Go To Market plan in the local market by leveraging local market knowledge and expertise, leading teams, and coordinating with multiple internal stakeholders including wholly owned GuideWell assets and partners.

Important to Know

• Must reside in the North, FL, or surrounding area.
• This role covers territories from Palm Coast, FL to Pensacola, FL
• Frequent travel (50%-75%) including overnight stays for events, meetings, and training.
• Hold a Florida 2-15 Health, Life and Annuities License OR must be licensed within 3 (three) months of hire date
• Regular updates to leadership on business outcomes including successes, challenges, projects, and implementations

What Will Be Your Purpose

Market Development through Local Partnerships

• Externally focused on building trust and relationships to identify and develop new markets and programs.

  Identify and cultivate new market opportunities (i.e.: cultural, low-income, etc.).

• When it's time to turn market into business, hands off to Business Development Director to develop plans of communicating value and what we offer and actions to get business.
• Prioritizes a portfolio of non-profit and community organizations based on business needs and develops targeted relationships to enable prospecting, retention, and worksite marketing.
• Maintains current knowledge of markets, penetration rates, product knowledge and sales opportunities. Provide feedback to organization on intelligence gained from activities

Strategic Programs

• Consultation for Go-To-Market planning across segments.
• Partners with Local Markets Sales Manager and sales reps on a comprehensive mid-market retention strategy designed to leverage local relationships particularly with non-profit groups to retain and grow preferred mid-market segment business.
• Investigate and identify needs and requirements for success of Triple S integration/launch, the broader Hispanic market and other target markets when identified
• Program Management of the journey, program plan, detailed project tracking and communication of progress and results of programs
• Support LMI work as needed
• Collaborates cross functionally with marketing, field and experiential marketing, etc. to identify and develop the programs and tactics most effective for the region.

Education

• Works with distribution channel partners and Segments to leverage local market knowledge, develop programs to drive education and lead generation, and prioritize organizations, events, and sports sponsorships to drive OEP/AEP sales and retention goals.
• Develops a portfolio of value added educational seminars applicable to diverse audiences to facilitate prospecting to key groups.
• Responsible for supporting the execution of the sales strategy by educating potential members through group presentations, conducting community outreach programs, and providing consultations that inform and influence health insurance purchasing decisions for ACA and Local Market group business.
• Builds relationships with strategic customers to make sure they are well served, have access to GuideWell assets and service through education and relationship management, strengthening opportunities for renewals.

Regional Leadership and Community Development

• Under the direction of the Market President and Business Development Director, and in collaboration with the Local Area Sales Manager, local contracting Directors, coordinates and supports the promotion of key strategic provider groups.
• Help identify sports sponsorship opportunities and participate in discussion of activation and community events to develop markets
• Provides regional external leadership to community through experience, knowledge and reputation, making Florida Blue a trusted advisor in communities we serve though participation in external board and committees, community leadership and as a spokesperson for external speaking engagements.
• Serves as leader and advocate on external boards and committees to build trust and position Florida Blue as a thought leader in the community.
• Collaborates with Market Affairs Specialist, Senior Media Relations Manager, Local Presence Team and other stakeholders, to develop partnerships and programs with community organizations consistent with the regional leadership strategy to raise brand awareness and increase earned media to enable outreach to targeted growth segments during AEP/OEP.

Organizational Effectiveness & Cultural Competence

• Partners with U65/O65 Segment and IMI to support retention/growth of members by supporting the implementation of focus groups to better understand consumer behavior (needs/expectations, brand recognition, as well as perception/knowledge of insurance). Leverage existing Local Presence relationships to target the participants based on geography, socio-economic status, and affinity.
• Identifies local partnerships that can be leveraged in partnership with GuideWell Communities to gain insights and develop solutions to enhance the experience for our customers and to drive Enterprise diversity initiatives that support market backed growth.

What You Must Have

• 5+ years related work experience in the health care industry, public speaking and education, sales and relationship management, Florida Blue health insurance products/services and Health Care Reform
• Related Bachelor's degree or additional related equivalent work experience
• State of Florida 2-15 Health, Life and Annuities License OR must be licensed within 3 (three) months of hire date
• Demonstrated experience in developing and managing outreach programs with non-profit and faith based groups.
• Proven ability to develop persuasive presentations and communication materials.
• Experience with building relationships within the business, community, and external to Florida Blue
• Proficient working in Microsoft Office Products (Word, Excel, Outlook, PowerPoint, Access).
• Experience communicating effectively with all levels of an organization and to diverse audiences
• Demonstrated ability to collaborate both internally among departments and externally with key stakeholders
• Ability to work in a matrix or virtual environment.
• Self-starter with the ability to work independently and within a team with excellent interpersonal and relationship building skills.
• Must be able to influence without authority and work with all levels of the enterprise.
• Ability to lead and to coordinate efforts a cross-functional teams.
• Ability to travel extensively to local community-based events (travel 50-75%) and work evening/weekend hours.

What We Prefer

• Strong understanding of local market and non-profit community and demonstrated ability to forge trusting relationships to key community and advocacy organizations.
• Knowledge of local political landscape, as well as business and community leaders.
• Bilingual communications skills, preferably English/Spanish MBA
• Experience driving projects across geographic and functional / partner boundaries demonstrating understanding of personal, cultural, environmental and community nuances and varying needs across global/local geographies.
• Strong creative and conceptual thinking ability to identify new opportunities, anticipate trends, respond to changes, and pinpoint solutions to complex problems to overcome obstacles.

General Physical Demands

• Exerting up to 10 pounds of force occasionally to move objects.
• Jobs are sedentary if traversing activities are required only occasionally.
• Must be able to travel to multiple locations for work (i.e., travel to attend meetings, events, conferences).

What We Offer

As a Florida Blue employee, you will thrive in our Be Well, Work Well, GuideWell culture where being well as an individual, and working well as a team, are both important in serving our members and communities.

To support your wellbeing, comprehensive benefits are offered. As an employee, you will have access to:

• Medical, dental, vision, life, and global travel health insurance
• Income protection benefits: life insurance, Short- and long-term disability programs
• Leave programs to support personal circumstances.
• Retirement Savings Plan includes employer contribution and employer match.
• Paid time off, volunteer time off, and 11 holidays
• Additional voluntary benefits available; and a comprehensive wellness program

Employee benefits are designed to align with federal and state employment laws. Benefits may vary based on the state in which work is performed. Benefits for intern, part-time and seasonal employees may differ.

Salary

To support your financial wellbeing, we offer competitive pay as well as opportunities for incentive or commission compensation. We also conduct regular annual reviews with pay for performance considerations for base pay increases.

• Typical Annualized Hiring Range: $78,800 - $98,500
• Annualized Salary Range:$78,800 - $128,100

Final pay will be determined with consideration of market competitiveness, internal equity, and the job-related knowledge, skills, training, and experience you bring.

We are an Equal Opportunity/Protected Veteran/Disabled Employer committed to creating a diverse, inclusive, and equitable culture for our employees and communities.