Director Specialty Product and Business Development

Profile

Description

The Director, Product Management leads or coordinates cross-functional project/program teams from design to delivery of fully-developed products that are ready for customer use. The Director, Product Management requires an in-depth understanding of how organization capabilities interrelate across the function or segment.

Responsibilities

As the Product & Business Development Director of Humana's Group Specialty business, you will be responsible for leading the group dental, vision, and life product strategy, business development efforts to grow channel partnerships, referral opportunities, and product bundling approaches to drive membership and premium growth. With a focus to meet/exceed the organization's Specialty sales growth targets, this role will collaborate directly with the Specialty Leadership team, Group Sales Leadership, and Local Market Sales as well as with our clients, partners, and prospects, to enable the portfolio of specialty product solutions and business partnerships.

As the specialty portfolio owner, you will need to understand employer trends and needs, understand competition and customer gaps, along with ability to anticipate new inflection points. You will manage the entire specialty portfolio for the Employer Segment from concept development through delivery. You will also lead all phases of business development and group specialty product life cycle from inception to introduction into the marketplace. Working closely with Product Marketing, Consumer Health and Product Enablement, you will drive the product market positioning to win. This role also requires creativity and business acumen in developing sales channel solutions, including but not limited to business partnerships, joint ventures and acquisition strategies.

Once products or partnerships are launched, you will monitor efficacy using a test and learn framework, and customer and business partner feedback to ensure products are meeting customer needs across each customer segmentation, adjusting products over time to continue to achieve the desired outcomes and growth goals. Success outcomes for the role are measured at a segment scorecard level, supporting overall growth and sales goals, member engagement, and NPS, alongside our ability to differentiate our core specialty offerings.

This position is full-time with preference of being based onsite or virtual in a geography that supports Humana's markets. If you thrive in a fast-paced environment and are known for your collaborative partnership approach, planning & execution skills and have a strong desire to influence, win and grow across market(s) we can't wait to meet you.

Key Responsibilities

The Product & Business Development Director of our Group Specialty business drives sales and product strategy as a consultative field-focused partner and liaison between Group Product, Specialty Leadership and Humana Group Sales. You will partner with key Humana Stakeholders through the following ways:

Specialty Leadership


Collaborates on the development of product and partnership strategies that will deliver market growth
Leads end-to-end thinking driven by customer needs and iterative development
Provides ongoing success outcomes to key stakeholders


Field Sales


Partners with the sales team and represents our products and solutions externally with agents, clients/prospects and at industry events for business development opportunities.
Attends & actively participates in Local Market operating plan meetings as the accountable voice of Specialty Product to support market new business and retention strategies.
Leads market group product pipeline calls with sales, partners and program leadership. Manages the activity log to develop to ensure the pipeline is sufficient to hitting local market membership goals.
Messages and brings to life our product & market value proposition and available support tools.
Develop and document product specific strategies in partnership with sales on specific opportunities and RFI/RFP responses as needed.


Group Product & Partnerships


Owns the learning agenda; collects market insights and competitive intelligence to feed into future product development needs from sales, agents/brokers, thought leadership centers and through a commitment to ongoing industry research.
Lead sustained innovation via test and learn for insured and self-funded customers.
Designs network, benefits and consumer experience and works with product compliance, pricing, operations, clinical and other stakeholders to launch products.


Professional Characteristics


A commitment to a collaboration, rooted in communication and deep partnership with sales teams, product teams and across key sales stakeholders. Self-assured yet exemplifies servant leadership and approaches opportunities and challenges with a collaborative leadership style.
Proven record in effectively positioning to sell group products and capabilities, build support & insights across the product roadmap by bringing our group product strategy and our value proposition to life.
Experience and knowledge of embedded and stand-alone specialty product solutions and capabilities; understand the value of digital and consumer oriented health products with the consumer experience at the forefront.
Highly engaged, competitive and execution oriented - driven to achieve excellence and differentiated results through local partnership with our sales team to meet and exceed group membership growth targets.
Ability to adapt quickly and juggle multiple competing priorities in a fast paced environment.
Strong verbal and written communication skills with the ability to comfortably and effectively communicate with a variety of internal & external business leaders which include clients, agents/brokers, management and business executives.
Both qualitative & quantitative analysis experience, with the proven ability for trend identification, actionable insights development and incorporation into business & local market planning
Collaborates with medical capabilities team to build synergistic products across medical and specialty to maximize whole health strategies.
Coordinates with Consumer Health & Digital Health and Analytics to deliver digital Specialty solutions.
Work with product enablement team to execute market-level product launches which may include strategic sales positioning, in-market broker and sales training sessions, product demos, real-time & continuous feedback on future experience.
Works closely with the Product Marketing & Content teams to drive and support comprehensive multi-faceted marketing and sales enablement plans which includes campaigns, collateral, internal & external trainings, hosted events, that represents Humana as an industry leader and subject matter expert.
Owns the continuous feedback loop between go-to-market touchpoints, such that employer and broker insights are accounted for in our current product offerings, future product development, roadmap planning and ongoing operations & capability enhancements.


Required Qualifications


8 years in client management, consultative solution selling, or product & partnership management with a strong understanding and focus on the external markets in which we operate & sell specialty products.
5 years of experience in specialty product portfolio management, including the support of developing, executing and/or the selling of transformational dental, vision, and life products.
Bachelor's degree in Business, Healthcare Administration or other related fields; Master's degree preferred


Preferred Qualifications

Additional Information

This role can be based at Humana's Headquarters in Louisville, Kentucky or work from home anywhere in the United States.

Scheduled Weekly Hours

40

Company info

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