Director - Labor & Trust Marketing - Kaiser Permanente - Rockville, Maryland, Washington

Job description
At approximately $53.1 billion in revenues, Kaiser Foundation Health Plan and Hospitals (KFHP/H) is America’s largest not-for-profit health maintenance organization. Named after Henry Kaiser, the company has grown from a 12-bed hospital into an integrated health delivery system serving 9.3 million members in 8 states and the District of Columbia.


Kaiser Permanente (KP) operates in seven regions covering Northern California, Southern California, Colorado, Georgia, Hawaii, Northwest (Oregon and Washington), and Mid-Atlantic States (Maryland, Virginia, and the District of Columbia). Care to Kaiser Permanente health plan members is provided primarily through Kaiser owned and operated hospitals (38), medical clinics (618), and over 17,000 physicians who are partners or employees of the Permanente Medical Groups. There are 175,668 employees nationwide. Kaiser Permanente is nationally and internationally recognized for providing innovative, high quality, coordinated, evidence based health care. A significant volume of services in several regions is also provided through contracted networks of community hospitals, physicians, and other providers.

Kaiser Permanente’s seven regions are comprised of separate but closely cooperating organizations. These organizations are:

 Kaiser Foundation Health Plans (KFHP): A non-profit, public-benefit corporation that contracts with individuals and groups to provide HMO and other health benefit plans. KFHP contracts with Kaiser Foundation Hospitals and the Permanente Medical Groups to provide services.

 Kaiser Foundation Hospitals (KFH): A non-profit, public-benefit corporation that owns and operates hospitals in California, Oregon, and Hawaii; owns outpatient facilities in all states where they do business; provides or arranges hospital services; and sponsors charitable, educational and research activities.

 Permanente Medical Groups (PMG): Partnerships or professional corporations of physicians, with one in each Kaiser Permanente Region. The PMG is responsible for providing and arranging all medical care and services in each of our Regions.

Kaiser Permanente has a long standing and strong commitment to its employees and to organized labor. The Labor Management Partnership (LMP) involves KP’s collaboration with over 30 unions representing over 90,000 KP employees. The LMP is the largest labor management collaboration in the U.S. and involves a commitment to collaboration in the pursuit of employment security, quality care, and organizational performance.

Leveraging its integrated care delivery system, new tools and technology, Kaiser Permanente is taking preventive, proactive, and chronic care to a new level, resulting in better care, better health and more convenient access at an affordable cost.


DESCRIPTION OF MARKET AREA
Kaiser Permanente of the Mid-Atlantic States region, headquartered in Rockville, Md., provides and coordinates complete health care services for almost 500,000 members through 30 medical centers in Maryland, Virginia, and Washington, D.C.
Founded in 1980, Kaiser Permanente of the Mid-Atlantic States is a total health organization comprised of Kaiser Foundation Health Plan of the Mid-Atlantic States, Inc., and the Mid-Atlantic Permanente Medical Group, P.C., an independent medical group that features approximately 900 physicians who provide or arrange care for patients throughout the area. Kaiser Permanente of the Mid-Atlantic States is considered one of Maryland’s “Top HMOs,” according to the Maryland Health Care Commission.
The health plan was ranked in the nation’s 50 top commercial health plans and 20 top Medicare health plans — and the No. 1 Medicare plan for Maryland, Virginia, and Washington, D.C. — by “NCQA Health Insurance Plan Rankings 2011–2012 Private.” Join us on Twitter at www.twitter.com/KPMidAtlantic.
Kaiser Permanente Georgia is the state’s largest not-for-profit health plan and has provided quality health care to metro Atlanta for more than 25 years.

Kaiser Permanente Georgia is an enduring partnership between the Kaiser Foundation Health Plan, Inc. and The Southeast Permanente Medical Group, the second largest medical group in metro Atlanta comprised of more than 450 physicians and one of the largest multi-specialty groups in the Southeast. Kaiser Permanente Georgia provides care focused on total health and guided by personal physicians, specialists and a team of health care providers who work exclusively with Kaiser Permanente members. These teams are supported by industry-leading technology and tools for health promotion, disease prevention, state-of-the-art delivery and world-class chronic disease management.

Kaiser Permanente Georgia employs more than 2,300 people in metro Atlanta.

POSITION SUMMARY

Serves as the key point of contact regarding Labor and Trust Accounts for sales and account management staff in the KP Eastern Regions (Mid-Atlantic and Georgia), as well as National Accounts. Develops and executes training, promotional efforts, sales support tools, and databases, integrating with KP's general commercial account processes. Serves as subject matter expert (SME) in best practices and market information for this line of business.

PRINCIPAL RESPONSIBILITIES
Sales & Growth of Existing Accounts: Assist Regions in identification and sizing of opportunities for new sales and increased penetration in existing groups. Influence Regional Sales Management and Labor Staffs on setting objectives, strategies and tactics to maximize Labor Marketing opportunities. Develop tactical sales strategies to close new business and increase penetration in existing accounts. Create meaningful relationship building activities with existing Labor groups and consultants serving this line of business to facilitate improved positioning.
Subject Matter Expert & Service Provider: Assess and implement any Shared Services support models. Maintain National database for use by Regional Labor Reps in prospecting activities and strategic account management of existing groups. Assist in evaluation of current Labor Sales force. Develop training programs for both Labor and Commercial Reps. Drive integration of Labor Reps into Account Management processes (Strategic Account Planning, Business Position, etc.) both for Labor Accounts and in collaboration with Account Managers for unionized commercial groups. Facilitate coordination/integration with Sales Effectiveness initiatives. Identify key Labor market data and metrics.
Promotional & Marketing Management: Set up systematic sales processes to drive results, manage regional LMP Marketing efforts, support Regional Labor Advisory Councils, etc. Develop and execute plans to convince Labor Presidents to "endorse" KP products to membership. Manage promotional efforts and activities including coordinating representation at National Labor events

Desired Skills and Experience
EDUCATION/EXPERIENCE
Bachelor's degree in business, marketing or finance, OR four (4) years of experience in a directly related field.
High School Diploma or General Education Development (GED).
Sales and Marketing background.
Strong interpersonal and organizational skills to effectively engage with all levels of employees.
Excellent written and verbal communication skills with strong meeting facilitation skills.
Proactively develops and manages effective external relationships with key stakeholders in the Labor &Trust community.
Demonstrated ability to manage through influence, drive strategic planning and execution of labor community events.
Proven self-starter with strong ability to meet deadlines.
Advanced knowledge and understanding of the health care industry, policies, practices and systems, particularly in the labor and management collective bargaining process.
Contributes to the development of innovative principles and ideas.
Problem solving skills.
Ability to serve as a coach and mentor, enabling team members to develop and improve skills and capabilities that effectively support Labor & Trust initiatives impacting health care decisions.

Preferred Qualifications:
• Ten (10) years in equivalent role.
• MHA, MPH, or MBA preferred.

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