VP, Commercial Sales

Danville, PA
Feb 05, 2019
Internal Medicine
Position Type
  Job Title:  VP, Commercial Sales Location: Geisinger Health Plan, Hughes

Department: Sales

Schedule:  Days

Work Type: Full Time



Job Summary:


Responsible to plan, direct, evaluate and administer activities that produces net membership

to GHP through sales of GHP commercial products and services. In this role the Vice President, Commercial Sales (herein defined as “Vice President”) develops and executes strategic plans for approaching and selling integrated health management solutions. The Vice President is responsible for designing and selling solutions across a continuum of GHP’s leading health products and services, including both small and large group employers.


The Vice President reports to the Chief Sales and Marketing Officer and serves as a member of GHP’s management team. The Vice President works closely with Health Services management, Finance/Actuarial/Underwriting, Customer Service and other operational departments to assist in problem resolution and to help coordinate staffing plans with enrollment growth, and to promote communications between the sales staff and the remainder of GHP.


Competencies and Skills:


*Responsible for the hiring, training, oversight and production of the GHP new sales and account service’s team.

*Responsible for the development of the broker distribution channel for commercial sales.

*Regularly assesses GHP's position in its markets to identify changing expectations

and requirements of actual and potential customers; determines GHP's position in relation

to competitors; and identifies new opportunities for existing or new products.

*Establishes effective liaison with employers, business groups, and participating

providers. Responsible for developing stronger relationships with our major clients.

*Makes presentations to employers, brokers, consultants and at industry functions to educate prospects on integrated health and productivity solutions. Establishes strong working relationships with distribution channel partners and account managers.

Works with Marketing to coordinate, review and approve all advertising and all printed matter designed for enrollment of members and for employers and other customers.

Builds effective relationships with the functional areas (i.e. Health Services, Finance, Customer Service, etc.) of GHP.

Develops departmental budgets.

Works with other Geisinger system entities, as appropriate, to identify opportunities

for direct sales of the entities' various products and services to employers, managed care plans, or other customers.

Assists the Chief Sales and Marketing Officer with special projects as assigned.


Strong interpersonal skills and ability to build lasting client relationships

Ability to manage sales process and forecast with precision

Superior time management skills and strong attention to detailStrong analytics and real time judgment

Excellent presentation, writing, and negotiation skills, able to create and deliver convincing arguments covering a broad range of complex issues

Outstanding organizational skills

Entrepreneurial drive that will facilitate meeting and exceeding monthly, quarterly and annual financial goals of a high growth organization


*Denotes essential job functions.


Education and or Experience:


Bachelor of Arts or Bachelor of Science required.  MBA or MHA preferred.


Ten years experience in business, of which at least five years must be in sales and/or marketing of health services, health insurance, or HMOs required. 


Minimum of five years of experience as a sales director or in an equivalent or higher position required, preferably this experience is at a Vice President level or higher.


Direct experience with health and wellness solutions, disease management, case management, health coaching, or behavioral health services is required.


Working Conditions/Physical Demands:


Work is typically performed in an office environment and travel is required (50-70% expectation).


OUR PURPOSE & VALUES: Everything we do is about caring for our patients, our members, our students, our Geisinger family and our communities. KINDNESS: We strive to treat everyone as we would hope to be treated ourselves. EXCELLENCE: We treasure colleagues who humbly strive for excellence. LEARNING: We share our knowledge with the best and brightest to better prepare the caregivers for tomorrow. INNOVATION: We constantly seek new and better ways to care for our patients, our members, our community, and the nation.


ABOUT GEISINGER: Geisinger is a physician-led health system comprised of approximately 30,000 employees, including nearly 1,600 employed physicians, 13 hospital campuses, two research centers, and a 583,000-member health plan Geisinger is nationally recognized for innovative practices and quality care. Geisinger serves more than 3 million people in central, south-central and northeast Pennsylvania and also in southern New Jersey with the addition of National Malcolm Baldridge Award recipient AtlantiCare, A member of Geisinger. In 2017, the Geisinger Commonwealth School of Medicine became the newest member of the Geisinger Family.


We offer healthcare benefits for full time and part time positions from day one, including vision, dental and domestic partners.* Perhaps just as important, from senior management on down, we encourage an atmosphere of collaboration, cooperation and collegiality. For more information, visit www.geisinger.org, or connect with us on Facebook, Instagram, LinkedIn and Twitter.


** Does not qualify for J-1 waiver.  We are an Affirmative Action, Equal Opportunity Employer Women and Minorities are Encouraged to Apply.  All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of disability or their protected veteran status.

*Domestic partner benefits not applicable at Geisinger Holy Spirit.