Job Summary
The Vice President and Market General Manager, Commercial Business is a senior leadership role accountable for driving sustainable growth across Commercial business lines (Large, Small, and Individual) within Kaiser Permanente’s designated geographic market scope. The role oversees go‑to‑market strategy execution, product performance, channel partner influence, network development, and financial performance of the Commercial Business in the respective Kaiser Permanente regional market.
Essential Responsibilities
- Strategic Regional Market Leadership: contribute to the development and execution of competitive GTM strategies to drive sustainable Commercial Business growth, expand market share, and achieve financial targets.
- Team Leadership: lead the markets’ sales and account management teams, driving excellence and alignment across all areas.
- Market Positioning: lead the positioning of Kaiser Permanente through high‑level collaboration and influencing skills to drive exceptional performance within a large, complex, multi‑regional enterprise.
- Strategic Vision: drive and advance the strategic Commercial business vision for the market while operating within a matrixed National Health Plan organization.
- Financial Performance: manage the regional market P&L for Commercial Business, ensuring target economics are achieved through revenue optimization and effective cost management.
- Budget Management: develop and monitor Commercial Line of Business budgets, forecasts, and financial plans to support strategic and operational initiatives.
- Pricing Strategy: collaborate with underwriting, actuarial, finance, risk adjustment, and program office teams to align membership forecasting, pricing strategies, and risk management.
- Business Development: develop and execute market strategies to position Kaiser Permanente for sustainable growth and lead sales, account management, and business development activities across the market.
- Relationship Building: forge strategic pathways for future market growth by cultivating senior‑level relationships with customers, prospects, channel partners, state/local regulators, and policymakers.
- Negotiations: lead high‑impact negotiations, secure major agreements, and position Kaiser Permanente as a premier health care leader in the market.
- Pipeline Management: develop and maintain a robust pipeline and portfolio of market growth opportunities to support both immediate and long‑term growth objectives.
- Team Development: build, attract, and lead high‑performing teams to exceed membership, revenue, and growth targets while fostering a customer‑centric culture.
- Leadership Development: inspire, develop, and motivate individuals and teams to excel through periods of challenge and change.
- Integrated Care Delivery: collaborate with Commercial business lines, functional partners, and regional delivery system/Permanente Medical Groups (PMGs) to align the integrated care delivery model with market needs.
- Market Assessment: drive strategic market assessments, leveraging competitive intelligence and market trends to inform pricing, product development, and sales strategies.
- Pricing & Risk Management: adopt effective pricing strategies and risk management practices to strategically position the organization for sustainable membership growth and retention.
- Brand Strengthening: strengthen brand identity and customer/member loyalty to maximize marketplace value.
- Marketing Collaboration: collaborate with National Marketing to develop and execute growth‑driven strategies across existing and new markets.
- Product Guidance: provide strategic guidance on product development, benefit design, and core competencies to ensure market competitiveness.
- Strategic Input: provide strategic input on new market development, geographic expansions, new revenue streams, alliances, and acquisitions.
- Clinical Outcomes: define customer and member expectations to influence programs that improve clinical quality metrics (HEDIS, CAHPS).
- Care Management: collaborate with clinical leadership to define demand and influence care management, disease management, and population health programs.
- Network Development: collaborate with PMGs and external partners to address members’ health care needs through improved access, affordability, quality outcomes, and differentiated service experience.
- Network Strategy Implementation: recommend and help execute network strategy recommendations tailored to Commercial members.
- Performance Metrics: use internal and external network performance metrics to influence growth and overall Commercial line of business success.
- Gap Addressing: collaborate with clinical, operational, and network teams to address network gaps and foster joint quality improvement initiatives.
- Operational Excellence: collaborate with Commercial LOBs, National Shared Service functions, and Care Delivery (ICC) to enhance retention and growth.
- Compliance: monitor operations and ensure compliance with all federal and state regulations; partner with compliance teams on potential risks.
- Ethical Standards: model and promote ethical behavior by adhering to Kaiser Permanente policies, maintaining confidentiality, and ensuring integrity.
Basic Qualifications
- Minimum ten (10) years of broad experience in several areas—including new business development, marketing, strategic planning, sales management, communications, or health care operations—with at least five (5) years in a significant sales leadership role.
- Bachelor's degree in Business Administration, Healthcare Management, or a related field.
Additional Requirements
- Deep understanding of the health care industry and its dynamics.
- Strong market focus and proven track record working within highly matrixed, complex organizations to drive growth, improve network performance, and achieve financial and clinical quality excellence.
- Demonstrated ability to build, develop, and lead highly effective sales teams.
- Comprehensive knowledge of drivers of health plan profitability and experience delivering customer expectations across functional lines.
- Proven ability to influence complex organizations, ensure performance standards are customer‑driven, and manage large teams.
- Experience managing the full life cycle of product design, pricing, promotion, and placement to support successful sales strategies.
- Expertise in strategy formulation, market research, sales management, and exceptional leadership, communication, and problem‑solving skills.
- Ability to influence decision makers with fact‑based recommendations and a customer‑centric approach.
- Entrepreneurial mindset with a proven ability to navigate high‑tension situations effectively.
Preferred Qualifications
- Master's degree strongly preferred.