Vice President, Business Development

Dartmouth, NS | Montreal, QC | Moncton, NB | Etobicoke, ON

For over 75 years, Medavie Blue Cross has been a leading health and wellness partner for individuals, employers and governments across Canada. We are proud to be a not-for-profit organization dedicated to giving back to the communities where we live and work, and to ensuring our employees thrive in our award-winning, collaborative culture. We are one of Canada's Most Admired Corporate Cultures and are recognized as a Caring Company, a prestigious designation awarded to companies that considered to be national leaders in community investment and social responsibility.
Along with Medavie Health Services, we are a national health organization with over 6,400 employees. Together, our mission is to improve the wellbeing of Canadians. We do this by living our shared values of being caring, accountable, responsible, innovative and community-minded.
We cherish and value the relationships that we build with our customers and are deeply committed to our employees. We are focused on ensuring the health and wellness of our employees and their families, along with personal and professional growth through a variety of programs and support at all levels of the organization.
If you are looking for a senior leadership role in a challenging, fast-paced and team-oriented work environment with a leading national organization, the Vice President Business Development role is the role you want.
Job Title: Vice President, Business Development Department: Business Development Competition: 5501 Internal/External: Internal/ External Employment Type: Full Time, Permanent Location: Etobicoke, Montreal, Moncton or Dartmouth Salary: Competitive Compensation and Benefits Reports To: President Closing Date: October 19, 2019
Reporting to the President of Medavie Blue Cross, the Vice President of Business Development is directly responsible for driving sales in all markets, as well as leading the direction of the pricing and underwriting of our group and individual business lines. This leader oversees our group business sales strategy, identifies and manages strategic business opportunities and partnerships to maximize our growth potential and oversees our sales team activities in the various markets in which we operate. As a key member of the leadership team, this individual also is responsible for and directs management of all pricing and risk selection decisions. M anaging a team of highly motivated and results orientated sales, underwriting, and actuarial professionals this role is instrumental to the execution and delivery of the organization's growth and related strategic objectives.
Key Responsibilities
  • Develop and implement innovative sales strategies to maximize business opportunities, and drive growth and retention of clients in all lines of business and markets (Ontario, Quebec and Atlantic).
  • Drive business growth by expanding existing distribution channels and developing new distribution partnerships for group and individual business through a clear understanding of the business needs of group clients, consultants, advisors and individual consumers.
  • Build a disciplined sales process that effectively manages leads and prospects through the sales funnel including prospecting, discovery, proposal development and deal closure.
  • Manage sales performance against corporate objectives including quotation activity, identification of new revenue streams, analysis by region and market sector, and maintaining an appropriate reporting structure that shows the value of the sales pipeline and accurate forecasting for recognized revenue.
  • Develop and implement annual sales plans, ensure sales team member plans are developed and executed to c reate a culture of success.
  • Grow the financial profitability of Medavie Blue Cross' group and individual business by executing a balanced growth and underwriting and pricing strategy that successfully attracts and retains business.
  • Conduct regular analysis on pricing effectiveness and recurring trends, ensuring balance between maintaining competitiveness and maximizing margin and provide consistent high quality underwriting decisions within the company's acceptable underwriting parameters and lead a periodic review and recommend to management changes as appropriate to our underwriting practice and guidelines
  • Identify emerging trends and market opportunities for group and individual business and work with Product and Marketing teams to deliver new product offerings and solutions that produce new revenue streams.
  • Collaborate with Operations and Disability Management teams to ensure the proper customer experience across the company to develop, maintain, and execute an on-going strategy that exceeds customer expectations and contributes to market leading client satisfaction
  • Collaborate with other members of the senior management team to develop strategic plans and the preparation of annual business plans and budgets.
  • Maintain and develop key client stakeholder relationships through a strategic business development plan; manage key customer relationships and participate in closing opportunities where appropriate.
  • Lead and manage direct reports, building a cohesive management team and ensuring the sales, underwriting, and actuarial pricing teams achieve the business objectives and strategy of Medavie Blue Cross
  • Represent Medavie Blue Cross at industry associations and events and effectively present our value proposition to a variety of audiences and stakeholders.

  • Key Selection Criteria
    • 10-15 years of progressive leadership experience in group insurance environment
    • Decisive, results- and action-oriented leader who has successfully implemented organizational change
    • University degree in business/marketing and/or related discipline
    • Ability to manage client expectations with innovative solutions
    • Strong leadership skills with the ability to build and motivate teams situated in multiple regional markets
    • Demonstrated history of growing business and improving margin
    • Creative and energetic leader, passionate about the business
    • Ability to adapt to change while striving to improve process and efficiency
    • Builds strong relationships with key stakeholders
    • Ability to manage multiple priorities through concurrent transactions, customer issues and internal priorities
    • Detailed knowledge of our market and our competitive positioning in servicing needs
    • Strong financial acumen coupled with a strong understanding of Group and Individual insurance underwriting and pricing practices
    • Sound knowledge of Salesforce would be a definite asset
    • Well-developed executive presence to represent the company with customers and partners in the field

    Note: There will be travel in this role, primarily throughout Central and Eastern Canada.
    We are an Equal Opportunity Employer. In accordance with the Accessibility for Ontarians with Disabilities Act, 2005 and the Ontario Human Rights Code , Medavie Blue Cross will provide accommodations throughout the recruitment, selection and/or assessment process to applicants with disabilities. If selected to participate in the recruitment, selection and/or assessment process, please inform Medavie Blue Cross Human Resources staff of the nature of any accommodation(s) that you may require in respect of any materials or processes used to ensure your equal participation. All personal information is collected under the authority of the Municipal Freedom of Information and Protection of Privacy Act .
    We would like to thank all candidates for expressing interest. Please note only those selected for interviews will be contacted.
    Medavie Blue Cross is an equal opportunity employer.
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    About Medavie Blue Cross

    Join an exceptional organization!

    Medavie Blue Cross is proud to be one of Canada's Most Admired Corporate Cultures. The insurance business is about more than just claims - it's about relationships too. As a not-for-profit health care provider, caring for our employees, our clients and our communities is core to who we are.

    Why Work with Us?

    Medavie Blue Cross is a leading member of the Canadian Association of Blue Cross plans that collectively provide coverage to over seven million Canadians. As a not-for-profit organization, we provide health, dental, travel, life and disability benefits to individuals and organizations, and administer various government-sponsored health programs. Our shareholders are the employees, clients and communities we serve. We channel an annual social dividend to the Medavie Health Foundation as part of our commitment to helping Canadians live their best lives, both mentally and physically.

    Engaging Culture

    We've been recognized as one of Canada's Top 10 Most Admired Corporate Cultures, and embrace this honour every day. We are big enough to make a difference but small enough that everyone can have a voice, influence outcomes and see the impact of their work. You'll join a team of talented individuals who have passion, experience and motivation to make a difference in the lives of customers. People stay because of the relationships they form with coworkers and customers.

    Total Rewards Package

    We offer competitive compensation and great benefits like a comprehensive health and dental plan that is 100% paid by us, pensions with contribution matching, RRSPs, and short and long-term disability and life insurance. We strive to provide a stable work environment dedicated to long-term, healthy employment relationships so you can excel in what you do.

    Healthy Work Environment

    Our work environment enables employees to be respected and fulfilled both professionally and personally through healthy relationships, work-life balance and meaningful work. We are committed to our employees' health and wellbeing, but we know improving health outcomes starts with us. That's why we believe employees who are given flexibility and are able to balance their career and lives will contribute more.

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