The Executive Director of Sales Enablement and Operations directly impacts membership and margin growth by delivering coordinated internal and external compensation programs and budgets, and by developing and implementing scalable operational initiatives that improve KP’s internal and external seller efficiency and effectiveness. This position is responsible for Sales Enablement and Operations in the Northern California, Southern California, Colorado, Georgia, Hawai’i, Mid-Atlantic, Northwest, and Washington regions.  This position’s key stakeholders include KP’s Market Presidents, MSBD VPs, Line of Business (LOB) leaders, market-facing staff, and sales channel distribution partners (“Channel Partners,” such as brokers, consultants) within Northern California, Southern California, Colorado, Georgia, Hawaii, Mid-Atlantic States (Maryland, Virginia, and the District of Columbia), Northwest and Washington. This position drives growth and revenue through: Managing internal and external compensation programs and budgets. Ensuring that incentives for internal sales teams and external channel partners are, compliant, auditable, and aligned to effectively achieve KP’s growth and revenue targets. Improving sales performance through data-driven insights about sales pipelines and performance reviews with sales teams and leadership. Leading the execution of go-to-market initiatives that deliver on KP’s sales strategies. Creating a positive first impression with brokers and other channel partners through the license and appointment process that will encourage them to sell KP. Managing broker and channel partner contracts to ensure effectiveness and compliance. Leading overall sales operations functions and driving adoption of the most effective operational processes to allow Sales & Account Management teams to focus on selling.

• The ED is responsible for providing ongoing leadership and direction in the continuous improvement of KP’s Sales Operations capabilities. This includes, but is not limited to, strategic partnership and planning to oversee the development and implementation of highly complex, effective strategies consistent with the business and competitive strategy of the organization and the functional areas supported across the enterprise. The following summarizes the major functions and accountabilities:


• Broker Compensation Shared Services: Provides broker administrative support and deliver timely, compliant, accurate and transparent broker incentive compensation to over 10,000 external channel partners. Includes: license oversight and appointing, administration and compensation issue resolution, book of business maintenance, broker of record attribution, commission crediting, and payment execution, and compensation plan consultation/ design.


• Sales Incentives Shared Services: Delivers timely, compliant, accurate, and transparent incentive compensation administration and sales crediting services to more than 1,300 internal KP sales staff. Includes: compensation administration (quota setting, incentive plan document administration, payment and bonus administration, reporting, and customer service for items pertaining to SIP onboarding, incentive plan payments, process, and compensation administration), and Sales Crediting (calculation of sales incentive results, management of adjustments and reporting, and centralized customer service for items pertaining to sales incentive results)


• Enterprise Event Ticket Management:  Implements and manages a compliant, centralized, standardized application tracking and reporting solution to purchase, distribute, track, monitor, and report the use of event tickets that cover Marketing, Sales & Account Management and Public Affairs across all markets 


• Sales Operations Shared Services: Determines objectives and sets strategy and priorities; anticipates potential threats or opportunities and vet them within the organization and with organizational leaders as appropriate; enacts strategic planning with a long-term as well as short-term perspective; proactively engages client leaders and matrix partners to implement change initiatives; develops and/or encourages new ideas/approaches to ensure organization metrics are met and customer payments are delivered in a timely, accurate manner.


• In-Market Sales Enablement: Delivers market-specific support of sales and account management with geo-based staff. Includes: projects and process improvement and go-to-market initiatives, pipeline management support, and review discussions, key performance indicator insights reporting, and the coordination and execution of business performance reviews with each market’s go-to-market teams and MSBD leadership. 


• Enterprise Channel Operations: Provides market-specific support of channel go-to-market initiatives and enterprise channel operations. Includes: channel commissions and bonuses, General Agency contract details, Channel Partner bonus programs and the coordination of KPIF and Small Group enterprise commission recommendations.


• Sales Process Operations: Manages the centralized operations for sales support work, supporting all markets. Includes: SalesConnect user support and enhancement requests, Market-specific sales reporting and/or data mining, Sales Connect data quality, and ticket management.


• High-performing Team: Leads a team of leaders responsible for recruiting, developing, and retaining high-performing service delivery professionals; the executive and their leaders place a high value on the importance of a diversity of viewpoints and life experiences.


• This executive leader must have the ability to develop relationships and collaborate with a broad range of KP leaders and stakeholders, including Senior Executive Health Plan, MSBD Vice Presidents, Market Presidents, and the leaders of other national and market-based functions. This role must engage with the external marketplace to lead the operational support of KP’s partners - from the largest and most strategic Enterprise-Wide Channel Partners to those serving the small group and individual market, and across a wide spectrum of technological complexity. This leader has the proven ability to: “break silos” that inhibit cross-functional collaboration; partner with the leaders of go-to-market strategy to create clean, efficient operations and strategy execution; represent the ‘voice of the market’ to KP leaders and internal teams; and has a breadth of experience, including leadership ability, knowledge of sales process and support of market-facing teams; and strength in written and verbal communications.