Founded by physicians in 1975 as the first open-access health plan in the State, Medica is an independent, non-profit health services company headquartered in Minneapolis that serves communities in Minnesota, Iowa, Missouri, Illinois, Wisconsin, Nebraska, North Dakota, South Dakota Oklahoma, Kansas, Wyoming, and Arizona. The company provides healthcare coverage in the employer, individual, Medicaid, and Medicare markets. It has approximately 3,000 employees and covers approximately 1,500,000 members. Medica is in a growth mode and is increasing offerings to members as well as expanding into new markets in an effort to meet their mission of being a trusted health plan of choice for customers, members, partners, and employees. Medica partners in the communities it serves as demonstrated by the grant-making work of the Medica Foundation and through active employee giving and volunteer programs.

Position Overview

The Vice President, Commercial Sales and Retention will be an innovative, driven, and inspiring leader accountable for developing and executing commercial net client growth and retention plans based on Medica’s corporate goals and objectives. This role oversees the commercial sales and account management teams for a region that includes MN, IA, NE, ND, SD, AZ, KS, WY & MT. Commercial market solutions are currently offered in MN, IA, NE, ND, and SD, with future expansion plans to other states. This Vice President will be responsible for setting direction, supervising staff, and monitoring activities that enhance key commercial brokerage relationships, lead identification, target prospecting, RFP strategy development, product innovation, and sale closure. The role works closely with the business development team for geographic expansion, and influences product development by providing marketplace input on financial decisions. The Vice President will leverage Medica’s success and value proposition through its sales and service teams’ proven ability to develop effective business relationships while also providing value to members through a consultative sales approach.

Qualifications: 

• Bachelor’s degree required; concentration in Business, Marketing, Sales, or Finance preferred.
• Minimum of 10 years of experience in managed care, health benefits, consulting or related industry is required.
• Demonstrated sales skills and experience and a successful track record of selling to and managing customer and distributor relationships of varying sizes, locations, complexities, and sophistication.
• Demonstrated success in selling commercial managed care products and in achieving growth within existing accounts.
• Proven ability to implement new and innovative sales and service strategies and approaches to gain additional market share/penetration with small, medium, and large companies.
• Possesses a strategic and creative mindset, capable of developing and executing a vision, and ability to establish and build trusting relationships with internal and external stakeholders.
• Track record of effective sales leadership and mentorship and proven success developing high-performing teams (with new incentive models) that has resulted in growth.

Salary will be commensurate with experience and will take into consideration a base midpoint of $255,000. Additional compensation for this position includes 30% annual bonus, 25% long term incentive, plus contribution to an executive retirement plan. A generous benefits and relocation package will also be offered.

Please submit resumes, inquiries, and referrals in confidence to:

Betsy Mullenix
Senior Search Associate
Grant Cooper | Diversified Search Group
mullenix@grantcooper.com