Fallon Health


    Location US-MA-Worcester
    Posted Date 1 month ago(10/15/2018 4:21 PM)
    Job ID
    # Positions
  • Overview

    This role could be based at either the Worcester office of UltraBenefits, Pembroke office of Group Insurance Service Center but some travel between sites will be required.



    UltraBenefits (UB) and its subsidiary Group Insurance Service Center (GISC) are two very reputable and successful Massachusetts based TPA organizations and both are business entities under Fallon Health. What makes this a very unique and exciting opportunity is that this new Vice President is a first of its kind role and will have oversight of Sales and Account Management for both TPA organizations. Although both firms are profitable we feel there’s greater opportunity for growth and expansion and this key new leader will have the autonomy to make a great impact and taking sales, membership and revenue to the next level. In addition to growth we are looking to better integrate both offices and influence synergies in best practices to the TPA/Self-Funded Plans sales cycle.


    UB is based in Worcester, MA and GISC is in Pembroke, MA and we are open-minded on where the new VP lives within the state. They will need to spend time at both locations.                        


    The Vice President of Sales and Account Management is responsible for the development of sales strategy and the management of new business sales and customer retention. The position includes managing the sales and account management team to drive sales growth, manage the distribution channel, manage the underwriting process with stop loss partners on both a new business and retention basis, and the support/develop  new strategies to retain current customer.


      • Develop and execute on strategy to drive new TPA services sales for UltraBenefits.
      • Develop strategic alliances and distribution partnerships with benefit brokers and consultants in target markets.
      • Build and maintain strong external relationships with current and new stop loss partners – direct carrier writers and Managing General Underwriters (MGU’s) – in support of new sales and business retention.
      • Build and maintain strong external relationships with vendor partners that support the service platform offered to customers.
      • Monitor customer experience to identify areas for development/improvement
      • Manage account executive team servicing customer needs.
      • Identify industry trends and emerging customer requirements to drive product enhancements activities to improve product offers for new and current customers.
      • Evaluate vendor partners to identify potential new services to bring to market.
      • Identify opportunities to improve operational processes that will drive efficiencies and improve customer, broker and employee satisfaction 





      • 10+ years of experience in employee benefits sales or consulting industry.
      • Experience with self-funded benefit plans (TPA ideal)
      • Leadership experience with employee benefit sales.
      • Excellent oral and written communication skills and ability to build credibility to gain the confidence of key brokers and consultants
      • Understanding of organizational dynamics of brokerage houses
      • Strong people skills with direct experience in successfully forging and managing strategic relationships
      • Strong analytical skills to interpret experience data and communicate solutions to customers
      • Strong organizational skills and project management skills
      • Self-starter and ability to operate independently
      • Ability to travel




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