Senior Specialist - Key Accounts at Discovery Limited

Key Purpose

To lead and drive the delivery of:

• The strategic objectives of the various Field Force teams within Discovery Health Operations in collaboration with the Ops leadership team
• Field Force teams include the Health Professional, Corporate Services, Hospital Benefit Specialist and Care Coordination teams
• Continuous improvement initiatives to increase the effectiveness and efficiency of the above teams informed by industry best practice and research trends

Areas of responsibility may include but not limited to

The successful applicant will be responsible for but not limited to the following job functions:

• Accountable for the management of the Field Force functional streams to deliver on key initiatives and projects. These streams include Field Force Operations, Enablement and Training
• Lead and drive the strategic objectives relevant to each field force team, with a particular focus on optimization of field effectiveness and efficiency drivers
• Day to day support to the operational leadership teams to ensure optimal client engagement
• Facilitate integration and alignment across relevant field force teams to ensure a standardised approach, best practice and opportunities for improvement are realised
• Collaborate across relevant business units to raise the profile of field force teams and ensure go to market strategy alignment with key business objectives
• Responsible for the development of the FE Field Force stream with a focus on building a strong talent pipeline and building awareness of these specialised functions – i.e. Operations, Enablement and Training
• To assess the impact of new initiatives on the existing field force go to market approach and ensure strategies are refined accordingly
• Business owner and subject matter expert with regards to Key Account Management and field-based roles within Health Operations
• Ensure that all requirements related to mid-year and Year End projects requiring Field Force support are met.
• Chair relevant steercoms and forums
• Attend meetings and forums relevant to each function or product as the subject matter expert.
• Review data and trends and make recommendations on any new initiatives and processes to enhance the area.
• Staying abreast of national and international industry trends, best practice and standards of excellence.
• Monitor and analyse the performance of operational areas which aids in identifying trends for improvement.
• Analysis and formulation of executive updates, reports and dashboards.
• Review audit findings relevant to the function and implement the necessary steps to address.
• Coordinate bi-annual incentive reviews for the skills within the function.
• Coordinate bi-annual iQS Objective reviews to ensure that the targets are still relevant for the skills within the function.

Personal Attributes and Skills

• Takes initiative and works under own direction.
• Takes responsibility for actions, projects and people.
• Motivates and empowers others.
• Upholds ethics and values; demonstrates integrity.
• Easily establishes good relationships with customers and relates well to people at all levels.
• Gains clear agreement and commitment from others by persuading, convincing and negotiating.
• Applies specialist and detailed technical expertise.
• Works strategically to realise organisational goals.
• Consistently achieves all goals.
• Define business requirements and oversee development of required reports.
• Retain a formal and professional manner.
• Dynamic, strategically minded visionary who adapts to changing circumstances.
• Identifies opportunities for continuous improvement in the organization.
• Analytical thinking ability: ability to split a task or problem into its component parts and use these in a logical and systematic manner to reveal all the implications of the consequences of situations. Healthcare, Insurance and Business Acumen.
• Ability to solve problems where solutions are not obvious.
• Understands the implications of issues, problems or opportunities and is able to respond appropriately to/make a decision on the information available.
• Ability to take initiative.
• Ability to identify the most appropriate approach to a situation based on knowledge and experience gained over time.
• Communication Skills: able to communicate clearly both verbally and in writing. Ability to communicate logically and objectively is essential components of this role.
• Reporting Skills: ability to consolidate information and compile reports reflecting the necessary relevant information.
• Assertiveness coupled with flexibility and adaptability. A quality orientation with acute attention to detail.
• Exceptional interpersonal and networking skills at different levels.
• Ability to make prompt, clear decisions, which may involve tough choices and considered risks. Solution oriented approach that is able to identify, drive, and implement effective decisions.
• Dynamic, strategically minded visionary who adapts to changing circumstances.

Education and Experience

• Matric
• Lifesciences and/ or Business related degree

Experience

• Background and work experience in sales/ key account management in the financial services/healthcare industry
• Relevant Mid to senior management experience of at least 3 years
• Proven track record and successful implementation of salesforce effectiveness initiatives

Knowledge required

• Sales force effectiveness models
• Sales/ account management, marketing & servicing principles
• Relevant analytical and CRM models and platforms
• Healthcare legislation and industry knowledge
• Experience with knowledge of Discovery Products and processes preferable