Sr. Director, Broker Sales

SCAN Group
paid holidays, tuition reimbursement, 401(k)
United States, California, Long Beach
Feb 14, 2025
Description About SCAN SCAN Group is a not-for-profit organization dedicated to tackling the most pressing issues facing older adults in the United States. SCAN Group is the sole corporate member of SCAN Health Plan, one of the nation's leading not-for-profit Medicare Advantage plans, serving more than 285,000 members in California, Arizona, Nevada, and Texas. SCAN has been a mission-driven organization dedicated to keeping seniors healthy and independent for more than 40 years and is known throughout the healthcare industry and nationally as a leading expert in senior healthcare. SCAN employees are a group of talented, passionate professionals who are committed to supporting older adults on their aging journey, while also innovating healthcare for seniors everywhere. Employees are provided in-depth training and access to state-of-the-art tools necessary to do their jobs, as well as development and growth opportunities. SCAN takes great pride in recognizing our team members as experts in their fields and rewarding them for their efforts. If you are interested in becoming part of an organization that is innovating senior healthcare visit www.thescangroup.org, www.scanhealthplan.com, or follow us on LinkedIn; Facebook; and Twitter. The Job The Sr. Director, Broker Sales is responsible for leading and driving broker sales strategies across Southern California, ensuring the achievement of ambitious growth and retention goals. This role oversees the entire broker distribution channel within the region, providing executive leadership and direction to Broker Account Executives, FMOs, agencies, and independent brokers. The Sr. Director will focus on expanding market presence, optimizing sales performance, and strengthening relationships with key distribution partners to position SCAN as the Medicare Advantage plan of choice. Given channel interaction within a market, the Sr. Director will also provider overall market-level thought leadership to support overall sales across Southern California. As a senior leader, this role will drive operational excellence, ensure compliance, and collaborate cross-functionally to align broker sales strategies with the company's overall business objectives. You Will Strategic Leadership & Sales Growth Develops and executes multi-year strategic sales plans to drive market expansion, competitive positioning, and sustainable membership growth across Southern California. Establishes and manages sales targets, forecasting models, and performance metrics to ensure alignment with corporate goals. Oversees broker distribution initiatives, identifying new opportunities to enhance market penetration and optimize broker network effectiveness. Leads go-to-market initiatives for new product launches and service area expansions in coordination with marketing and product teams. Broker Channel Management & Optimization Provides executive oversight to Broker Account Executives, ensuring effective management of FMOs, agencies, and independent brokers to drive maximum sales performance. Strengthens relationships with top-tier FMO partners and broker distribution networks, negotiating agreements and ensuring SCAN remains a preferred partner Implements best practices to improve broker onboarding, engagement, and retention, enhancing productivity across all sales channels Develops strategies to expand and optimize broker recruitment efforts, ensuring a continuous pipeline of high-performing agents. Operational Excellence & Compliance Ensures all broker sales operations adhere to state and federal regulations (CMS, DOI, etc.), maintaining high compliance standards and mitigating risk. Partners with internal departments (Compliance, Marketing, Network Development, and Member Services) to streamline processes and improve broker support infrastructure. Leverages data analytics to monitor sales trends, broker performance, and identify areas for process improvement. Leads continuous training, performance coaching, and professional development programs to ensure Broker Account Executives and agents meet and exceed expectations. Executive Collaboration & Influence Serves as a key thought leader within SCAN's sales organization, collaborating with executive leadership to shape enterprise-wide sales strategies Collaborate with other channel leaders, such as those overseeing Field, Telesales, Community Business Development, and Digital to support SCAN's overall growth for Southern California. Acts as a senior representative in industry events, community partnerships, and broker-related forums, reinforcing SCAN's brand positioning Provides ongoing market intelligence, competitive insights, and strategic recommendations to Chief Growth Officer, VP of National Broker Sales, and other senior leaders. People Leadership & Development Leads, mentors, and inspires a high-performing team of Broker Account Executives to drive engagement, accountability, and performance excellence Establishes performance benchmarks and holds team members accountable for achieving key objectives Champions a culture of collaboration, innovation, and continuous professional development. Contribute to team effort by accomplishing related results as needed. Travel as needed in local market ares. Actively support the achievement of SCAN's Vision and Goals. Other duties as assigned. Your Qualifications Bachelor's Degree or equivalent experience Current license(s) to sell Medicare products in California required 12+ years of progressive Medicare Advantage sales leadership experience, with at least 5 years in a senior leadership role managing multi-regional broker sales teams Proven track record in building and scaling broker sales strategies to drive revenue growth in large, complex markets Deep expertise in Southern California's Medicare market dynamics, competitor landscape, and broker distribution channels Strong negotiation, relationship management, and executive-level presentation skills High proficiency in data-driven decision-making, CRM tools, and MS Office Strategic Market Expansion & Growth Planning - Ability to assess market opportunities, identify growth areas, and implement long-term sales strategies that drive membership growth across Southern California. Advanced Contract Negotiation & Relationship Management - Expertise in negotiating contracts, partnership agreements, and incentive structures with FMOs, agencies, and brokers to ensure SCAN remains a preferred Medicare Advantage plan. Cross-Functional Collaboration & Executive Influence - Strong ability to align broker sales strategies with corporate initiatives by collaborating with executive leadership, marketing, product development, compliance, and provider relations teams. Data Analytics & Performance Optimization - Proficiency in using sales analytics, CRM systems, and performance metrics to monitor broker productivity, assess ROI, and make data-driven decisions for continuous improvement. Change Management & Adaptability - Ability to lead teams through change, adapt to regulatory shifts, and implement new sales strategies in response to evolving Medicare Advantage market dynamics. What's in it for you? Base Pay Range: TBD Work Mode: Mostly remote An annual employee bonus program Robust Wellness Program Generous paid-time-off (PTO) along with 11 paid holidays per year, 1 floating holiday, birthday off, and 2 volunteer days Excellent 401(k) Retirement Saving Plan with employer match Robust employee recognition program Tuition reimbursement An opportunity to become part of a team that makes a difference to our members and our community every day! We're always looking for talented people to join our team! Qualified applicants are encouraged to apply now! At SCAN we believe that it is our business to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects our community through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. SCAN is proud to be an Equal Employment Opportunity and Affirmative Action workplace. Individuals seeking employment will receive consideration for employment without regard to race, color, national origin, religion, age, sex (including pregnancy, childbirth or related medical conditions), sexual orientation, gender perception or identity, age, marital status, disability, protected veteran status or any other status protected by law. A background check is required. #LI-JA1 #LI-Hybrid Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)