POSITION DESCRIPTION
Position Title: Regional Manager
Date Prepared: May 2009
Department: Marketing Sales
Reports to: Senior VP of Sales &
Chief Marketing Officer
Position Number: 395
Classification: Exempt
Nature and Scope:
Represent PacificSource in the marketplace and solicit clients for PacificSource products and
services. Build positive broker relationships in the assigned region, through education of company
products and services. Provide direct sales and service to employers as needed. Managed and
supervise local office functions and personnel. Promote and maintain relationships with key
provider groups.
Essential Functions:
1. Coordinate with and assist the Sales and Marketing Department in Springfield to determine
customer needs in the assigned sales territory.
2. Supervise training and assignments of Client Service Representatives and regional office
personnel. Conduct regularly scheduled staff meetings to ensure current knowledge of
sales promotions, advertising, new products, marketing policies, etc.
3. Supervise turnaround on quotes and proposals.
4. Investigate client complaints.
5. Establish and maintain relationships with brokers through scheduled appointments and cold
calls. Provide brokers with marketing tools and materials to represent PacificSource products.
6. Maintain regular communications with brokers to keep them current on pertinent information,
i.e., trend, renewals, products. Manage written proposals with brokers by personally assuring
comprehension of benefit and plan options and assist with sales and follow-up as needed.
7. Attend and contribute to the Agent Advisory Board meetings.
8. Follow up with agents on renewal rates received from the Marketing Department in
Springfield. Contact agents of record at least four weeks prior to group renewal to determine
renewal/termination likelihood. Offer alternate or optional benefits quotes, as appropriate.
Determine reasons for terminations and relay the information to the Vice President of Sales
and Marketing. Assist with renewals as appropriate.
9. Negotiate with agents and group in order to renew accounts and maintain financials.
10. Write large group proposals coming from external agents. Complete large group proposal
request forms, benefit designs, and plan options on a timely basis.
11. Deliver quotations and assist with sales and follow-up. Suggest additional plan options to
agents.
12. Establish and maintain relationships with associated vendors of allied products.
13. Provide service to employers contacting PacificSource directly.
14. Assure that employer applications, census information, and employee applications are
completed and sent to the Springfield office for approval.
15. Handle or oversee new business administration by completing Group Master Application,
calculating premiums, and verifying employee enrollment applications. Collect all other
necessary forms for completion of new group set up. Notify home office of any carrier change
in coverage as required by state insurance laws. Prepare enrollment packets, including
employee certificates, identification cards, benefit descriptions, and any other necessary
materials to distribute at employee meetings.
16. Prepare materials and presentations for meetings, with the assistance of the Client Service
Representative. Conduct or oversee new group enrollment and orientation meetings. Present
medical and optional benefits, administrative procedures, provider networks, and access to
PacificSource for assistance.
17. Provide explanation of administrative procedures with employers, to include manuals, billing
procedures, identification cards, etc.
18. Complete agent licensing assignments and send them to the home office.
19. Complete new business commission information and sends it to home office.
20. Oversee agent distribution in assigned region. Determine which agents are appointed and
manage them to represent PacificSource favorably in the market.
21. Analyze underwriting income by market segment.
22. Operate with in budget.
23. Represent PacificSource at community events and functions.
24. Assist Provider Contracting Representatives in maintaining and negotiating key provider
contracts and relationships.
25. Perform other duties as assigned.
Relationships: Establish and maintain positive broker relations. Work closely with brokers,
employers, and associate vendors. Work as a team member with Client Service Representative.
Act as a technical coach for developing the Client Service Representative’s skills in group
meetings. Interact with all departments and employees in the regional and Springfield offices in
the course of business. Regular regional and local travel by automobile and occasional distance
travel by commercial air carriers.
Qualification Requirements:
Work Experience: Five years health insurance experience. Two years health insurance
sales experience. Well developed relationships within the insurance community. Previous
management experience preferred.
Language skills: Excellent communication skills, both written and verbal.
Mathematical Skills: Basic math skills required, including percentages, ratios, graphing
and spreadsheet skills.
Reasoning Ability: Requires ability to define and prioritize problems and manage
workload without direct supervision.
Education, Certificates, Licenses, Registration: Current Department of Insurance Life
and Health License or eligible. Licensed Idaho driver.
Other Skills and Abilities: To develop a thorough understanding of PacificSource
products and the competitive environment. A working knowledge of underwriting and risk
factors. Responsible to support the mission of PacificSource Health Plans, meet
departmental goals and performance standards. Establish and maintain positive broker
relations. Timely and accurate response to client needs and requests. Responsible to
represent the entire staff in the marketplace through expertise, reliability and
professionalism. Self motivator. Thorough understanding of health insurance issues, both
national and State, and the factors that affect the insurance market.