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Director, Specialty Broker and Consultant Relations



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Posted on Tuesday, August 29, 2023


The Director, Broker and Consultant Relations will work with the Humana . The Director, Broker and Consultant Relations will work with the Humana Ancillary senior leadership team to develop and maintaining effective relationships with leadership within the national consultant and brokerage firms in an effort to retain and grow assets through the distribution channel.


This role will be responsible for maximizing Humana’s Ancillary products and broker specific business plan to continue to educate firm consultants/brokers and associates to differentiate Humana from the competition. The Director, Broker and Consultant Relations will also design effective distribution solutions to optimize current revenue streams, and the development of innovative solutions to drive holistic and incremental revenue growth across the full spectrum of Humana’s solutions both short term and long term.

The Director, Broker and Consultant Relations will work with the Humana Ancillary senior leadership team to develop and maintaining effective relationships with leadership within the national consultant and brokerage firms in an effort to retain and grow assets through the distribution channel.

This position can be remote


Working with local market and executive leadership to determine which channel partners align best with Humana’s Ancillary Go To Market Strategy.

Develop strategic relationships at the corporate and market levels with these firms and

  • Be viewed as a trusted partner
  • Form relationships with key peers, partners, senior management and external contacts (build and cultivate supportive relationships with leadership at national and local levels)
  • Use relationships to add value as a strategic resource to both the product and sales organization
  • Develop and sustain favorable relations, including developing points of alignment in a fragmented and disrupted relationships at national and local levels
  • Sell Humana’s “value of integration” including new and emerging ancillary products, ideas and value-added initiatives
  • Continue to drive Humana’s best interests with mutually beneficial areas of improvement
  • Partnering with Sales to develop firm specific strategic plans for growth at the segment(s) and market levels
  • Build partnerships performance metrics and targets
  • Net growth as the Key measurement of success alignment around Humana’s integrated value proposition identify new initiatives to expand Humana’s offerings and value Focused on Humana key objectives to benefit the organization, not necessarily the brokerage firm
  • Negotiate and communicate key performance targets, bonus programs and other with partner firms
  • Partner with internal and external stakeholders such as Sales, Producer Value Stream, Finance, Legal, Underwriting, Marketing and others to ensure the appropriate objectives and priorities are enabled within the sales organization
  • Provide clear and consistence communications to Humana internal teams and stakeholders
  • Develop and manage brokerage firm specific Bonus programs and incentives
  • Develop competitive compensation targets with brokerage firm consistent with their overarching growth strategy
  • Work with Humana corporate and local RVPs to develop emerging bonus programs directed to larger national and local firms that are specific to them
  • Provide tracking and communication on such programs to brokerage firms’ and local markets
  • Work with local markets and marketing to develop brokerage specific campaigns and other promotions to help them collectively develop their / Humana’s pipeline

Required Qualifications

  • Bachelor’s degree
  • Must have or be willing to obtain a Health and Life license
  • Seasoned, respected leader with a minimum of 10 years of experience in the employee benefits industry. Sales and/or Consulting, Broker experience a plus
  • Experience working with Large Accounts
  • Proven ability to develop strong customer/producer relationships. Understand the needs and expectations and can develop an aggressive strategy that will increase revenue, profitability and persistency while providing the services and solutions to expand market presence
  • Enterprise thinker with proven ability to influence across a matrix environment. Ability to develop relationships across all levels of the organization as well as externally.
  • Ability to interpret and use data and analytics to develop producer strategy and drive value creation
  • Demonstrated ability to influence others and utilize resources to accomplish tasks. Strong communication, interpersonal and presentation skills.
  • Comfortable dealing with and managing an ever changing, highly competitive industry/environment; communicates optimism and confidence in the future
  • Proven ability to identify opportunities for optimization and driving change within an organization to align projects to achieve the overall business objectives
  • Ability to work in ambiguous or new situation by demonstrating a structured approach to diagnosing the problem, analyzing alternatives, recommending and implementing best solutions
  • Heavy travel nationwide is required for the role

Additional Information

At minimum, a download speed of 25 Mbps and an upload speed of 10 Mbps is recommended; wireless, wired cable or DSL connection is suggested.

· Satellite, cellular and microwave connection can be used only if approved by leadership

· Associates who live and work from Home in the state of California, Illinois, Montana, or South Dakota will be provided a bi-weekly payment for their internet expense.

· Humana will provide Home or Hybrid Home/Office associates with telephone equipment appropriate to meet the business requirements for their position/job.

· Work from a dedicated space lacking ongoing interruptions to protect member PHI / HIPAA information



Scheduled Weekly Hours


Pay Range

The compensation range below reflects a good faith estimate of starting base pay for full time (40 hours per week) employment at the time of posting. The pay range may be higher or lower based on geographic location and individual pay decisions will vary based on demonstrated job related skills, knowledge, experience, education, certifications, etc.

$133,000 - $182,800 per year

This job is eligible for a commission incentive plan. This incentive opportunity is based upon company and/or individual performance.

Description of Benefits

Humana, Inc. and its affiliated subsidiaries (collectively, “Humana”) offers competitive benefits that support whole-person well-being. Associate benefits are designed to encourage personal wellness and smart healthcare decisions for you and your family while also knowing your life extends outside of work. Among our benefits, Humana provides medical, dental and vision benefits, 401(k) retirement savings plan, time off (including paid time off, company and personal holidays, volunteer time off, paid parental and caregiver leave), short-term and long-term disability, life insurance and many other opportunities.