01/21/2011
Changes to Regence BlueShield Sales division
As I have noted in previous communications to you, this is a time of unprecedented challenges in our industry. As health care costs continue to rise, insurers continue to do our part to contain costs for our members, look for business efficiencies where possible, and comply with the broad requirements of reform.
Regardless of the changes in the environment, our solid commitment to our members, business partners and communities in which we operate remains unchanged. Therefore, we need to make some organizational changes to fulfill this goal.
Some of our recent changes have included process improvements, such as our "renew as is" policy and new business submission deadlines designed to improve administrative efficiency and reduce operating expense. Other actions that have understandably garnered significant attention within the Producer community include Individual market and small-group (1 to 9 employees) commission changes and staffing reductions on our Sales Management team.
Today, I want to let you know about changes we completed this week to realign our Sales organization across several market segments.
- Individual & Medicare: We have merged the responsibilities of our Individual and Medicare sales executive positions. Considering common skill sets and market relationships, we are now driving accountability for both lines of business through each sales executive. By combining the sales function for these lines, we have more flexibility to manage the varying workflows at different times of year. This change resulted in the elimination of one sales executive position.
- Micro group (1 to 4): We restructured this area to be more efficient in processing transactions. This unit now has one new business sales executive (Janice Whalen) and one existing business account executive (Cindy Smith). Janice and Cindy will be supported by two sales specialists, who will process transactions through our underwriting and group services systems. We expect to have these two specialist roles filled within the next month. In the meantime, the existing micro account executive team will continue their current roles through the end of February. Management responsibility for this unit is transitioning from Shannon Fuhrman to Kimberly Thielman.
- Small group account management (5 to 149): Previously, our team members handled either community business (5 to 49) or merit business (50 to 149). We recognized that we can operate much more efficiently by merging these sub-segments. After evaluating books of business and considering our new renewal processes, we reduced the staff on this team from 14 to eight account executives. Anne Gettman remains the manager for small group account management. If your book of business is moving to a new account executive, you will be notified in the coming days.
- South Sound Sales & Marketing: In an effort to revitalize our brand, presence and community involvement in the Pierce County area, we have introduced a new role focused on South Sound community engagement, direct marketing and brand development with South Sound employers, and new sales through South Sound producers. We are excited to announce that Lisa Richardson is tackling this new opportunity. She has been a strong performer on our account management team, and her energy and passion for Regence's mission will become contagious in Pierce County. Please welcome Lisa to your offices in the South Sound.
- Regence BlueShield group sales management: We are expanding the scope of Shannon Fuhrman's management role. Shannon has done an exceptional job leading our Individual and Medicare sales team. Now, she will also have responsibility for new group sales for the 5-149 segment. As stated above, Kimberly Thielman is managing the micro sales team (1-4).
We wish those team members who are leaving us the best in their future endeavors. Of course, I'm disappointed that these changes affect such good people who have served Regence and our members so well for so many years. But I'm confident that these changes will put Regence in the best position to serve our customers' needs today and into the future.
Thank you for your support in working through these transitions with us. If you have any questions, please contact me or another member of our Sales Management team.
Sincerely,
Chris Gorey
VP of Sales
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