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Strategic Account Manager

4 months ago

Honolulu, United States HMSA Full time

Job Summary

Hybrid Work Environment - Must reside in Oahu**

This position serves as the principal HMSA contact in sales and developing relationships with employer groups in the MRG, ASO, AFM and/or Union market place. This position requires an in depth analysis of employer group needs and corporate direction, and the ability to align HMSA product offerings and strategic sales initiatives to those employer group needs in the development of group plan proposals.

This position will identify opportunities through data analysis and extensive knowledge of the healthcare industry in support of HMSA's overall sales strategies, and effectively pursue those opportunities, as well as implement group-specific re-contracting, renewal, and retention strategies.

Minimum Qualifications

Bachelor's degree or an equivalent combination of education and related experience. Five years successful sales experience (or equivalent industry or supervisory experience). Two years managing and selling to mid-large business or union accounts (or equivalent supervisory experience). Excellent verbal, written and presentation communication skills -- comfort with face to face communication. Excellent facilitation and presentation skills with understanding of group dynamics. Strong planning and organization skills. Strong decision-making and problem analysis skills. Negotiating and sales skills. Basic knowledge of Microsoft Office applications. Including but not limited to Word, Excel, PowerPoint, Project, and Outlook. Active license with the state of Hawaii Department of Commerce and Consumer Affairs or pass all four sections of the state licensing examination within three months of hire date. Having an active license to sell Health, Life and Group Insurance products in the state of Hawaii is a condition of employment. Must have valid driver's license, with access to an automobile with current license, registration, and no-fault insurance.

Duties And Responsibilities

Performance Pro-actively manage a base of accounts by strategically prioritizing account sales and service activities. Get ahead of the curve of known jeopardy accounts by strategically positioning the value in HMSA's solutions. Manage your time effectively to maximize every opportunity to gain HMSA or USAble membership within base customers. Prospect new HMSA groups to grow HMSA and USAble customer base in Hawaii. Meet goals, quotas and minimum activity standards as established, and achieve annual sales revenue and membership growth objectives. Partner with new and existing large employer groups to align and implement HMSA solutions with the employer groups' objectives/needs, showing how HMSA products fit into and help them to accomplish their business goals. Utilize business acumen to understand client's business, uncover needs and opportunities. Use exceptional selling skills to promote and implement products and services through various methods including, site visits, correspondence, telephone, email/internet, power point presentations, and one-on-one customer service. Lead a team that consists of the Account Relationship Consultant, Account Service Representative, and Health Plan Advisor to provide exceptional pro-active service to an assigned book of strategic accounts. This will require delegation of existing customer issues to ensure that sales objectives and goals are met. Establish high level account contacts, with decision making capability, (higher than day-to-day contact) , and promote the value of HMSA's solutions to those contacts. Delegate renewal responsibility, as appropriate, to the Account Relationship Consultant. Provide Account Relationship Consultant with the strategic direction, escalation support, and customer-facing support for renewals as you deem necessary. Escalation support should include internal HMSA escalations, customer jeopardy/escalations, and customer Consultant escalations. Provide Account Relationship Consultant and Account Service Representative with the strategic direction on account support/servicing, incorporation of the value proposition, relationship development and opportunity development within the account. Meet with AMS leadership on complex account issues after you have researched and identified potential solutions. Delegate servicing tasks to Account Relationship Consultant and Account Service Representative as appropriate. Protect HMSA's market share through the successful renewal and retention of assigned accounts by addressing the customer's business needs through strategic solutions: Responsible for the retention of the entire assigned base, with direct responsibility for renewing top 30% of the customers within assigned customer base. Understand and sell various funding arrangements to the large group market segment. Relationships Expand relationship with groups through the sale of new products; coordinate problem solving associated with group inquiries. Participate in strategic planning and evaluation sessions with employer groups. Educate employer groups on HMSA and industry trends and the impact of these trends on cost and utilization. Meet with CXX level contacts to position HMSA as the best value in healthcare Manage internal and external customer relationships to ensure that employer needs are identified and addressed. Partner with rating analyst and Underwriting management for renewal development, work with product management analyst for new benefit development, work with USAble Life for ancillary product proposal development. Analysis Perform complex business analyses of customer's business requirements and develop proposals that exceed customers' requirements. Collaborate with key areas of the organization to present a comprehensive, integrated healthcare story for the employer group through presentations and written summaries. Evaluate account-specific utilization and identify opportunities for plan design and financial arrangement changes that positively affect the financial needs of the employer groups through data analysis and extensive knowledge of the healthcare industry. Understand and identify the strategic vision and objectives within the employer group organizations while aligning HMSA products and services to ensure those business objectives are achieved. Industry knowledge Actively maintain an understanding of the drivers and trends within HMSA and the healthcare industry that affect HMSA's employer groups and shape their business and buying decisions. Responsible for bringing information about the marketplace, customer needs perspectives, expectations, demands and requests to HMSA. (obtain competitor information from within each assigned account) Maintain awareness of competitive activities and opportunities. Research and communicate marketing and sales intelligence relating to competition and changes in the marketplace. Participate with employee health benefits professional organizations. Administrative Maintain accurate records of all account activity and provide management with a weekly report on proposal/sales activity, jeopardy/lost accounts, major servicing issues. Performs all other miscellaneous responsibilities and duties as assigned or directed.

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