Client Relationship Executive

2 weeks ago

Honolulu, Hawaii, United States HMSA Full time
Position Overview

This role operates within a hybrid work model and is essential for fostering connections with employer groups. Compensation Range: $68,000 - $133,000, with eligibility for performance-based bonuses.

Key Responsibilities:

This position acts as the primary liaison for HMSA, focusing on identifying, engaging, and nurturing relationships with employer groups.

It necessitates a thorough assessment of employer group requirements and the integration of HMSA's offerings, solutions, and strategic sales initiatives into tailored group plan proposals.

Regular visits to client sites (both in-person and virtual) and service interactions (over 50% of time dedicated to employer groups) are required, engaging with account leaders and key decision-makers, as well as consultants and Third Party Administrators, to discuss business needs, cultivate relationships, and explore marketing opportunities to secure new business for HMSA.


This role will pinpoint opportunities through data analysis, proactive outreach, robust customer and broker relationships, and a comprehensive understanding of the healthcare sector, supporting overarching sales strategies while executing group-specific re-contracting, renewal, and retention initiatives.

Minimum Qualifications:

A bachelor’s degree or an equivalent combination of education and relevant experience.
Three (3) years of proven sales experience or comparable industry exposure.
Exceptional verbal, written, and presentation communication skills.
Strong negotiation and sales capabilities.

Possession of an active life and health license with the state’s Department of Commerce and Consumer Affairs or successful completion of all licensing examination sections within three months of hire.

Holding an active license to sell Health, Life, and Group Insurance products in the state is a prerequisite for employment.

Must possess a valid driver’s license and have access to a vehicle with current registration and insurance for business travel.

Core Duties:

Performance:

Formulate and execute account strategies that align with employer groups' objectives, demonstrating how HMSA products can enhance their benefits program and assist in achieving their business goals.

Utilize superior sales techniques to advocate for and implement products and services through various channels, including site visits, correspondence, phone calls, emails, presentations, and personalized customer service.

Safeguard and expand HMSA's market presence through the successful acquisition of new accounts and the renewal and retention of existing ones.

Achieve targets as outlined in the marketing strategy and meet annual sales revenue and membership growth goals.
Identify, develop, and implement action plans for accounts at risk.
Collaborate with USAble Life for ancillary product proposal development.
Engage in cold calling and in-person networking to discover new sales opportunities.
Meet weekly and monthly activity benchmarks.
Leverage business insight to comprehend client operations, uncover needs, and identify opportunities.
Systematically target prospects across various product lines.
Proactively manage a portfolio of accounts by strategically prioritizing sales and service activities.

Lead a team comprising the Account Relationship Consultant, Account Service Representative, and Health Plan Advisor to deliver exceptional proactive service to a designated set of strategic accounts.

This will involve delegating existing customer issues to ensure sales objectives and targets are met.

Establish high-level contacts within accounts, with decision-making authority, and promote the value of HMSA's solutions to these stakeholders.

Delegate renewal responsibilities, as appropriate, to the Account Relationship Consultant. Provide the Account Relationship Consultant with strategic direction, escalation support, and customer-facing assistance for renewals as necessary. Escalation support should encompass internal HMSA escalations, customer jeopardy/escalations, and consultant escalations.

Guide the Account Relationship Consultant and Account Service Representative on account support and servicing, incorporating the value proposition, relationship development, and opportunity identification within the account.

Engage with AMS leadership on complex account matters after thorough research and identification of potential solutions.
Delegate servicing tasks to the Account Relationship Consultant and Account Service Representative as appropriate.
Comprehend and promote various funding arrangements to the large group market segment.
Relationships:

Enhance relationships with groups through the introduction of new products; coordinate problem-solving related to group inquiries.


Participate in strategic planning and evaluation sessions with employer groups.
Educate employer groups on HMSA and industry trends and their implications on costs and utilization. Engage with C-level contacts to position HMSA as the premier choice in healthcare.
Manage both internal and external customer relationships to ensure employer needs are recognized and addressed.

Collaborate with rating analysts for renewal development, product management analysts for new benefit development, and USAble Life for ancillary product proposal development.

Analysis:

Conduct comprehensive business analyses of customer requirements and develop proposals that exceed expectations.

Work with key organizational areas to present a cohesive, integrated healthcare narrative for the employer group through presentations and written summaries.

Assess account-specific utilization and identify opportunities for plan design and financial arrangement modifications that positively impact the financial needs of employer groups through data analysis and extensive healthcare industry knowledge.

Recognize and align with the strategic vision and objectives within employer group organizations while ensuring HMSA products and services meet those business goals.

Industry Knowledge:

Continuously maintain an understanding of the factors and trends within HMSA and the healthcare industry that influence employer groups and shape their business and purchasing decisions.

Responsible for conveying insights about the marketplace, customer needs, expectations, demands, and requests to HMSA. (Gather competitor information from within each assigned account)

Stay informed about competitive activities and opportunities. Research and communicate marketing and sales intelligence regarding competition and market changes.

Engage with employee health benefits professional organizations.

Provide feedback to the Marketing department for strategy development.

Administrative:

Maintain accurate records of all account activities and furnish management with weekly reports on proposal/sales activities, jeopardy/lost accounts, and significant servicing issues.

Manage and maintain the sales prospect database and sales funnel.

Perform all other miscellaneous responsibilities, duties, and special projects as assigned or directed.

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