Account Executive Major Market

This position is responsible for the retention and management of major market accounts (500+ contracts) within the 21-county Capital Blue Cross service area, and specialty products offered by our subsidiaries. The position requires knowledge of all Capital financial arrangements, products, services, and management reports. The Account Executive must have the ability to analyze, interpret, and present alternative strategies to direct prospects to assist them in meeting their health insurance coverage needs. An understanding of market dynamics and our competitors is a must. Effectively planning and performing all administrative duties is also required of the position, while working to meet and exceed sales and unit goals.

• Achieves annual retention goals and financial objectives across assigned accounts.
• Works with brokers/consultants to successfully execute strategies for mutual customers.
• Collaborates with appropriate support within Capital Blue Cross to achieve retention and profit objectives.
• Partner with internal and external product, service and sales support areas (e.g. product specialists for vision, dental, pharmacy, clinical management, wellness; sales operations; marketing and labor) to implement and monitor the most appropriate solutions for group customers.
• Prepares proposals, RFP responses, and client, broker, and consultant presentations.
• Completes renewal paperwork and other reports as required by management timely and accurately.
• Assists with identification of tactical issues related to assigned accounts and hands off issues to support functions (e.g. Group Services) when appropriate.
• Provides standard and ad hoc reporting to assigned accounts and brokers/consultants.
• Conducts formal, customized employee group and open enrollment meetings as needed.
• Develops strong relationships with internal business partners leading to the maximization of customer satisfaction, profitable growth and earnings targets within assigned accounts.
• Actively participates in community activities, business coalitions, and industry gatherings to assure customer retention.
• Participates in and successfully completes training requirements.
• Maintains current licensure and certifications that are required by the State and Capital Blue Cross to sell Capital products and services.

Skills:

• Demonstrated strong oral, written, and presentation skills to effectively present information and respond to questions from senior executives, stakeholders, peers, and customers.
• Must possess good interpersonal skills.
• Strong detail orientation and analytical skills.
• Proven ability to build business relationships at all levels throughout the organization.
• Demonstrated organizational and time management skills.
• Proven problem-solving skills; the ability to analyze a situation and devise appropriate courses of action while using sound judgment, experience, and industry knowledge.
• Responsible for the retention and management of existing assigned contracts.
• Supports commercial retention strategies and special projects.
• Ability to project professionalism and competence in a highly visible position to reinforce company image and credibility.

Knowledge:

• Working knowledge of insurance products and the applicability of state/federal regulations to health insurance products.
• Working knowledge of the healthcare industry, local market, the competition, their products, and capabilities as well as key differentiators.
• Working knowledge of claims processing, account administration, legal and regulatory issues.
• Working knowledge of company policies and procedures.
• Working knowledge of all products and services offered by Capital Blue Cross and its subsidiaries.
• Working knowledge of Capital Blue Cross financial funding/rating arrangements and underwriting guidelines.
• Working knowledge of the administrative procedures and systems required to input marketing, rating and membership information.
• Working knowledge of provider reimbursement and network strategies across the industry and at Capital Blue Cross.

Experience:

• 3+ years of health care industry experience, project management, or sales experience.

Education and Certifications:

• Bachelor's degree in marketing, Business Administration or related field.

• Pennsylvania Life, Accident and Health license required within 90 days of hire. Continued education is required to maintain license.

• Industry related professional designation or certification a plus.

Physical Demands:

• While performing the duties of the job, the employee is frequently required to sit, use hands and fingers, talk, hear, and see.
• The employee must be able to work over 40 hours per week.
• The employee must occasionally lift and/or move up to 5 pounds.

Travel Requirements:

• Approximately 35%
• Must have a reliable source of transportation.