Director Large Group Account Management (Job Number:11188)
Description
Summary:
This position has accountability for client retention and growth, margin contribution and overall performance of the Large Group business. This segment generally consists of fully insured and self-funded local accounts that range in size from 51-3,000 employees. This position will have responsibility for driving performance of the existing block of business in the segment via direct relationships with clients and distribution partners.
The Director develops the segment business plan in collaboration with new sales leadership, and oversees reporting of key indicators to ensure business plan objectives are met and the organization is able to forecast and adjust actions as needed to meet corporate market segment goals. Accountabilities include client business planning and strategy development, distribution management for the segment, and cross-functional execution of the business plan. The director is also responsible for working directly with Marketing, Underwriting and Operations to ensure product, pricing and services meet the needs of the Large Group segment.
Accountabilities:
1. Selects, manages, coaches and motivates sales and account management and operations staff to achieve and exceed segment goals.
2. Drives performance management of the account management and operations staff to maintain a high performing team.
3. Develops and implements statewide retention and growth strategies across distribution channels within Large Group.
4. Oversees proper servicing of our employer accounts, strategic partners and distribution channel to ensure satisfaction and to maximize growth and retention of business.
5. Coaches and motivates staff to capitalize on buy up sales opportunities. This includes health and wellbeing and ancillary solutions.
6. Serves as a driver and advocate with underwriting, product management, and operations to communicate market needs.
7. Participates in development of new products and assists in refining current products and pricing offered. This includes strategic development efforts around defining market desires, pricing expectations and competitor evaluations.
8. Develops and executes an annual strategy that outlines sales and retention objectives for each key population set, identifies the key objectives and deliverable timing for the strategy. and communicate the strategy along with updates to management/leadership.
9. Collaborates with internal and external business partners to ensure market plans are followed and modify as market input dictates. Monitors and identifies improvement opportunities, resource needs and solutions.
The job description in not intended to be an exhaustive list of all functions and responsibilities of the position. Employees are held accountable for all functions of the job. Job duties and the % of time identified for any function are subject to change at any time.
- Work is performed in an office setting
- In-state and out-of-state travel occasionally required
- Required travel between Eagan campus building locations
Qualifications
Required Qualifications:
- Accepting this director level position at BCBSMN requires signing an Agreement Regarding Non-Disclosure of Confidential Information and Non-Competition as a condition of employment.
- State licensure to sell health and life insurance products.
- Bachelor’s degree in related field and 5 years of industry sales experience with at least 3 years of sales management experience or 9 years industry sales experience in lieu of a degree with 3 years of sales management experience.
- Expert strategic planning and business planning skills.
- Demonstrated ability to lead, drive results and excel in a collaborative environment.
- Proven ability to exercise good judgment and make decisions in the face of ambiguity and within tight timeframes.
- Advanced knowledge of health care environment, local and national markets, leading edge products, account management strategies, competitive drivers and best practice design.
- Familiarity with health plan product features, networks, underwriting principles, sales cycles, claims trends and other business drivers of sales and account retention
- Personnel motivation, mentoring and change management skills to motivate and lead a skilled professional staff, including coaching, performance management, and organizational skills, to meet market plan objectives.
- Strong communication and diplomacy skills, including written, oral and presentation skills.
- Demonstrated depth of problem solving and management experience across functional areas
- Some travel throughout Minnesota.
Blue Cross Blue Shield of Minnesota is an Equal Opportunity and Affirmative Action employer that values diversity. All qualified applicants will receive consideration for employment without regard to, and will not be discriminated against based on race, color, creed, religion, sex, national origin, genetic information, marital status, status with regard to public assistance, disability, age, veteran status, sexual orientation, gender identity, or any other legally protected characteristic.
Primary Location: United States-Minnesota-Eagan
Shift: Day Job
Description
Summary:
This position has accountability for client retention and growth, margin contribution and overall performance of the Large Group business. This segment generally consists of fully insured and self-funded local accounts that range in size from 51-3,000 employees. This position will have responsibility for driving performance of the existing block of business in the segment via direct relationships with clients and distribution partners.
The Director develops the segment business plan in collaboration with new sales leadership, and oversees reporting of key indicators to ensure business plan objectives are met and the organization is able to forecast and adjust actions as needed to meet corporate market segment goals. Accountabilities include client business planning and strategy development, distribution management for the segment, and cross-functional execution of the business plan. The director is also responsible for working directly with Marketing, Underwriting and Operations to ensure product, pricing and services meet the needs of the Large Group segment.
Accountabilities:
1. Selects, manages, coaches and motivates sales and account management and operations staff to achieve and exceed segment goals.
2. Drives performance management of the account management and operations staff to maintain a high performing team.
3. Develops and implements statewide retention and growth strategies across distribution channels within Large Group.
4. Oversees proper servicing of our employer accounts, strategic partners and distribution channel to ensure satisfaction and to maximize growth and retention of business.
5. Coaches and motivates staff to capitalize on buy up sales opportunities. This includes health and wellbeing and ancillary solutions.
6. Serves as a driver and advocate with underwriting, product management, and operations to communicate market needs.
7. Participates in development of new products and assists in refining current products and pricing offered. This includes strategic development efforts around defining market desires, pricing expectations and competitor evaluations.
8. Develops and executes an annual strategy that outlines sales and retention objectives for each key population set, identifies the key objectives and deliverable timing for the strategy. and communicate the strategy along with updates to management/leadership.
9. Collaborates with internal and external business partners to ensure market plans are followed and modify as market input dictates. Monitors and identifies improvement opportunities, resource needs and solutions.
The job description in not intended to be an exhaustive list of all functions and responsibilities of the position. Employees are held accountable for all functions of the job. Job duties and the % of time identified for any function are subject to change at any time.
- Work is performed in an office setting
- In-state and out-of-state travel occasionally required
- Required travel between Eagan campus building locations
Qualifications
Required Qualifications:
- Accepting this director level position at BCBSMN requires signing an Agreement Regarding Non-Disclosure of Confidential Information and Non-Competition as a condition of employment.
- State licensure to sell health and life insurance products.
- Bachelor’s degree in related field and 5 years of industry sales experience with at least 3 years of sales management experience or 9 years industry sales experience in lieu of a degree with 3 years of sales management experience.
- Expert strategic planning and business planning skills.
- Demonstrated ability to lead, drive results and excel in a collaborative environment.
- Proven ability to exercise good judgment and make decisions in the face of ambiguity and within tight timeframes.
- Advanced knowledge of health care environment, local and national markets, leading edge products, account management strategies, competitive drivers and best practice design.
- Familiarity with health plan product features, networks, underwriting principles, sales cycles, claims trends and other business drivers of sales and account retention
- Personnel motivation, mentoring and change management skills to motivate and lead a skilled professional staff, including coaching, performance management, and organizational skills, to meet market plan objectives.
- Strong communication and diplomacy skills, including written, oral and presentation skills.
- Demonstrated depth of problem solving and management experience across functional areas
- Some travel throughout Minnesota.
Blue Cross Blue Shield of Minnesota is an Equal Opportunity and Affirmative Action employer that values diversity. All qualified applicants will receive consideration for employment without regard to, and will not be discriminated against based on race, color, creed, religion, sex, national origin, genetic information, marital status, status with regard to public assistance, disability, age, veteran status, sexual orientation, gender identity, or any other legally protected characteristic.
Primary Location: United States-Minnesota-Eagan
Shift: Day Job