Director Key Account Sales (Job Number:11079)
Description
Summary:
The Director of Key Account Sales is responsible for Blue Cross’ success in the Group Markets segment, primarily focusing on the large employer market (Key Accounts). This position is accountable for leading an effective prospecting strategy with the sales team, selling new key account business, growing and renewing existing customer relationships, and ensuring that the voice of the market is represented to other areas of the company, including product management, operations, network management and IT. The position develops, directs and gains executive endorsement of the organization’s consultant relations strategy in alignment with corporate objectives to secure new business opportunities across all group segments. This position leads Blue Cross’ involvement with the national Consortium Health Plans sales group, developing national consultant and market strategies to influence and increase national business quote opportunities and improve the Blue Cross Blue Shield systems overall penetration in national accounts. This position is also responsible to direct strategic sales engagements with at risk customers in partnership with account management and other internal stakeholders.
Accountabilities:
1. Develop a robust pipeline and increase opportunities to quote for the key account segment. Develop and direct the execution of sales support strategies, processes and tools to increase sales opportunities and close rates.
2. Increase national penetration rates. Guide the development and provide direction for a national consultant strategic plan, national tools and a national marketing plan to position the Blue Cross Blue Shield System to gain and close national bid opportunities. Effectively influence the Blue Cross Association, Consortium Health Plans and other Blue Cross plans to advance Blue Cross Blue Shield of Minnesota strategies.
3. Drive key account market requirements into our corporate planning and market segment planning as a knowledge leader in emerging market issues. Identify and translate consultant and client objectives into properly aligned and cost effective corporate initiatives, processes, training and tools that help Blue Cross be proactive in our approach to the consulting and employer markets.
4. Develop and drive a relationship management plan with key strategic purchasing influencers to enhance market share and our reputation as an innovator and critical market player while ensuring Blue Cross business objectives are met.
5. Achieve rate adequacy and enrollment goals. Directly lead the financial proposal strategy development for complex high stakes contracts, interacting with finance, sales and underwriting. Develop and direct the negotiation strategy with consultants on key complex prospect opportunities to secure new business.
6. Serve as a strategic lead in developing and maintaining Blue Cross’ private exchange strategy.
7. Monitor and direct the proposal services team and oversee Blue Cross’ responses to consultant and industry requests for information.
8. Ensure that the strategic sales team has the industry knowledge and sales training to represent Blue Cross as a leader in serving the complex needs of large employers.
9. Manages the department including interviewing and hiring employees following required EEO and Affirmative Action guidelines and ensures employees receive the proper training. Conducts performance evaluation, and is responsible for managing employees, including skill and career development, policy administration, discipline, employee relations and cost control.
Key external relationships will include Minnesota-based large employers and prospects, benefits consulting firms, and other industry groups and coalitions relevant to the positions’ accountabilities. Other key external relationships will include the national Blue Cross and Blue Shield Association and the Consortium Health Plan.
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.
- Bachelor’s degree in related field and 10 years of successful industry sales or employee benefit consulting experience or 14 years of successful industry sales or employee benefit consulting experience in lieu of a degree.
- 5 years of experience in a leadership position within the profession.
- Solid knowledge of health plan finance, underwriting and risk management.
- Demonstrated leadership experience in motivating and coaching staff to achieve goals.
- Superior oral, written and interpersonal communication skills to influence and negotiate with key contacts at all levels of the Blue Cross, national Blue System and consultant organizations.
- Self-motivated with a proven desire for knowledge and a track record of developing and directing sales and relationship development strategies.
- Demonstrated ability to lead, drive results and excel in a collaborative cross-functional environment.
- Proven ability to exercise good judgment and make decisions in the face of ambiguity and within tight time frames.
- Currently possesses or will acquire a Minnesota health and life license within one year of accepting the position.
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:
The Director of Key Account Sales is responsible for Blue Cross’ success in the Group Markets segment, primarily focusing on the large employer market (Key Accounts). This position is accountable for leading an effective prospecting strategy with the sales team, selling new key account business, growing and renewing existing customer relationships, and ensuring that the voice of the market is represented to other areas of the company, including product management, operations, network management and IT. The position develops, directs and gains executive endorsement of the organization’s consultant relations strategy in alignment with corporate objectives to secure new business opportunities across all group segments. This position leads Blue Cross’ involvement with the national Consortium Health Plans sales group, developing national consultant and market strategies to influence and increase national business quote opportunities and improve the Blue Cross Blue Shield systems overall penetration in national accounts. This position is also responsible to direct strategic sales engagements with at risk customers in partnership with account management and other internal stakeholders.
Accountabilities:
1. Develop a robust pipeline and increase opportunities to quote for the key account segment. Develop and direct the execution of sales support strategies, processes and tools to increase sales opportunities and close rates.
2. Increase national penetration rates. Guide the development and provide direction for a national consultant strategic plan, national tools and a national marketing plan to position the Blue Cross Blue Shield System to gain and close national bid opportunities. Effectively influence the Blue Cross Association, Consortium Health Plans and other Blue Cross plans to advance Blue Cross Blue Shield of Minnesota strategies.
3. Drive key account market requirements into our corporate planning and market segment planning as a knowledge leader in emerging market issues. Identify and translate consultant and client objectives into properly aligned and cost effective corporate initiatives, processes, training and tools that help Blue Cross be proactive in our approach to the consulting and employer markets.
4. Develop and drive a relationship management plan with key strategic purchasing influencers to enhance market share and our reputation as an innovator and critical market player while ensuring Blue Cross business objectives are met.
5. Achieve rate adequacy and enrollment goals. Directly lead the financial proposal strategy development for complex high stakes contracts, interacting with finance, sales and underwriting. Develop and direct the negotiation strategy with consultants on key complex prospect opportunities to secure new business.
6. Serve as a strategic lead in developing and maintaining Blue Cross’ private exchange strategy.
7. Monitor and direct the proposal services team and oversee Blue Cross’ responses to consultant and industry requests for information.
8. Ensure that the strategic sales team has the industry knowledge and sales training to represent Blue Cross as a leader in serving the complex needs of large employers.
9. Manages the department including interviewing and hiring employees following required EEO and Affirmative Action guidelines and ensures employees receive the proper training. Conducts performance evaluation, and is responsible for managing employees, including skill and career development, policy administration, discipline, employee relations and cost control.
Key external relationships will include Minnesota-based large employers and prospects, benefits consulting firms, and other industry groups and coalitions relevant to the positions’ accountabilities. Other key external relationships will include the national Blue Cross and Blue Shield Association and the Consortium Health Plan.
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.
- Bachelor’s degree in related field and 10 years of successful industry sales or employee benefit consulting experience or 14 years of successful industry sales or employee benefit consulting experience in lieu of a degree.
- 5 years of experience in a leadership position within the profession.
- Solid knowledge of health plan finance, underwriting and risk management.
- Demonstrated leadership experience in motivating and coaching staff to achieve goals.
- Superior oral, written and interpersonal communication skills to influence and negotiate with key contacts at all levels of the Blue Cross, national Blue System and consultant organizations.
- Self-motivated with a proven desire for knowledge and a track record of developing and directing sales and relationship development strategies.
- Demonstrated ability to lead, drive results and excel in a collaborative cross-functional environment.
- Proven ability to exercise good judgment and make decisions in the face of ambiguity and within tight time frames.
- Currently possesses or will acquire a Minnesota health and life license within one year of accepting the position.
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