Director Account Management Key Accounts (Job Number:9229)
Description
Summary:
This position has accountability for client retention and growth, margin contribution and overall business performance of the the Key Accounts segment. The Director develops the segment business plan and oversees reporting of key indicators to ensure business plan objectives are met and we are able to forecast and adjust actions as needed to meet corporate market segment goals. Accountabilities include client business planning and strategy development, and cross-functional execution of the client business plan.
This position also leads organizational development of the account management practice along with deployment of industry best practices for technology, process and human resource strategies. This position represents programs and services within the Blue Cross and Affiliates product/service portfolio. The director is also responsible for working directly with Marketing, Underwriting and Operations to ensure product, pricing and services meet the needs of the Key Accounts segment.
This position enhances corporate level relationships between the Blue Cross organization and key fortune 500 companies in Minnesota. Each client company under management is run via a formal approved business plan. Loss of any one of these clients can result in failure to meet market segment growth and revenue goals as well as market reputation loss.
Accountabilities:
1. Selects, manages, coaches and motivates sales and account management team members.
2. Active performance management of staff to maintain a high performance team.
3. Create, deploy and run an effective organizational structure and processes within account management and across Blue Cross functional organizations to deliver a model for account management that becomes known for creating customer loyalty.
4. Direct staff development and lead change management initiatives to align staff competencies and performance with industry best practice. Drive processes that will ensure superior knowledge level of staff on emerging industry trends and skills in account management practices.
5. Direct the development and execution of account business plans that identify an annual strategy to achieve retention, ancillary corporate growth, margin and budget objectives.
6. Serve as a driver and advocate with Underwriting, Product Management, and Operations to communicate market needs and issues to ensure that Blue Cross maintains its market leader position
7. Participate in the development of new products and assist in refining current products and pricing offerings. This includes strategic development efforts around defining market requirements, pricing expectations, competitive landscape, staff training, and client adoption expectations.
8. Develop and enhance corporate level relationships with clients and industry leaders through regular direct interaction and oversight of a corporate executive contact plan.
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.
Qualifications
Required Qualifications:
- Accepting this director level position at BCBSMN requires signing an Agreement Regarding Non-Disclosure of Confidential Information and Non-Competitionas a condition of employment.
- Bachelor’s degree in a related field, and 7 years of experience in the industry, or 11 years of related work experience with 3 years of sales experience in lieu of a degree
- 5 years of experience in a sales leadership position.
- Expert strategic planning and business planning skills.
- Demonstrated personnel and change management skills to motivate and lead a highly skilled professional staff, including demonstrated coaching, performance management, and organizational skills.
- Superior oral, written and interpersonal persuasive communications skills with the ability to work and negotiate with key contacts at all levels of an organization both internally and externally.
- 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.
- Ability to build and maintain strong positive business relationships at all levels within Blue Cross and in the industry. Ability to gain influence, credibility and respect.
- Ability to navigate through a complex, matrixed organization and operate successfully in an environment with high level of ambiguity.
- Advanced knowledge of health care environment, local and national competition, leading edge products and account management strategies, competitive drivers and best practices design.
- State licensure to sell health and life insurance products, or state licensure needs to be obtained within 9 months of employment.
Blue Cross and Blue Shield of Minnesota is an Equal Opportunity and Affirmative Action Employer, M/F/D/V. Blue Cross and Blue Shield of Minnesota is a drug free workplace. Candidates are required to pass a background check and drug test before beginning employment.
Primary Location: United States-Minnesota-Eagan
Shift: Day Job
Description
Summary:
This position has accountability for client retention and growth, margin contribution and overall business performance of the the Key Accounts segment. The Director develops the segment business plan and oversees reporting of key indicators to ensure business plan objectives are met and we are able to forecast and adjust actions as needed to meet corporate market segment goals. Accountabilities include client business planning and strategy development, and cross-functional execution of the client business plan.
This position also leads organizational development of the account management practice along with deployment of industry best practices for technology, process and human resource strategies. This position represents programs and services within the Blue Cross and Affiliates product/service portfolio. The director is also responsible for working directly with Marketing, Underwriting and Operations to ensure product, pricing and services meet the needs of the Key Accounts segment.
This position enhances corporate level relationships between the Blue Cross organization and key fortune 500 companies in Minnesota. Each client company under management is run via a formal approved business plan. Loss of any one of these clients can result in failure to meet market segment growth and revenue goals as well as market reputation loss.
Accountabilities:
1. Selects, manages, coaches and motivates sales and account management team members.
2. Active performance management of staff to maintain a high performance team.
3. Create, deploy and run an effective organizational structure and processes within account management and across Blue Cross functional organizations to deliver a model for account management that becomes known for creating customer loyalty.
4. Direct staff development and lead change management initiatives to align staff competencies and performance with industry best practice. Drive processes that will ensure superior knowledge level of staff on emerging industry trends and skills in account management practices.
5. Direct the development and execution of account business plans that identify an annual strategy to achieve retention, ancillary corporate growth, margin and budget objectives.
6. Serve as a driver and advocate with Underwriting, Product Management, and Operations to communicate market needs and issues to ensure that Blue Cross maintains its market leader position
7. Participate in the development of new products and assist in refining current products and pricing offerings. This includes strategic development efforts around defining market requirements, pricing expectations, competitive landscape, staff training, and client adoption expectations.
8. Develop and enhance corporate level relationships with clients and industry leaders through regular direct interaction and oversight of a corporate executive contact plan.
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.
Qualifications
Required Qualifications:
- Accepting this director level position at BCBSMN requires signing an Agreement Regarding Non-Disclosure of Confidential Information and Non-Competitionas a condition of employment.
- Bachelor’s degree in a related field, and 7 years of experience in the industry, or 11 years of related work experience with 3 years of sales experience in lieu of a degree
- 5 years of experience in a sales leadership position.
- Expert strategic planning and business planning skills.
- Demonstrated personnel and change management skills to motivate and lead a highly skilled professional staff, including demonstrated coaching, performance management, and organizational skills.
- Superior oral, written and interpersonal persuasive communications skills with the ability to work and negotiate with key contacts at all levels of an organization both internally and externally.
- 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.
- Ability to build and maintain strong positive business relationships at all levels within Blue Cross and in the industry. Ability to gain influence, credibility and respect.
- Ability to navigate through a complex, matrixed organization and operate successfully in an environment with high level of ambiguity.
- Advanced knowledge of health care environment, local and national competition, leading edge products and account management strategies, competitive drivers and best practices design.
- State licensure to sell health and life insurance products, or state licensure needs to be obtained within 9 months of employment.
Blue Cross and Blue Shield of Minnesota is an Equal Opportunity and Affirmative Action Employer, M/F/D/V. Blue Cross and Blue Shield of Minnesota is a drug free workplace. Candidates are required to pass a background check and drug test before beginning employment.
Primary Location: United States-Minnesota-Eagan
Shift: Day Job