Resp & Qualifications

CANDIDATES MUST LIVE IN THE MD, DC, VA AREA IN ORDER TO TRAVEL INTO THE OFFICES AND FOR CLIENT MEETINGS AND STAFF MEETINGS.

CURRENT HEALTH & LIFE LICENSE IS REQUIRED.

PURPOSE:

The Director, Commercial Accounts leads a team accountable for the management, retention, and growth of client relationships within a self-funded/third-party administration (TPA) environment. Responsible for overall portfolio performance, including client satisfaction, financial outcomes, and service delivery execution. Partners across a matrixed organization to drive consistent, high-quality outcomes aligned to client and business objectives.

ESSENTIAL FUNCTIONS:

• Manages a staff of Account Consultants responsible for the teams general performance, while ensuring individual results are accomplished and staff professional development needs are created and achieved.
• Ensures that overall retention, renewal and financial goals are achieved for medical and specialty products for assigned accounts within the commercial segment.
• Plays a critical role in the ongoing development of positive relationships with key market constituents, brokers/consultants, government officials and vendor partners across service area.
• Effectively partner with all internal constituents and subject matter experts to ensure client needs are met, maintaining a positive perception of organization within the marketplace and there is a clear understanding of value proposition.

QUALIFICATIONS:

Education Level: Bachelor's Degree in Business, Marketing, Sales or related field OR n lieu of a Bachelor's degree, an additional 4 years of relevant work experience is required in addition to the required work experience.

Licenses/Certifications: Current health and life license for the jurisdictions of Maryland, DC, and Virginia

Experience:

• 11 years' sales experience with an emphasis on strategic, consultative selling is required
• 3 years management experience
• Salesforce experience

Preferred Experience:

• Strong understanding of self-funded/ASO plans and third-party administration (TPA) service models

Knowledge, Skills and Abilities (KSAs):

• Financial and analytical acumen.
• Strong communication and relationship management skills.
• Ability to effectively manage/train professional sales personnel.
• Extensive knowledge of underwriting principles; group health/life insurance financial/funding mechanisms; healthcare delivery systems, including pricing methodologies and cost reimbursement mechanisms for both Health Maintenance Organizations (HMO) and indemnity systems; and health insurance products and networks.
• Extremely strong facilitation skills and the ability to take a strong leadership role with both peers and senior managers.
• Deep understanding of health care marketplace dynamics.
• Strong presentation skills, with the ability to effectively communicate complex issues and findings in writing and orally to both executive and peer audiences.
• Ability to build cooperative, productive relationships with internal clients and information sources as well as external vendors, suppliers and consultants.

Travel Requirements:

Estimate Amount: 50% Frequent travel required

Salary Range: $140,000 - $236,250

Salary Range Disclaimer

The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the work is being performed. This compensation range is specific and considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate's work experience, education/training, internal peer equity, and market and business consideration. It is not typical for an individual to be hired at the top of the range, as compensation decisions depend on each case's facts and circumstances, including but not limited to experience, internal equity, and location. In addition to your compensation, CareFirst offers a comprehensive benefits package, various incentive programs/plans, and 401k contribution programs/plans (all benefits/incentives are subject to eligibility requirements).

PHYSICAL DEMANDS:

The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted.

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