Relationship Manager - Health and Group Benefits

Milliman Inc   •  

New York City, NY

Industry: Professional, Scientific & Technical Services

  •  

8 - 10 years

Posted 164 days ago

This job is no longer available.

The Role: This position will lead Milliman’s national business development activities for strategic health and benefit consulting for large (5,000+ lives) and jumbo (20,000+ lives) employers in the United States. Key responsibilities include establishing new employer health and welfare consulting relationships and benefits strategies for leading employers. This role has national responsibilities with respect to employers as well as coordination of Milliman intellectual capital and national experts across multiple offices. This role does not support the provider side and/or any insurance carrier consulting.

Our Employer Business: Our employer health and welfare consulting encompasses strategy and actuarial services integrating health, wellness, and specialty consulting including pharmacy, clinical/health management, and life/absence/disability. We collaborate with employers on strategic solutions to predict their plan costs, provide meaningful data analytics, improve the quality of care, enhance the employee experience, drive engagement, and design programs aligned to attract and retain top talent. Our end-to-end employer solutions encompass pricing, funding, and alternative provider payment strategies, financial analyses, network design and management, program implementation including employee education and communications, claim audits, benchmarking and design strategy, and vendor selection and management.

Job Responsibilities:

Client Development

  • Developing and acquiring new business revenue from new and existing clients and prospects
  • Creating and deploying an employer health and welfare focused new business sales development business plan, including market strategies coordinated nationally with multiple offices
  • Identifying and prioritizing target employers, industry verticals, and making initial contacts and generating leads; developing relationships with decision-makers and driving sales
  • Leading request for proposal (RFP) responses including the coordination of Milliman intellectual capital, tools, and consulting resources involving multiple Milliman workflow streams and client teams
  • Coordinating refinement of proposals, leading finalist presentations, and closing the sale
  • Collaborating with Milliman consultants and our internal counsel in the drafting of statements of work and master consulting agreements encompassing fees and/or base commissions
  • Leading ongoing employer relationships, as business needs require, for larger, more complex employer relationships that span multiple Milliman practices. As a relationship manager, ensure client satisfaction, develop and maintain an effective account strategy, while expanding the business relationship
  • Developing trusted advisor relationships with client contacts through effective communication and proactive sharing of Milliman intellectual capital, relative industry trends, and events
  • Setting strategic direction within Milliman and creating demand for new services in the marketplace including presentations at industry seminars and conferences when needed
  • Developing and maintaining a broad understanding of health and welfare plans with a working knowledge of benefits and Milliman consulting solutions offered to clients
  • Supporting Milliman’s business development across disciplines (encompassing property & casualty, life insurance/financial services, and retirement) by interfacing with colleagues from other Milliman practices and regions on assignments that reflect the client’s broader business issues
  • Understanding the current and ongoing health and welfare consulting landscape, Milliman’s competitors, as well as understanding what differentiates Milliman from others in the industry

Financial

  • Generate and meet new business goals by establishing new employer relationships
  • Provide coaching to Milliman internal team on market competitive proposal positioning
  • If requested, when Milliman’s current services are out to bid, support the RFP process including generation of new business expansions by enhancing relationships with current clients and recommending new projects and solutions
  • As requested, assist the health and welfare consulting team lead in presenting financial results for the plan to the employer, including total consulting spend versus commissions received and lead out of scope revenue / profitability expansion discussions with the employer

People

  • Build relationships internally and collaborate effectively on cross-functional teams
  • Develop an understanding of Milliman office capabilities, experience, reference clients and expertise
  • Demonstrate professionalism, effectiveness as well as excellent written and verbal communication skills when dealing with clients/colleagues at all levels
  • Provide business development coaching to less-experienced consultants, though there will be minimal people management responsibilities

Desired Skills and Experience Requirements:

  • Minimum 7+ years’ experience and success in the design/management of group health and welfare plans gained in a consulting, brokerage, benefits role as a member of the human resource team at a large employer, or carrier business development role
  • Minimum 5+ years of B2B sales/business development experience with a solid, successful track record evidencing exceptional levels of sales achievement
  • Exposure to the jumbo employer (20,000+ lives) market is preferred, but not required; exposure to the large employer (5,000+ lives) is required
  • An existing network of clients, contacts and relationships in the large and jumbo employer space
  • Familiarity in working with large government and unions are a plus, but not required
  • Demonstrated success in serving as a consultative business partner in the sales process, interfacing with and selling consulting services to a broad base of sophisticated employers
  • Proven experience successfully managing multiple projects simultaneously and producing quality deliverables ontime and within budget
  • Demonstrated success in managing client issues and relationships
  • Strong interpersonal and team skills
  • Polished and well developed written and verbal communication skills, exhibiting the ability to deliver both formal and off the cuff sales presentations with credibility and professional poise
  • Self-starter attitude and ability to work with ambiguity
  • Flexibility and proven ability to proactively diagnose and resolve issues
  • Strong analytical and creative skills
  • The ability to see the "big picture," leveraging the resources of related practices to address the clients' business challenges
  • Passionate about sales, relationship building, and business development
  • High level of energy and drive with an exceptional work ethic focused on revenue production
  • Strong working knowledge of PowerPoint, Excel, Word
  • Availability to travel on an as needed basis

Education:

  • Bachelor’s degree or equivalent experience
  • Life, Accident & Health Producer license in all 50 states & the District of Columbia is preferred.

*Physical location for this position to be determined/negotiable.

Qualifications

Motivations

Preferred

Self-Starter: Inspired to perform without outside help

Experience

Required

7 years: Design/Management

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