Sr. Executive Account Manager

Wellmark   •  

Des Moines, IA

Industry: Finance & Insurance

  •  

8 - 10 years

Posted 50 days ago

Job Summary

About the Role: As Sr. Executive Account Manager, you'll be responsible for cross-selling products and retaining profitable health and pharmacy business. This includes effectively managing large client and consultant relationships. You'll demonstrate your strategic leadership and consultative selling skills combined with your knowledge of complex plan designs and the direction of the customer – all while enhancing the customer's understanding of benefits, and identifying the need for potential changes to existing coverage and/or opportunities for cross selling ancillary products or financial services. You'll also formulate and implement a strategic business plan for each group, incorporating knowledge of their business and customer-specific considerations that align with corporate or product strategies and initiatives, and you'll facilitate the Request for Proposal (RFP) process.

About You: You're an effective consultant skilled at strategic business planning, understanding and speaking to the ins and outs of a complex industry, and you're creative in your approach to solving problems – you're the trusted expert and advocate we turn to for advice. (A master when it comes to cultivating key client relationships!) You're skilled at project management, and you love seeing your business/strategic plan come to life. Being a part of negotiations, crucial conversations, and presenting to executive-level audiences are in your comfort zone – these opportunities energize you! You're also an informal leader willing to coach and mentor others.

Why Wellmark? We're a mutual insurance company owned by our policy holders across Iowa and South Dakota, and we've built our reputation on nearly 80 years' worth of trust. We aren't motivated by profits. We're motivated by the well-being of our friends, family and neighbors–our members. If you're passionate about joining an organization working hard to put its members first, to provide best-in-class service, and one that is committed to sustainability and innovation, consider applying today!

**This position requires a non-compete agreement.

Minimum Qualifications Required (all must be met to be considered)

  • Bachelor's Degree or equivalent work experience.
  • Minimum 7+ years of related work experience:
  • Sales, Account Management, or related role. Prior management of a complex block of business or plan designs with increasing levels of accountability (e.g., assigned to key/major accounts or lines of business) and demonstrated experience influencing senior decision makers/executives.
  • Health insurance or health care experience. Strong knowledge of products, services, Self-Funded arrangements, underwriting methodologies, applicable regulations, etc. Knowledge of pharmacy benefits is a strong preference.
  • Consultative selling skills and the ability to establish ongoing, collaborative relationships with internal/external stakeholders.
  • Advanced ability to understand the customer and negotiate in order to drive account retention and/or growth for a diverse block of business this includes large/key accounts. Self-Funded knowledge/experience is critical.
  • Exceptional written/verbal communication skills with the ability to clearly and concisely communicate complex concepts across all levels of an organization; strong presentation, including development and delivery, and group facilitation skills. Ability to facilitate crucial conversations and influence decisions.
  • Strategic business planning; demonstrates understanding of business initiatives in order to offer guidance in the translation of corporate strategy into actionable, measurable results.
  • Effective critical thinking, planning, time management, prioritization, and documentation skills. Ability to utilize appropriate resources to identify opportunities, implement solutions, and measure impact in order to effectively manage assigned block of business.
  • Creative, innovative approach to problem solving.
  • Coach, mentor, and role model of Sales competencies to others.
  • Ability to travel. Valid driver's license required.

Life & Health insurance license, or the ability to successfully obtain license within 60 days of hire.

Hiring Specifications Preferred

  • Bachelor's Degree.
  • Knowledge of healthcare provider industry and health insurance networks.
  • Informal leadership skills gained through a combination of project or informal leadership that demonstrate knowledge of work processes, products and services, and leadership competencies.

Job Accountabilities

a. Responsible for the profitable retention of health customers and ancillary cross selling, through positive business relationships with customers, agents and consultants. Build and maintain relationships and positive business partnerships with key decisions makers at each assigned customer through effective communication, service, and consultation.


b. Be a thoughtful consultant and strategic business partner for customers. Proactively gain an understanding of the customers' needs and value proposition to ensure the appropriate health plan solutions are provided.


c. Assist account management staff regarding plan design options, managed care opportunities, provider networks, reporting needs, alternative funding arrangements along with the financial impact of plan offerings. Work collaboratively with the Account Service Representatives and business stakeholders, providing direction to ensure the account is appropriately serviced and promised deliverables are met.


d. Consult and conduct needs analysis to identify coverage alternatives including funding arrangements, benefit structure, offerings, reporting, etc. which may be better suited to the customers changing needs, information or educational needs of the customer, as well as opportunities to layer additional benefits through cross selling efforts. Display highly effective presentation skills when presenting proposals and recommendations to the customer, broker and/or consultant.


e. Facilitate the Request for Proposal (RFP) process by effective collaboration with business partners. Includes the development and communication of a strategic position for Wellmark to retain the business engaging, communicating and coordinating with the appropriate subject matter experts and articulating Wellmark's value proposition compared to competitors.


f. Facilitate enrollment growth resulting from customer mergers and acquisitions.


g. Document relevant account information and activities in Customer Relationship Management (CRM) system in a timely manner and complete other reports as required by leader.


h. Demonstrate leadership and team player skills in leading and supporting the internal account service team whom they partner with to service accounts and delegates work appropriately to ensure customer needs are effectively met. Serve as a mentor to team members providing industry knowledge and competitor information.


i. Analyze complex data in order to address customer issues and provide a timely, accurate and appropriately detailed explanation to the customer.


j. Gather and communicate competitor intelligence to sales and marketing stakeholders.


k. Other duties as assigned.