Sr. Exec. Account Mgr - Public Sector (Strategic/Labor & Trust)

Job Summary :

• In addition to the responsibilities listed above, this position is also responsible for developing and implementing highly complex competitive sales and retention strategy for KPs largest accounts including multi-year benefits strategies;
• partnering with customer organizations, key union influencers and / or decision makers, consultants, and other influencers to lead the development and implementation of complex reposition and growth strategies;
• driving the renewal sales negotiation to achieve the goals of the renewal or sale and align with the customers strategy;
• leading internal partners on the execution of customized account strategies to meet customer needs and provide exemplary service in a highly complex customer environment;
• executing strategy and expansions into other KP regions, ancillary products, and new populations of eligibles, leading other internal partners as appropriate;
• leading a cross-functional team (e.g., Client Service Management, physician ambassadors, underwriting, marketing, territory managers, labor liaisons, actuarial, community affairs, government relations) to ensure optimal resource use as account strategies are executed;
• maintaining expert knowledge of market intelligence, key trends, and customer insights that may influence broader organizational decisions;

and demonstrating sensitivity while navigating internal or external issues that may impact KP labor management partnership.

Essential Responsibilities :

• Promotes learning in others by communicating information and providing advice to drive projects forward; builds collaborative, cross-functional relationships.
• Solicits and acts on performance feedback; provides actionable feedback to others, including upward feedback to leadership;

influences, mentors, and coaches team members. Practices self-leadership; creates, evaluates, and responds to the strengths and weaknesses of self and unit or team members.

Leads the adaptation to competing demands and new responsibilities; adapts to and learns from change, challenges, and feedback.

Fosters open dialogue amongst team members.

• Drives the execution of multiple work streams by identifying member and operational needs; translates business strategy into actionable business requirements;
• develops and updates new procedures and policies. Gains cross-functional support for objectives and priorities; determines and carries out processes and methodologies;
• solves highly complex issues; escalates and resolves issues as appropriate; sets standards and measures progress. Develops work plans to meet business priorities and deadlines;
• coordinates, obtains and distributes resources. Removes obstacles that impact performance; guides performance and develops contingency plans accordingly;

influences the completion of project tasks by others.

• Oversees customer experience and manages market turnaround expectations by : building and maintaining strategic relationships with customers, consultants, brokers, and / or channels while acting as the KP representative to oversee contract, benefit / service, and renewal activities;
• demonstrating expert product knowledge when educating customers, consultants, brokers, and / or channel partners, resolving complex questions or concerns;
• demonstrating an expert understanding of prospect or customer business to ensure that Request for Renewal (RFR) response and engagement strategies are in alignment with customer goals;

partnering with engagement team / specialist to oversee engagement programs (e.g., member wellness); and providing accurate information including innovative recommendations for new products, benefits / services offerings, and pricing models to address customer, consultant, broker, and / or channel needs and guiding others to do the same.

• Demonstrates commitment to KP sales and retention goals by : implementing highly complex strategies to meet or exceed targets for retention and growth for accounts in the Book of Business;
• documenting progress on Key Performance Indicators (KPIs), maintaining updated Customer Relationship Management (CRM) platform, and overseeing teams to do the same;

and spearheading the sustained growth and competitive position of KP in the market.

• Contributes to the execution of sales and renewals by : providing expert consultation across teams and / or functions on the RFR process for highly complex accounts, following established timelines and best practices;
• overseeing highly complex sales and renewals including administration, negotiations, and presentations and rate product and benefit / service validation;
• overseeing task progress across organizations to facilitate the negotiation of highly complex and / or custom contracts and pricing;

and developing and implementing cutting-edge strategies for cross-sell and upsell to increase growth and retention.

• Supports internal and external communication by : overseeing collaboration across organizations to develop account strategy;
• developing and leading information networks across organizations to advance the process of meeting deadlines and objectives;
• providing expert recommendations to customer channels on all aspects of health benefits / services strategy and offering;

and representing the marketplace perspective to influence strategic direction and decision-making of senior leadership.

Minimum Qualifications :

• Minimum five (5) years of experience in a leadership role with or without direct reports.
• Bachelors degree in Marketing, Finance, Business Administration, or related field AND minimum nine (9) years of experience in sales, customer service, telemarketing, account management, health plan administration, insurance, or a directly related field OR minimum twelve (12) years of experience in sales, customer service, telemarketing, account management, health plan administration, insurance, or a directly related field.
• Accident and Health Insurance License (California) within 3 months of hire

Additional Requirements :

• Knowledge, Skills, and Abilities (KSAs) : Change Management; Negotiation; Customer Data; Benefits / Services; Benefits / Services Presentations;
• Brand Strategy; Market Research; Persuasion; Sales Operations; Sales Opportunity Orchestration; Sales / Partnership Strategy and Techniques;

Customer Experience; Goal Setting; Member Service; Underwriting