Account Manager V, Commercial - Strategic/Labor & Trust

Description : Job Summary :

• In addition to the responsibilities listed above, this position is also responsible for developing and implementing complex competitive sales and retention strategies 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 develop and implement reposition and growth strategies;
• driving the renewal sales negotiation to achieve the goals of the renewal or sale and align with the customers strategy;
• guiding internal partners in the execution of customized account strategies to meet customer needs and provide exemplary service in a highly complex customer environment;
• driving strategy and expansions into other KP regions, ancillary products, and new populations of eligibles, guiding other internal partners as appropriate;
• guiding 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 advanced 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 relationships with cross-functional stakeholders.

Listens, responds to, seeks, and addresses performance feedback; provides actionable feedback to others, including upward feedback to leadership and mentors junior team members.

Practices self-leadership; creates and executes plans to capitalize on strengths and improve opportunity areas; influences team members within assigned team or unit.

Adapts to competing demands and new responsibilities; adapts to and learns from change, challenges, and feedback. Models team collaboration within and across teams.

• Conducts or oversees business-specific projects by applying deep expertise in subject area; promotes adherence to all procedures and policies.
• Partners internally and externally to make effective business decisions; determines and carries out processes and methodologies;
• solves complex problems; escalates high-priority issues or risks, as appropriate; monitors progress and results. Develops work plans to meet business priorities and deadlines;
• coordinates and delegates resources to accomplish organizational goals. Recognizes and capitalizes on improvement opportunities;

evaluates recommendations made; influences the completion of project tasks by others.

• Drives a positive customer experience and market turnaround expectations by : building and maintaining strategic relationships with customers, consultants, brokers, and / or channels while acting as the KP representative to drive contract, benefit / service, and renewal activities;
• demonstrating highly advanced product knowledge when educating customers, consultants, brokers, and / or channel partners, resolving complex questions or concerns;
• demonstrating a highly advanced 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 drive engagement programs (e.g., member wellness); and providing accurate information including highly advanced 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 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 guiding others to do the same;

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

• Contributes to the execution of sales and renewals by : collaborating across teams to drive the RFR process for complex accounts, following established timelines and best practices;
• driving complex sales and renewals including administration, negotiations, and presentations and rate product and benefit / service validation;

driving task progress across functions to facilitate the negotiation of complex and / or custom contracts and pricing; and developing and implementing strategies for cross-sell and upsell to increase growth and retention.

• Supports internal and external communication by : driving collaboration across functions to develop account strategy; guiding the flow of information across functions to advance the process of meeting deadlines and objectives;
• providing highly advanced recommendations to customer channels on all aspects of health benefits / services strategy and offering;

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

Minimum Qualifications :

• Minimum three (3) years of experience in a leadership role with or without direct reports.
• Bachelors degree in Marketing, Finance, Business Administration, or related field AND minimum seven (7) years of experience in sales, customer service, telemarketing, account management, health plan administration, insurance, or a directly related field OR minimum ten (10) years of experience in sales, customer service, telemarketing, account management, health plan administration, insurance, or a directly related field.

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

Preferred Qualifications :

• Master's degree in Health Administration, Public Health, or Business Administration.
• Four (4) years of experience in group health care benefits sales, account management, and / or implementation, or a directly related field.
30+ days ago