Strategic Account Manager

HealthPartners is hiring a Strategic Account Manager. The Strategic Account Manager is primarily responsible for on-going service, consultation, and implementation of collaborative health solutions that are specifically tailored to meet the customer’s unique goals for their benefit plans. 

SCOPE:

As a Strategic Account Manager, this position will be accountable for the successful management of a block of business with revenues of $60-$100 million. Most of these accounts will be considered “key” accounts in our market segment, with membership usually between 500 and 3,000 members per group, and most of them will be self-insured. While not directly involved in a management role, this position is a recognized leader on the Broker Team and enthusiastically supports the organizations’ mission, vision and values, and exemplifies our key corporate values of Excellence, Integrity, Partnership and Compassion. This person will be a strong team player, actively supporting their teammates in any way possible, especially in the areas of training and development as a formal mentor for other Account Managers and Customer Service Reps. This position is also a strong supporter of the vision, goals and objectives of the sales leadership team.
 

ACCOUNTABILITIES: 

• Meet with our key clients and brokers on a regular basis to maintain and enhance our relationship, and quickly respond to our clients to resolve any claims, billing, network management and operational issues in an effort to provide ongoing service that exceeds expectations to our customers and their brokers. 
• Understand the business goals and objectives of our clients, as well as the role their benefit plan plays in meeting their overall corporate objectives through a client refreshment / discovery process
• Create and implement a Strategic Management Account plan in collaboration with the client and the broker / consultant
• Achieve corporate retention, profitability, and net growth targets for medical and ancillary lines of business
• Cross sell ancillary lines of business such as health and well-being and worksite health to our existing customers
• Assist the Sales Executives as needed on presentations to new prospects, especially regarding implementation of a new account, creating and implementing Strategic Account Management Plans, etc.
• Manage implementation of new and renewal sales, including GDF completion, member and group contract distribution, conduct open enrollment meetings, partner with marketing to create communication pieces, monitoring of employer utilization reports, and requests for ad hoc reporting
   

REQUIRED QUALIFICATIONS: 

• College degree and minimum of 6-8 or more years of successful health insurance account management experience with a track record of consistently exceptional results 
• Strong knowledge and demonstrated expertise in Strategic Selling concepts, preferably HealthPartners’ High Performance Strategic Sales approach
• Strong strategic thinking skills – i.e., the capability for thinking conceptually, imaginatively, creatively, systematically, and opportunistically with regard to the attainment of future success 
• Strong desire and ability to collaborate with client and broker to create and implement a formal Strategic Account Management plan with our key accounts
• Compelling communication skills and abilities, with the ability to effectively communicate complex issues, as well as any detailed explanations that may be required
• Persuasive desire to passionately and effectively communicate the HealthPartners value proposition to our clients and members
• Experience in quid pro quo negotiating techniques, with the end goal of negotiating such that the renewal process results in a trusting, long-term partnership that is mutually beneficial to both HealthPartners and the client 
• Ability to be independent and manage multiple project assignments with multiple clients and brokers
• Demonstrated group presentation, negotiation and problem solving skills
• Deep knowledge of advanced insurance underwriting principles, including demonstrated skill and knowledge in self-insurance
• Ability to work effectively at all levels within an organization, from C-Suite to HR assistants
• Strong business background, advanced courses in business, marketing and / or finance
• Sound numerical ability and numeric reasoning skills
• Robust verbal and verbal reasoning skills
• Demonstrated leadership experience in a team environment
• Must have current, valid driver’s license and access to a reliable, insured vehicle
• Execution of a non-solicitation agreement upon hire
• Insurance license within 3 months of hire

DECISION-MAKING: 

• Gather input from key constituents, analyze it, help set overall strategic direction, and collaboratively create and implement innovative health solutions that exceed our client’s expectations 
• Collaborate with our colleagues in underwriting to maximize revenue and membership growth
• As the point person for key customers to resolve complex and sometimes sticky business issues, the candidate will need to analyze difficult situations, be able to say “no” when necessary, and come up with alternative and creative recommendations that meet the needs of our customers