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Account Manager - Healthcare Insurance

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The Account Manager is accountable for developing and executing account and book of business strategies to optimize membership, revenue, and margin targets. Create and execute a business plan that positions the company to optimize opportunities. Achieves growth and margin requirements. Positions the company as strategic partner with key decision-makers and influencers.

Travel Required:
• Up to 40% (Local) Reimbursed

This is currently a TWO month contract but could extend and could convert to permanent.

REQUIRED Experience:
• Minimum 2 years of experience in marketing, business development, and/or managing business to business relationships in a HEALTHCARE environment.
• Life license required
• Knowledge of and experience with employee health benefits
• Proven track record of meeting individual business objectives
• Strong computer and analytic skills, including experience creating client presentations using Microsoft Office programs and use of client databases

Essential Functions:
• Develop & execute book of business plans to ensure attainment of BOB-specific goals
• Analyze the business opportunities in group/book of business
• Identify & confirm customer's needs & business strategies
• Collect specific business information & competitive data
• Analyze quantitative data & identify gaps between current state & optimal business position
• Conduct political map analysis; identify & fill relationship gaps
• Develop strategy for optimizing our business opportunities
• Plan & conduct customer meeting & approach
• Successfully negotiate the strategy & changes w/ customer/broker/consultant
• Set milestones to ensure implementation of plan
• Develop & execute broker engagement strategy to ensure attainment of broker specific goals
• Understand the broker's & firms specific business goals, identify if any targeted industries
• Analyze the opportunities in a broker's entire BOB, especially the non customers
• Use the Value Proposition in order to differentiate
• Regularly analyze broker results & take action to improve performance
• Build strong, trusting relationships
• Build win-win-win scenarios
• Employ a consistent & disciplined business process for account planning & strategic engagement
• Engagement strategy must include joint planning & problem solving focusing on meeting their specific goals & objectives
• Identify & engage key decisions-makers & influencers in designated brokerage/consultant firms
• Educate brokers/consultants on product portfolio & how to appropriately position for success in customer accounts
• Identify brokerage/consultant needs & develop appropriate solutions
• Anticipate implications of industry trends & changes & proactively engage brokers/consultants about issues that impact their business
• Develop & execute account plans to ensure attainment of account specific goals
• Identify & collect appropriate information to better understand business issues, problems & opportunities
• Understand the customer's political landscape
• Understand & use industry, financial, & organizational data
• Accurately diagnoses customers' business strengths, weaknesses, & key issues that can inform how health care benefits decisions are made in the customer's organization
• Effective use of the revenue investment funds to support business targets
• Understand the opportunities, our business position, & what motivates decisions
• Build an effective case review for management approval
• Partner w/ UW to agree on the optimal use of the revenue investment fund
• Leverage risk over opportunities
• Present a persuasive business case to customers and/or brokers
• Review outcomes & learn from results in order to identify & maximize future opportunities
• Understand & influence the medical risk in a particular account as it affects growth & margin
• Create programs that educate members w/ the goal of achieving sustainable behavior changes
• Evaluate BOB to identify accounts where margin can be added & those where we will need to spend to remain competitive w/in the offering
• Assume other duties as directed

Preferred Experience:
• MHA, MPH, or MBA
• Knowledge of underwriting processes, healthcare products, and contracts

Required Education:
• Bachelor's degree in marketing, finance, business administration OR High School Diploma with at least 4 years of equivalent experience

Skills to be successful in this role:
• Excellent verbal and written communication skills
• Strong interpersonal, presentation, and persuasion skills
• Effective account management skills
• Issue resolution and management
• Ability to integrate
• Effective communicator
• Adaptable

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