Sr Account Manager - West MI
Blue Cross Blue Shield of Michigan

Responsible to retain and increase membership and retention within an assigned territory, generally with 1000+ or greater employees in a group, which includes national accounts or associations, in support of marketing sales goals and objectives.

• Lead, formulate and implement long and short-range strategies and account plans and resource deployments in support of territory initiatives and the sales and retention premium goals. May include resource deployment as necessary.
• Develop, implement and maintain effective and efficient face-to-face contact with executive level account management and decision-makers. Interface with various levels of internal and external customers explaining marketing concepts, resolving complex problems and administrative issues, and discussing proposals and retention activity as required.
• Develop specific retention strategy to identify and recognize individual customer characteristics, understand the decision-making process and gain trust from all labor, management, governmental decision-makers and independent agents.
• Provide the customer with information related to alternative methods of healthcare delivery (e.g., HMO, PPO, POS, and Traditional) which includes financial alternatives such as funding options.
• Explore possible jeopardy situations and develop sales and service strategies to retain the group.
• Implement and maintain an effective proactive resell process increasing premium income in existing markets. Utilize the resell process via Group CRM (Salesforce) to coordinate the acceptance of renewals, settlements and open enrollment activities including the acquisition of information to complete necessary reporting.
• Develop annual forecast and sales plans to strategize and identify unenrolled segments and prospective customers as appropriate to territory, group size and geographic location.
• Design and coordinate account seminars, trade fairs and employee meetings including staffing, promotion and materials.
• Coordinate and assist in the education and training of group contact personnel and members in an assigned territory on BCBSM and/or BCN benefit programs. Provide customer benefit and rate information using tailored proposal materials.
• Participate in various forms of community relations to support positive corporate and marketing images.
  
  

• Bachelor's Degree in Business Administration, Marketing or related field preferred.
• Minimum Five (5) years of concept sales or risk management experience.
• The following licenses are required within 90 days of the employee's start date or the license expiration date: a valid Michigan Accident and Health Insurance License and a valid and unrestricted driver's license is required.
• Subject matter expert and well-developed technical knowledge of all benefits including shared savings and buy-up programs, billing, competitive programs, distribution systems, methods, policies, procedures, rating, regulations, selling process and underwriting as it relates to sales and marketing.
• Extensive knowledge of alternative benefit delivery programs, corporate philosophy, financial arrangements and medical economics.
• Excellent analytical, problem resolution, verbal and written communication skills required.
• Well-developed forecasting, organizing, planning, presentation, sales and scheduling skills.
• Extensive knowledge in the areas of sales methodology, territory management, Business Administration, Insurance industry, Healthcare delivery systems including FlexLink and BCBSM products and their related financing mechanisms.
• Proficient in current industry standard PC applications and systems.
• Other related skills and/or abilities may be required to perform this job.
• Travel to business locations as required.
• Must meet local and/or national sales and marketing sales competencies as required.