Client Engagement Manager

Company:
Blue Cross Blue Shield of Michigan

Industry:
Health Insurance and Health Care

Level:
Non-Manager

Job Family:
Sales

Compensation:
Competitive Total Compensation Package

When you think of Blue Cross Blue Shield of Michigan for health insurance, you can know you’re getting much more. We're a company founded on a tradition of affordable, quality health care for everyone, improving the present and investing in the future.

We offer:

• Plans for employers and individuals that meet today’s needs, budgets and lifestyle
• The largest network of doctors and hospitals in the state
• Lower health care costs Higher quality health care
• Grants and programs that promote better health throughout Michigan

Mission:
We commit to being our members’ trusted partner by providing affordable, innovative products that improve their care and health.

Legal Disclaimer: EEO Statement: view full text All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability. view full text

Legal Disclaimer: EEO Statement: view full text All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability. view full text

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Position Summary

Responsible for the retention and growth of existing and assigned accounts in support of organizational strategic, financial and performance goals by executing on core sales and business development activities such as strategic account/agency planning, sales consultations, identification of sales opportunities, and renewal support. Responsible for managing local accounts through agency or consultant interfacing.

Develop, refresh, and execute multi-year strategic account/agency plans to grow and retain the account and relationships, including identifying key opportunities, risks, and mitigation strategies.

Present internal strategic account/agency plans to leadership team as well as external plans to accounts or agencies/consultants for review and alignment.

Leverage strategic account/agency plans to drive annual strategic discussions and other strategic planning efforts with accounts.

Deliver account specific advice on plan benefit design, products/programs/solutions, alternative methods of healthcare delivery (e.g., HPN, HMO, etc.), funding options and financial tradeoffs (e.g., balancing premiums vs access to care), as well as addressing questions and pulling in support resources as needed for more complex issues/questions.

Consult and confirm feasibility of solutions with relevant areas of the business to inform recommendations before finalizing sales.

Interface with accounts/agencies/consultants to understand buying habits, preferences, and decision-making processes, as well as gain the trust of key decision makers.

Leverage account/agency feedback and data driven insights to identify opportunities to better service account(s) (e.g., service enhancements, new programs), building on ongoing organizational initiatives.

Educate and keep accounts/agencies/consultants up to date about BCBSM products/programs.

Interface and coordinate with internal functions (e.g., Underwriting/Actuary, Finance) on pricing and oversee pricing decisions for renewals and requests for proposals.

Understand BCBSM products'/programs' value proposition to provide input on retention strategies during negotiations and proposal development.

Address and oversee resolution of issues related to sales and business development including renewals, product/solution design and selection, or recurring issues.

Coordinate and communicate internally and externally with accounts/agencies/consultants on issue resolution progress and status as needed.

Execute internal sales function responsibilities including coordinating and assisting in the education and training of account contact personnel, providing input to strategic sales and portfolio planning, etc.

Education

Bachelor's Degree in Business Administration, Sales and Marketing or related field required.

Experience

Five (5) years of sales and account management experience required. Experience in Salesforce Customer Relationship Management (CRM) strongly preferred.

Knowledge

Extensive and well-developed technical knowledge of healthcare insurance products/programs, including Medicare Advantage, self-funding arrangements, stop loss, ancillary (e.g., dental, vision), pharmacy, and product buy-ups.

Extensive knowledge of financial arrangements and medical economics, understanding of competitor offerings and the capacity to adapt to increasing industry complexity and changes.

Skills

Ability to efficiently synthesize client feedback, resolve client concerns, and surface any key risks.

Ability to…