Sr Account Executive Mid​/Segment-Kelsey Seybold-Pearland Texas | Pearland, TX | K

Role Summary

Strategic role designed to set strategy and operational plan for development of relationships with key producers, principals and account executives at broker and consulting firms, focused on the mid‑market segment and above (100+ employees) with closed new accounts and membership in Kelsey Care commercial network plans as the outcome. Focused outreach direct‑to‑employer, by assignment for the commercial segment. The Senior Account Executive is responsible for developing and executing a Strategic Sales Plan to result in closed accounts and new members new cases.

Works directly with Director of Commercial Sales to develop a strategic sales plan for delivery of key milestones related to relationship development and closing of employer accounts. The Senior Account Executive is the ‘owner’ of the Strategic Sales Plan for their assigned broker territory, including developing the targets in collaboration with the employer channel sales team and leadership, understanding the specifics on key decision makers, determining progress, monitoring performance of other team members assigned to specific employers, and accompanying colleagues on sales calls and activities as needed.

Strong ability to identify, engage and work with ‘Advocates’ selected to advance Kelsey's relationships in the marketplace. Performs ongoing tracking and results reporting on plan and outcomes. Responsible for maintaining a robust contact database, managing the database and directing clerical support in such management. Responsible for meeting and exceeding targeted sales quotas, understanding and communicating customer's needs, strategizing and developing unique proposals to meet customer needs, and working within the Kelsey‑Seybold organization to advocate for customer relationships and develop revenue streams based on maximizing these interactions and long‑term relationships.

Able to work effectively with senior leadership demonstrating potential revenue streams and resources needed to effectuate these revenue streams.

• 40% Develop relationships with key producers, agents, principals and account executives within assigned territory demonstrated through delivering and documenting 10-20 substantial contacts per week (meetings, conference calls, presentations and tours). Responsible for developing and operationalizing a sales plan targeted towards engaging relationships with the assigned brokers for identified targeted employers as defined annually on the Master Prospect List. Develops events and creates opportunities to educate brokers and consultants within assigned territory to advance the Kelsey ACO strategy and increase market share.
• 40% Develop and orchestrate the sales process and selling motion for assigned broker/consultant territory and/or direct‑to‑employer in the public sector and Taft‑Hartley markets. Strategize with and coach employer channel sales team members on specific cases leading the closed sales and new members, new cases to quota and beyond annually. Work collaboratively with influencers and Kelsey‑Seybold leadership to further relationships as needed.
• 10% Communicate health plan benefits, product features, and Kelsey‑Seybold ACO network plan benefits to brokers, employers and potential plan members. Participate in open enrollment events and other key events necessary to further advance relationship and close sales towards quota and beyond.
• 10% Collaborate with marketing, employer channel sales and other key departments for the purpose of developing and managing events, including but not limited to Broker Round tables, necessary to advance relationships and the Kelsey Care ACO health plans. Attend and sponsor events of strategic significance. Collaborate with marketing to develop targeted marketing campaigns to the broker communicating including providing guidance and direction on messaging and specific marketing channels.

• Associate’s degree in business or comparable work experience.
• Relevant education may be substituted for each year of experience.
• TX General Lines Agent – Health, Life and HMO.
• 5+ years of experience in sales at a major health plan carrier, insurance…