Account Executive II - United Concordia Dental

Highmark Health

37d•$64,000 - $96,000

About The Position

This job is directly responsible for the retention, growth and profitability of an assigned customer base, focused on medium, large and key accounts. The incumbent negotiates the financial renewal for assigned clients, assists sales executives in the sale of new business, negotiates contracts, manages client issues to resolution, and implementation of business. The territory for this role is CA, Arizona, and New Mexico. This role is looking for someone who has Account Management and Insurance experience, experience working with labor and trust groups, and bilingual is preferred.

Requirements

Bachelor's Degree in Business Administration/Management or related field
6 years of progressive related experience in lieu of Bachelor's degree
2 - 5 years of proven experience in Account Management, Sales, Marketing, Client Facing position
2 - 5 years in MS Office Products or SalesForce
State specific Producer License in Accident & Health or obtained within 90 days from hire date
Valid Drivers License
Proven ability to develop strong customer/client relationships to influence people and affect change
Negotiation skills and demonstrated ability to influence decision makers
Demonstrated ability to teach new insights and perspectives to customers, producers, consultants & partners
Proven problem solving and analytical skills
Strong business acumen
Excellent communication and presentation skills
Strong organizational and time management skills to prioritize and mange a large customer base
Ability to develop and execute business plans to meet goals
Demonstrated ability to work independently to resolve customer issues, maintaining Customer satisfaction while ensuring alignment with company objectives
Highly motivated, enthusiastic, results oriented and ability to learn quickly
Language (Other than English) Spanish
Travel Required 35% - 40%

Nice To Haves

Master's Degree in Business Administration/Management or related field
2 - 5 years in the Insurance Industry
To include 2 - 5 years in Employee Benefits

Responsibilities

Account Planning & Management. Develop account renewal strategy to retain customers, membership and drive UCD profitability.
Perform Product & Network assessments and develop competitor positioning and strategies to market against the competition.
Identify growth and retention opportunities and develop strategies to win this business.
Perform profitability analysis and develop strategies to increase customer profitability and interface and collaborate with underwriting, actuarial, provider relations, and product to deliver total product solution and best value to customer.
Engage with customer to identify and implement meaningful customer specific reporting.
Manage customer open enrollment needs (materials, meetings, etc.).
Manage customer issues to timely and complete resolution while ensuring customer satisfaction and aligning with corporate goals and objectives and meet with customer to perform plan reviews and consultative assessments.
Manage customer specific performance guarantees (PGs) including annual confirmation of sold PGs, reporting accuracy of PGS, and timely delivery of PGs to customer.
Ensure document compliancy with customer (i.e. documented renewal letters, contracts, Performance Guarantees and other legal documents) and file within corporate repository.
Manage implementation of customer plans and restructures.
Document meetings and contacts with customer or broker, etc. in SalesForce or other management identified method.
Relationship Management. Develop strong working relationships with customers that influence customer insight and perspective of UCD value.
Develop strategies to increase customer satisfaction and develop strategies to increase producer/consultant knowledge and insight of UCD value.
Sales. Negotiate renewals with customer either directly or with producer/consultant involvement to drive retention, persistency and profitability goals.
Strategically position UCD in RFP responses to win renewal business.
Negotiate contracts with customers (ASO, BAA, TPA, etc.).
Perform finalist presentations for existing customer.
Perform finalist presentations for new business customers with sales executive.
Continue to educate customers and producers/consultants on UCD products (including policies and regulatory impacts), capabilities, networks, and overall value.
Other duties as assigned or requested.