Account Executive - Premier, Principal

Blue Shield of California•Woodland Hills, CA

22h

About The Position

Your Role The Premier Accounts team manages all group business with 3,000 or more employees. With nearly 4.5 million members, our strategy to win in the market is to understand and meet the needs of commercial/national and public sector employers and labor trusts and their consultants in a way that exceeds their expectations by providing easy, understandable interactions and affordable choices through efficient use of premium dollars to establish Blue Shield as the preferred choice in health plans. The Account Executive - Premier, Principal will report to the Area Vice President, Southern California. In this role you will serve as a the strategic advisor providing consultative client management through developing client relationships and understanding of client business to identify service needs, plan service delivery and drive use of proactive service and support. You will capably manage a defined book of business as the ultimate point of client contact to coordinate resolution of service incidents, escalation of technical issues and overall strategic goals. Collaborates with sales and support groups to demonstrate value of support offering to client and identify opportunities for growth and product expansion. Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow – personally, professionally, and financially. We are looking for leaders that are energized by creative and critical thinking, building and sustaining high-performing teams, getting results the right way, and fostering continuous learning.

Requirements

Requires a bachelor's degree or equivalent experience
Requires a DOI Life/Health License
Requires at least 10 years of prior relevant experience
Requires deep & proven experience with large, national, multi-site and multi-state accounts with different types of funding arrangements, including but not limited to ASO, PPO, HMO, HDHP, alternate funding arrangements (self and flex funded), contract and underwriting/rating knowledge
Strong familiarity with the competition, market environments, healthcare economics, medical practices, and provider/alternative delivery systems
Possess a keen understanding of local market dynamics, as well as regional and national trends, including knowledge of managed care and contract negotiations
Strong business instincts combined with planning and marketing skills are essential, balanced with the highest ethical standards that naturally convey the importance of personal integrity
Proven ability to adapt client needs and innovation in creating strategic solutions and partnerships that may challenge the status quo

Nice To Haves

Public sector experience also a plus

Responsibilities

Serves as the ‘go-to AM’ for product knowledge and Shares knowledge with peers; can quantify and qualify the advantage of BSCA products over those of competitors
Maintains a mastery of the marketplace; has deep understanding of healthcare provider networks and customer data. Strategically utilizes understanding of market trends to strengthen the BSCA value proposition, linking and aligning market insights to customer priorities
Facilitates all meeting types, including finalist meetings with executive level audiences. Anticipates client questions and can provide in-depth responses
Has access to and builds relationships with key executive-level decision makers, understands their priorities and builds a trusted advisor relationship
Develop and maintain long-term growth strategies founded on deep client and industry knowledge and strategically leverage understanding of renewal factors e.g. stickiness, switching costs, client value drivers to expand client business (high complexity)
Identify process improvement opportunities and participate in process improvement work groups
Deeply understands client needs, political environment and long-term vision
Fully leverages available resources to complete back-office tasks and solve problems. Mastery understanding of BSC tools and systems. Proactively recommends tool improvements. Must demonstrate understanding of the system flow
Can influence functional groups to act and own back-office tasks and solve problems. Escalates issues to appropriate manager to drive accountability. Identifies process improvement opportunities and participates in process improvement work groups
Confident asking for more business. Deeply understands factors at play e.g. stickiness, switching costs, client value drivers. Strategically chooses when to concede vs. hold firm (high complexity).
Implements strategic goals established by functional leadership, as well as Establishes operational plans for job area with direct short- to mid-term impact on results (e.g., 1-2 years)