Account Manager IV

Horizon Blue Cross Blue Shield of New Jersey•Newark, NJ

About The Position

This position is responsible for retaining existing accounts and selling additional product lines, where appropriate and profitable, within the Labor market segment. The Account Manager for the Labor market serves as the primary relationship manager for assigned labor union health and welfare funds and gaming accounts. This role is responsible for account retention, operational excellence, and strategic support across complex, self-funded and fully insured labor groups. The Account Manager acts as a trusted advisor to fund trustees, administrators, TPAs, and consultants while coordinating across internal Horizon teams to ensure service delivery, compliance, and performance expectations are met. Labor accounts have unique governance, regulatory, and service requirements, requiring an elevated level of expertise, responsiveness, and relationship management.

Requirements

High School Diploma or GED required.
Bachelor’s degree preferred, or equivalent relevant experience in lieu of a degree.
Minimum of ten (10) years of account management experience with increasing responsibility, including strategic client relationship management, contract negotiation, and renewal optimization, preferably within the health insurance industry.
Sales and/or Account Management experience within Labor and Public Sector markets strongly preferred.
Requires a New Jersey State Health/Life License.
Advanced proficiency in personal computers and Windows-based software, including Microsoft Word, Excel, and PowerPoint; familiarity with intranet and internet applications.
Knowledge of union structures, Shared Administration/TPA models, and collective bargaining agreements.
Understanding of group health product lines, including Managed Care.
Knowledge of rating processes and policy renewal practices.
Strong negotiation skills.
Ability to tailor communication and messaging to various audiences.
Ability to effectively leverage limited engagement opportunities with key decision-makers.
Capability to communicate complex concepts in a clear, concise manner.
Excellent verbal and written communication skills.
Public speaking and presentation expertise.
Proven relationship-building skills.
Ability to manage partner vendor relationships (e.g., wellness, IT, clinical).
Strong collaboration with internal stakeholders, including government affairs, service, legal, and foundation teams.
Travel throughout the United States is required. Majority of travel will be throughout the state of NJ but there will be times where out of state travel is required.

Nice To Haves

Preferred knowledge of Horizon BCBSNJ products, underwriting policies, enrollment, billing, and claims processing procedures
Experience serving as an NLO Board Member and/or AC Chamber Chair preferred.

Responsibilities

Manage contract renewals, including negotiating terms and approving contract modifications outside standard guidelines to support retention and growth.
Assess client needs and recommend appropriate products, including identifying opportunities to sell additional lines of business.
Serve as the day-to-day account lead, maintaining consultative relationships with administrators, TPAs, brokers, and consultants.
Represent Horizon at trustee meetings, board meetings, and client requested forums.
Proactively manage client expectations and escalate issues as appropriate to ensure timely resolution.
Partner with Data & Reporting teams to deliver client specific reporting and performance insights.
Experience with ASO groups both Full Administration and Shared Administration
Coordinate internally with Service, Claims, Provider Contracting, Network, Finance, Compliance, IT, and Vendor partners to resolve complex issues.
Develop and conduct client and group workshops related to enrollment, claims procedures, and healthcare industry regulations.
Analyze relevant factors and outcomes to make binding financial, operational, and service-related decisions.
Ensure accounts and brokers are informed of applicable legislative and regulatory updates and their impact.
Perform additional duties as assigned by management.