Client Engagement Manager

Blue Cross Blue Shield of Michigan•Detroit, MI

About The Position

The Client Engagement Manager is responsible for retaining and growing existing and assigned accounts in support of organizational strategic, financial, and performance goals. The role executes core sales and business development activities, including strategic account and agency planning, sales consultations, identifying sales opportunities, and renewal support. It manages local accounts through interfacing with agencies or consultants. The manager develops and executes multi-year account plans, advises clients on benefit design, products, programs, healthcare delivery options, funding, and financial tradeoffs, and coordinates with internal partners to assess solution feasibility and pricing. The role builds relationships with account decision makers, uses feedback and data to identify service opportunities, educates clients and agencies about products, supports negotiations and renewals, and coordinates resolution of sales and business development issues. It also supports internal sales responsibilities, including account-contact education and training and input to strategic sales and portfolio planning.

Requirements

Bachelor's degree in Business Administration, Sales and Marketing, or a related field.
Five years of sales and account management experience.
Valid Michigan Accident and Health Insurance License, required within 90 days of the employee's start date or the license expiration date.
Valid Michigan driver's license, required within 90 days of the employee's start date or the license expiration date.
Extensive technical knowledge of healthcare insurance products and programs, including Medicare Advantage, self-funding arrangements, stop loss, ancillary products such as dental and vision, pharmacy, and product buy-ups.
Extensive knowledge of financial arrangements and medical economics, understanding of competitor offerings, and capacity to adapt to industry complexity and change.
Ability to partner with account support team members to guide clients in decision-making about solutions and agencies supporting their customers.
Ability to synthesize client feedback, resolve concerns, and surface key risks efficiently.
Strong communication skills, including clear and concise communication across channels and with internal and external stakeholders.
Ability to articulate BCBSM's value proposition and explain how its products and services can contribute to account strategies.
Ability to understand the complexity of healthcare and clinical, utilization, and financial data.
Ability to identify cross-sell and up-sell opportunities and convert opportunities into finalist presentations and closed sales.
Strong analytical skills and ability to understand competing priorities and make effective use of resources, time, and budget.
Ability to influence and collaborate effectively across organizational teams and stakeholders.

Nice To Haves

Experience with Salesforce Customer Relationship Management (CRM) is strongly preferred.

Responsibilities

Develop, refresh, and execute multi-year strategic account and agency plans to grow and retain accounts and relationships, identifying opportunities, risks, and mitigation strategies.
Present strategic plans to internal leadership and external accounts, agencies, or consultants for review and alignment.
Use account plans to drive annual strategic discussions and other planning efforts with accounts.
Advise accounts on benefit design, products, programs, solutions, healthcare delivery methods, funding options, and financial tradeoffs; address questions and involve support resources when needed.
Consult relevant business areas to confirm solution feasibility before finalizing sales recommendations.
Interface with accounts, agencies, and consultants to understand buying habits, preferences, and decision-making processes and build trust with key decision makers.
Use account and agency feedback and data-driven insights to identify opportunities to improve service, including enhancements and new programs.
Educate accounts, agencies, and consultants about BCBSM products and programs.
Coordinate with internal functions, including Underwriting/Actuary and Finance, on pricing and oversee pricing decisions for renewals and requests for proposals.
Use knowledge of product and program value propositions to inform retention strategies during negotiations and proposal development.
Address and oversee resolution of sales and business development issues relating to renewals, product or solution design and selection, and recurring issues.
Coordinate and communicate issue-resolution progress and status internally and externally as needed.
Coordinate and assist with education and training for account contact personnel.
Provide input to strategic sales and portfolio planning.