Director Major Accounts

Blue Cross Blue Shield of Minnesota•Eagan, MN

4d•$180,000 - $200,000•Hybrid

About The Position

The Director Major Accounts is accountable for client retention and growth, margin contribution, and overall business performance of the National Accounts segments. The role develops segment business plans and oversees key-indicator reporting to ensure objectives are met and actions can be forecast and adjusted to achieve corporate market-segment goals. Responsibilities include client and fund business planning and strategy development, as well as cross-functional execution of those plans. The position leads organizational development of the account management practice and deployment of industry best practices for technology, processes, and human-resource strategies. It represents programs and services across the Blue Cross and Affiliates product and service portfolio, and works with Marketing, Underwriting, and Operations to ensure products, pricing, and services meet National Accounts segment needs. The Director manages and develops the sales and account-management team, builds corporate-level relationships with clients and industry leaders, and establishes effective account-management structures and processes across the organization. The role directs account business plans and staff development, supports product and pricing development, and partners with internal stakeholders to address market needs and maintain Blue Cross’s market position.

Requirements

7+ years of progressive Sales experience, including 3+ years of management experience.
Bachelor’s degree; in lieu of a degree, an additional two years of relevant experience beyond the listed qualifications may be accepted.
Obtain and maintain a valid Minnesota Resident Producer License in Life and Health/Accident in good standing within 60 days of employment.

Nice To Haves

Master’s degree in a related field.
Ability to communicate strategic direction across departments, listen actively to address organizational challenges, and align leaders and stakeholders through clear, actionable guidance.
Ability to analyze cross-functional impacts, set priorities, and guide leaders in resolving high-impact challenges and improving outcomes.
Ability to organize work, balance cross-functional priorities, and manage team capacity across initiatives to support business objectives.
Ability to manage client expectations, oversee renewals, and support escalations.
Experience with large group accounts, self-insured clients, or ASO products.
Knowledge of claims, enrollment, benefits, and provider networks.
Proficiency with CRM tools and Microsoft 365.

Responsibilities

Select, manage, coach, and motivate sales and account-management team members; actively manage performance to maintain a high-performing team.
Develop corporate-level relationships with clients and industry leaders through regular direct interaction.
Create, deploy, and operate effective organizational structures and processes within account management and across Blue Cross functions to support customer loyalty.
Participate in developing new products and refining current products and pricing offerings.
Direct staff development and lead change-management initiatives to align competencies and performance with industry best practices.
Ensure staff remain current on emerging industry trends and account-management skills and can work proactively.
Direct development and execution of account business plans to achieve annual retention, ancillary corporate growth, margin, and budget objectives.
Advocate with Underwriting, Product Management, and Operations to communicate market needs and issues and help maintain Blue Cross’s market position.
Assess internal and external stakeholders and build partnerships, including strategic development efforts around market requirements, pricing expectations, and competition.
Manage the department, including interviewing and hiring employees.
Perform additional responsibilities consistent with the scope and level of the role, as assigned.