Director of Commercial Key Accounts

Medica•St. Louis, MO

4d•Hybrid

About The Position

The Director, Key Account Executives provides enterprise leadership for Medica’s Key Account Executive function, overseeing the strategy, consistency, and execution of how Medica manages its most complex and strategically significant commercial accounts. This role leads Key Account Executives across all geographies and is accountable for retention, client experience, and effective cross-functional coordination for large and complex accounts. The Director ensures consistent account management standards, clear ownership models, and seamless transitions of new large accounts from Commercial Sales Relationship Managers into the Key Account Executive team. Performs other duties as assigned.

Requirements

Bachelor's degree or equivalent work experience in a related field
10+ years of work experience beyond degree
Applicable active resident and non-resident Life, Accident and Health licenses

Nice To Haves

Commercial sales, account management, or client experience leadership
Healthcare, insurance, or similarly complex B2B environments
Enterprise-level strategic account leadership and portfolio management
Proven people leadership and coaching of senior, client-facing professionals across geographies
Retention strategy development and execution for complex, high-value accounts
Advanced client experience design and stewardship in highly visible relationships
Executive presence with the ability to engage credibly with senior client and internal leaders
Strong escalation management and complex issue resolution capabilities
Ability to establish, document, and enforce standard operating models while allowing for regional nuance
Cross-functional influence in matrixed environments without direct authority
Change leadership skills, including guiding teams and clients through transitions and ambiguity
Strong business judgment and decision-making in high-risk, high-impact situations
Data-informed analysis and prioritization of portfolio-level risks and opportunities
Excellent communication skills, including executive-level written and verbal messaging
Talent development mindset with experience building consistent capabilities and expectations
Operational discipline paired with strategic thinking and adaptability
Strong collaboration skills across Sales, Client Experience, Operations, Product, Network, and Finance

Responsibilities

Define and own the enterprise Key Account management model across all geographies. Set standards for account ownership and governance, renewal leadership, escalation management, and cross-functional engagement expectations.
Ensure consistency in how Medica manages its most complex and strategic accounts, regardless of market.
Lead, coach, and develop Key Account Executives across regions. Set clear expectations tied to retention, client experience, and segment performance.
Drive consistency in skills such as executive presence, strategic account planning, and complex issue navigation.
Own the health of the Key Account portfolio, identify systemic retention risks, trends, and escalation patterns.
Partner with Sales, Client Experience, Product, Network, Operations, and Finance to proactively address at-risk accounts and influence enterprise priorities that impact retention.
Act as an escalation leader for high-impact or enterprise-sensitive situations.
Own the standard transition process for moving new large and complex accounts from commercial Sales Relationship Managers to Key Account Executives.
Ensure clear handoffs, defined ownership, and early stabilization and client confidence.
Continuously improve transition effectiveness based on feedback and outcomes.
Serve as a strategic partner to the Senior Director, Commercial Sales and Retention.
Represent Key Account needs in enterprise discussions related to product, network, service models, and operational readiness.
Influence decisions without direct authority.
Participate directly in select executive-level client interactions when accounts are highly complex, issues are enterprise-sensitive, or presence adds credibility or accelerates resolution.
Model expectations for Key Account Executives.