Sales Account Manager - New Sales

HMSA•Honolulu, HI

1d•Hybrid

About The Position

The Sales Account Manager - New Sales role focuses on developing and implementing account plans to align with employer group objectives and HMSA products. This position requires exceptional selling skills to promote and implement products and services through various methods, including site visits, correspondence, telephone, email/internet, PowerPoint presentations, and one-on-one customer service. The goal is to protect and increase HMSA's market share through successful closing of new accounts and renewal/retention of assigned accounts, while meeting marketing plan goals and achieving annual sales revenue and membership growth objectives. The role involves identifying and implementing action plans for at-risk accounts, collaborating with USAble Life for ancillary product proposal development, and engaging in cold calling and in-person networking to identify new sales prospects. The Sales Account Manager is expected to attain weekly and monthly activity goals, utilize business acumen to understand client businesses, uncover needs and opportunities, and systematically target prospects. A key responsibility is to proactively manage a base of accounts by strategically prioritizing sales and service activities, and to lead a team consisting of the Account Relationship Consultant, Account Service Representative, and Health Plan Advisor to provide exceptional proactive service. This requires delegation of customer issues to ensure sales objectives are met. The role also involves establishing high-level account contacts with decision-making capability, promoting HMSA's value, and delegating renewal responsibility with strategic direction and support. The Sales Account Manager will provide strategic direction to the team on account support, servicing, value proposition incorporation, and relationship/opportunity development. They will meet with AMS leadership on complex account issues after researching potential solutions and delegate servicing tasks as appropriate. Understanding and selling various funding arrangements to the large group market segment is also a key function. The role expands relationships with groups through new product sales, coordinates problem-solving for group inquiries, and participates in strategic planning and evaluation sessions. The Sales Account Manager will educate employer groups on HMSA and industry trends, meet with C-level contacts to position HMSA as the best value, and manage internal and external customer relationships. Collaboration with rating analysts for renewal development, product management analysts for new benefit development, and USAble Life for ancillary product proposals is essential. The role requires performing complex business analyses of customer requirements, developing proposals, and collaborating to present a comprehensive healthcare story. Evaluating account-specific utilization, identifying opportunities for plan design and financial arrangement changes, and understanding strategic vision within employer groups to align HMSA products and services are critical. The Sales Account Manager must actively maintain an understanding of market drivers and trends, bring marketplace information and customer needs to HMSA, obtain competitor information, and maintain awareness of competitive activities. Researching and communicating marketing and sales intelligence, participating with employee health benefits professional organizations, and providing input to the Marketing department for strategy development are also key responsibilities. Administrative duties include maintaining accurate records of account activity, providing management with weekly reports, and managing the sales prospect database and sales funnel. The role also encompasses performing all other miscellaneous responsibilities, duties, and special projects as assigned.

Requirements

Bachelor's degree or an equivalent combination of education and related experience.
Five years successful sales experience or equivalent industry experience; or three years of successful sales experience in the healthcare industry.
Excellent verbal, written and presentation communication skills.
Negotiating and sales skills.
Intermediate working knowledge of Microsoft Office applications, including but not limited to Word, Excel, Outlook, and PowerPoint.
Active life and health license with the state of Hawaii Department of Commerce and Consumer Affairs or pass all four sections of the state licensing examination within three months of hire date.
Must have valid driver's license, access to an automobile with current license, registration and no-fault insurance for business travel for meetings with employer groups.

Responsibilities

Develop and implement account plans to leverage employer groups' objectives and how HMSA products fit into their benefit program and help them to accomplish their business goals.
Use exceptional selling skills to promote and implement products and services through various methods, including site visits, correspondence, telephone, email/internet, power point presentations, and one-on-one customer service.
Protect and increase HMSA's market share through the successful closing of new accounts and renewal and retention of assigned accounts.
Meet goals as established in marketing plan and achieve annual sales revenue and membership growth objectives.
Identify, create and implement action plans for all at-risk accounts.
Work with USAble Life for ancillary product proposal development.
Cold calling and in-person networking to identify new sales prospects.
Attain weekly and monthly activity goals.
Utilize business acumen to understand client's business, uncover needs and opportunities.
Systematic targeting of prospects by various product lines.
Pro-actively manage a base of accounts by strategically prioritizing account sales and service activities.
Lead a team that consists of the Account Relationship Consultant, Account Service Representative, and Health Plan Advisor to provide exceptional pro-active service to an assigned book of strategic accounts.
Delegate renewal responsibility, as appropriate, to the Account Relationship Consultant.
Provide Account Relationship Consultant with the strategic direction, escalation support, and customer-facing support for renewals as you deem necessary.
Provide Account Relationship Consultant and Account Service Representative with the strategic direction on account support/servicing, incorporation of the value proposition, relationship development and opportunity development within the account.
Meet with AMS leadership on complex account issues after you have researched and identified potential solutions.
Delegate servicing tasks to Account Relationship Consultant and Account Service Representative as appropriate.
Understand and sell various funding arrangements to the large group market segment.
Expand relationship with groups through the sale of new products; coordinate problem solving associated with group inquiries.
Participate in strategic planning and evaluation sessions with employer groups.
Educate employer groups on HMSA and industry trends and the impact of these trends on cost and utilization.
Meet with CXX level contacts to position HMSA as the best value in healthcare.
Manage internal and external customer relationships to ensure that employer needs are identified and addressed.
Work with rating analyst for renewal development, work with product management analyst for new benefit development, work with USAble Life for ancillary product proposal development.
Perform complex business analyses of customer's business requirements and develop proposals that exceed customers' requirements.
Collaborate with key areas of the organization to present a comprehensive, integrated healthcare story for the employer group through presentations and written summaries.
Evaluate account-specific utilization and identify opportunities for plan design and financial arrangement changes that positively affect the financial needs of the employer groups through data analysis and extensive knowledge of the healthcare industry.
Understand and identify the strategic vision and objectives within the employer group organizations while aligning HMSA products and services to ensure those business objectives are achieved.
Actively maintain an understanding of the drivers and trends within HMSA and the healthcare industry that affect HMSA's employer groups and shape their business and buying decisions.
Responsible for bringing information about the marketplace, customer needs perspectives, expectations, demands and requests to HMSA.
Maintain awareness of competitive activities and opportunities.
Research and communicate marketing and sales intelligence relating to competition and changes in the marketplace.
Participate with employee health benefits professional organizations.
Provide input to Marketing department for marketing strategy development.
Maintain accurate records of all account activity and provide management with a weekly report on proposal/sales activity, jeopardy/lost accounts, major servicing issues.
Maintain and manage sales prospect database and sales funnel.
Performs all other miscellaneous responsibilities, duties, and special projects as assigned or directed.