Sales Account Manager -- Community Group Sales

HMSA•Honolulu, HI

About The Position

The Sales Account Manager - Community Group Sales role focuses on proactively managing a base of accounts by strategically prioritizing sales and service activities. This role involves getting ahead of potential issues with existing accounts by promoting the value of HMSA's solutions, managing time effectively to maximize opportunities for membership growth within existing customers, and prospecting new HMSA groups to expand the customer base in Hawaii. The position requires meeting established goals, quotas, and activity standards to achieve annual sales revenue and membership growth objectives. The Sales Account Manager will partner with mid-sized and large employer groups to align account strategies with their objectives, demonstrating how HMSA products can help achieve their business goals. This involves utilizing business acumen to understand client businesses, uncover needs and opportunities, and employing strong selling skills to promote products and services through various communication methods. Establishing high-level contacts with decision-making capabilities and promoting HMSA's value to these contacts is crucial. The role also involves meeting with AMS leadership on complex account issues after researching potential solutions and delegating servicing tasks to Account Service Representatives as appropriate. Protecting HMSA's market share through successful renewals and retention of assigned accounts by addressing customer needs with strategic products and solutions is a key responsibility. For MRG accounts, this includes using data and critical thinking to align customer goals with HMSA's offerings, delegating renewal responsibilities to Account Service Representatives when applicable, and providing strategic direction and escalation support. The Sales Account Manager will lead a team consisting of a Strategic Account Manager, Account Service Representative, and Health Plan Advisor to deliver exceptional proactive service to an assigned book of strategic accounts, requiring delegation of customer issues to meet sales objectives.

Requirements

Bachelor's degree and one year of related work experience; or an equivalent amount of education and related work experience.
One year successful sales experience and/or customer service experience.
Excellent verbal, and written communication skills.
Excellent facilitation and presentation skills.
Outstanding customer service skills.
Basic, working knowledge of Microsoft Office applications Including but not limited to Word, Excel, and Outlook.
Active 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.
Having an active license to sell Health, Life and Group Insurance products in the state of Hawaii is a condition of employment.
Requires safely operating an insured automobile for travel to off-site locations to conduct and accomplish business related activities.
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

Pro-actively manage a base of accounts by strategically prioritizing account sales and service activities.
Get ahead of the curve on known jeopardy accounts by strategically promoting the value in HMSA's solutions.
Manage your time effectively to maximize every opportunity to gain HMSA or USAble membership within base customers.
Prospect new HMSA groups to grow HMSA and USAble customer base in Hawaii.
Meet goals, quotas and minimum activity standards as established, and achieve annual sales revenue and membership growth objectives.
Partner with mid-sized and large employer groups to align and implement account strategies with the employer groups' objectives, showing how HMSA products fit into and help them to accomplish their business goals.
Utilize business acumen to understand client's business, uncover needs and opportunities.
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.
Establish high level account contacts, with decision making capability (higher than day-to-day contact), and promote the value of HMSA's solutions to those contacts.
Meet with AMS leadership on complex account issues after you have researched and identified potential solutions.
Delegate servicing tasks to Account Service Representative, as appropriate - dependent on CRG or MRG account status.
Protect HMSA's market share through the successful renewal and retention of assigned accounts by addressing the customer's business needs through strategic products and solutions.
Understand and sell various funding arrangements to the large group market segment.
Use account data and critical thinking to effectively marry customer goals and objectives to HMSA's products and services.
Delegate renewal responsibility for appropriate renewals to Account Service Representative.
Provide Account Service Representative with strategic direction on renewals and provide escalation and customer-facing support for renewals as you deem necessary.
Provide Account Service Representative with strategic direction on account support/servicing, value proposition, relationship development and opportunity development within account.
Lead of team that consists of the Strategic Account Manager, Account Service Representative, and Health Plan Advisor to provide exceptional pro-active service to an assigned book of strategic accounts.
Delegate existing customer issues to ensure that sales objectives and goals are met.
Become a trusted advisor to accounts as well as with the accounts' consultants/brokers.
Serve as a conduit of HMSA products and services for customers.
Expand relationship with groups through the sale of new products; coordinate problem solving associated with group inquiries.
Participate in account planning as needed for the small business groups and strategic planning and evaluation sessions as needed for the large business accounts.
Educate employer groups on HMSA and industry trends and the impact of these trends on cost and utilization.
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.
Provide input to Marketing Executives for marketing strategy development.
Lead internal work groups to deliver solutions that meet customer expectations.
Perform complex business analyses of customers' 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 large business accounts 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.
Embrace continuous learning of the health care industry and Government regulations as well as HMSA's product offerings, value proposition and internal processes.
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. (obtain competitor information from within each assigned account)
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.
Maintain accurate records of all account activity and provide management with a weekly report on proposal/sales activity, jeopardy/lost accounts, competitive intel, major servicing issues.
Special projects as assigned.