Senior Manager, Account Management - Middle Market
About The Position
The Senior Manager, Account Management leads the Middle Market Account Management team for the Orange County/San Diego region and is considered an Area Director. Reporting to the Area Vice President, this role directs retention sales and is accountable for meeting and exceeding membership, revenue, and operating income goals. The Senior Manager shapes and executes strategic and operational decisions affecting the Account Management team. The role leads Account Executives serving employers with 101–2,999 employees across medical, dental, vision, and life products. It fosters a strong sales environment through coaching and performance management, builds partnerships with brokers and internal teams, addresses elevated client and broker needs, and provides strategic direction for regional retention objectives. The role also manages forecasts and retention projections, evaluates book-of-business assignments, and supports strategic initiatives.
Requirements
- Bachelor’s degree, or a high school diploma/GED plus four years of additional relevant experience in lieu of a degree.
- Eight years of prior relevant experience.
- Four years of prior people management experience with direct responsibility for supervising, coaching, and evaluating direct reports.
- Valid California driver’s license and proof of insurance.
- Group medical insurance sales experience.
- Exceptional communication and leadership skills, including presentation and motivational leadership skills, and a highly organized, self-directed approach to work.
- Ability to manage highly complex and difficult negotiations with external and internal stakeholders.
Nice To Haves
- Group medical insurance sales experience in large-group business (101+ eligible lives), preferably with exposure to self-funded clients.
Responsibilities
- Lead a team of Account Executives to achieve retention and upsell targets for employers with 101–2,999 employees in the assigned region across medical, dental, vision, and life products.
- Maintain a strong sales environment by evaluating, coaching, and motivating the Account Executive team.
- Facilitate weekly team meetings to communicate retention results and objectives.
- Work with internal partners, including Underwriting, Marketing, and Product, to share skills, resources, and knowledge in pursuit of shared business goals.
- Establish and maintain effective partnerships and consultative relationships with brokers and key stakeholders to expand retention and growth opportunities, including presentation assistance, education and training, and gathering competitive market information.
- Address and respond to elevated broker and client needs.
- Assess team performance and book-of-business assignments.
- Provide strategic business plan direction for achieving regional retention objectives.
- Manage and report accurate business forecasts and retention projections.
- Identify Middle Market team needs and ensure Blue Shield of California products and systems are in place to meet them.
- Participate in special projects as needed, including Sales Readiness, Self-Funding, and other strategic initiatives.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
