Senior Manager, Account Management - Middle Market

Blue Shield of California•Long Beach, CA

About The Position

The Senior Manager, Account Management leads the Middle Market Account Management team for the Orange County/San Diego region, serving as an Area Director and reporting to the Area Vice President. The role leads and directs retention sales to meet and exceed membership, revenue, and operating income goals, and shapes and executes strategic and operational decisions affecting the Account Management team. The position calls for a leader who supports creative and critical thinking, builds and sustains high-performing teams, delivers results responsibly, and fosters continuous learning.

Requirements

Bachelor’s degree, or a high school diploma/GED and four additional years of relevant experience in lieu of a degree.
Eight years of prior relevant experience.
Four years of 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), with exposure to self-funded clients.

Responsibilities

Lead Account Executives in achieving retention and upsell targets for regional employers with 101–2,999 employees 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 toward common business goals.
Build and maintain consultative relationships with brokers and key stakeholders to expand retention and growth opportunities, including providing presentation assistance, education, and training, and gathering competitive market information.
Address and respond to escalated broker and client needs.
Assess team performance and book-of-business assignments.
Provide strategic business plan direction to achieve 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.