Strategic & National Account Manager I/II

company•City of Utica, NY

About The Position

Summary: This position is primarily responsible for the overall management of strategic and national accounts. This includes but is not limited to acting as a strategic advisor to support clients in the decision making process relative to benefit design, financial impacts, member experience, and industry trends. This role will focus on account retention activities and could expand to include prospecting of new business opportunities. Essential Accountabilities: Level I • Responsible for sales activities, including retention, prospecting, and cross-selling. • Establishes, develops, and maintains positive business relationships with clients, brokers, and internal department contacts. • Develops a thorough understanding of clients strategic goals, financial position and opportunities to offer solutions that meet their needs and ensure overall satisfaction. • Provides oversight for all activities that surround client solutions, operational efficiencies and member impacts. Works with relevant internal and external sources to ensure expediated and effective resolution to maximize satisfaction. • Partner with Account Service Consultant(s) to deliver high-quality client satisfaction. • Establishes and maintains relationships with internal executive sponsors and maintains client detail and history. • Develops key account summary identifying client needs, opportunities, risks, and competitive insight. • Attends meetings, sales events, and trainings to keep abreast of the latest corporate, national, and legislative developments impacting the delivery of health care benefits. Keeps abreast of market dynamics, industry trends and competitor landscape. • Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs. • Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures. • Regular and reliable attendance is expected and required. • Performs other functions as assigned by management. Level II (in addition to Level I Accountabilities) • Engages and actively participates in workgroups to represent Sales on cross divisional initiatives and educates the team on progress/results. • Acts as a mentor to account managers/account service representatives interested in growth and development. • Represents management at meetings as needed.

Requirements

Valid NYS Accident and Health License within six months of employment required. Employees without a license are not eligible for sales incentive awards or contests. Any sales made while not licensed are not eligible for incentive compensation.
Highly motivated and goal oriented with five (5) or more years of experience in sales. Health insurance sales and/or industry experience beneficial.
Working knowledge of all financial arrangements inclusive of fully insured and self-funded.
Proven ability to build productive professional relationships.
Ability to create and deliver presentations tailored to the audience needs.
Exceptional listening and negotiation skills. Strong verbal and written communication skills and ability to influence key stakeholders at all levels of an organization.
A proven track record of seven (7) or more years in sales. Health insurance sales and/or industry experience desired.
Exceptional analytical/problem-solving skills.
Demonstrated mentoring/coaching skills.

Responsibilities

Responsible for sales activities, including retention, prospecting, and cross-selling.
Establishes, develops, and maintains positive business relationships with clients, brokers, and internal department contacts.
Develops a thorough understanding of clients strategic goals, financial position and opportunities to offer solutions that meet their needs and ensure overall satisfaction.
Provides oversight for all activities that surround client solutions, operational efficiencies and member impacts. Works with relevant internal and external sources to ensure expediated and effective resolution to maximize satisfaction.
Partner with Account Service Consultant(s) to deliver high-quality client satisfaction.
Establishes and maintains relationships with internal executive sponsors and maintains client detail and history.
Develops key account summary identifying client needs, opportunities, risks, and competitive insight.
Attends meetings, sales events, and trainings to keep abreast of the latest corporate, national, and legislative developments impacting the delivery of health care benefits. Keeps abreast of market dynamics, industry trends and competitor landscape.
Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs.
Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.
Regular and reliable attendance is expected and required.
Performs other functions as assigned by management.
Engages and actively participates in workgroups to represent Sales on cross divisional initiatives and educates the team on progress/results.
Acts as a mentor to account managers/account service representatives interested in growth and development.
Represents management at meetings as needed.