What are the responsibilities and job description for the Strategic/National Account Manager I/II (Rochester Territory) position at Excellus BCBS?
Summary
Job Description:
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
NOTE: We include multiple levels of classification differentiated by demonstrated knowledge, skills, and the ability to manage increasingly independent and/or complex assignments, broader responsibility, additional decision making, and in some cases, becoming a resource to others. In addition to using this differentiated approach to place new hires, it also provides guideposts for employee development and promotional opportunities.
All Levels
Together we can create a better I.D.E.A. for our communities.
At the Lifetime Healthcare Companies, we’re on a mission to make our communities healthier, and we can’t do it without you. We know diversity helps fuel our mission and that’s why we approach our work from an I.D.E.A. mindset (Inclusion, Diversity, Equity, and Access). By activating our employees' experiences, skills, and perspectives, we take action toward greater health equity.
We aspire to reflect the communities we live in and serve, and strongly encourage people of color, LGBTQ people, people with disabilities, veterans, and other underrepresented groups to apply.
Our Company Culture
Employees are united by our Lifetime Way Values & Behaviors that include compassion, pride, excellence, innovation and having fun! We aim to be an employer of choice by valuing workforce diversity, innovative thinking, employee development, and by offering competitive compensation and benefits.
In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.
Equal Opportunity Employer
Compensation Range(s)
Level I (Grade E3): Minimum $60,410– Maximum $106,929
Level II (Grade E5): Minimum $71,880 – Maximum $129,384
The salary range indicated in this posting represents the minimum and maximum of the salary range for this position. Actual salary will vary depending on factors including, but not limited to, budget available, prior experience, knowledge, skill and education as they relate to the position’s minimum qualifications, in addition to internal equity. The posted salary range reflects just one component of our total rewards package. Other components of the total rewards package may include participation in group health and/or dental insurance, retirement plan, wellness program, paid time away from work, and paid holidays.
Please note: There may be opportunity for remote work within all jobs posted by the Excellus Talent Acquisition team. This decision is made on a case-by-case basis.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
Job Description:
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.
- 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.
NOTE: We include multiple levels of classification differentiated by demonstrated knowledge, skills, and the ability to manage increasingly independent and/or complex assignments, broader responsibility, additional decision making, and in some cases, becoming a resource to others. In addition to using this differentiated approach to place new hires, it also provides guideposts for employee development and promotional opportunities.
All Levels
- 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.
- Ability to travel to client sites for presentations, meetings, and/or trainings as needed.
- Ability to work while sitting and/or standing at a workstation viewing a computer and using a keyboard, mouse and/or phone for three (3) or more hours at a time.
- May be required to transport sales collateral/materials to and from meetings/events.
Together we can create a better I.D.E.A. for our communities.
At the Lifetime Healthcare Companies, we’re on a mission to make our communities healthier, and we can’t do it without you. We know diversity helps fuel our mission and that’s why we approach our work from an I.D.E.A. mindset (Inclusion, Diversity, Equity, and Access). By activating our employees' experiences, skills, and perspectives, we take action toward greater health equity.
We aspire to reflect the communities we live in and serve, and strongly encourage people of color, LGBTQ people, people with disabilities, veterans, and other underrepresented groups to apply.
Our Company Culture
Employees are united by our Lifetime Way Values & Behaviors that include compassion, pride, excellence, innovation and having fun! We aim to be an employer of choice by valuing workforce diversity, innovative thinking, employee development, and by offering competitive compensation and benefits.
In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.
Equal Opportunity Employer
Compensation Range(s)
Level I (Grade E3): Minimum $60,410– Maximum $106,929
Level II (Grade E5): Minimum $71,880 – Maximum $129,384
The salary range indicated in this posting represents the minimum and maximum of the salary range for this position. Actual salary will vary depending on factors including, but not limited to, budget available, prior experience, knowledge, skill and education as they relate to the position’s minimum qualifications, in addition to internal equity. The posted salary range reflects just one component of our total rewards package. Other components of the total rewards package may include participation in group health and/or dental insurance, retirement plan, wellness program, paid time away from work, and paid holidays.
Please note: There may be opportunity for remote work within all jobs posted by the Excellus Talent Acquisition team. This decision is made on a case-by-case basis.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
Salary : $71,880 - $129,384
