Sales Account Manager - Neighbor Island (Kauai)

Pay Range: $68,000 - $133,000

Note: Individuals typically begin between the minimum to middle of the pay range

• Bachelor's degree or equivalent combination of education and related work experience.

• Four years successful field-based customer service experience in the mid-large corporate account market (or equivalent supervisory or industry knowledge in relevant/similar positions); or two years of experience at HMSA in a sales and/or account management role.

• One year of successful sales experience.

• Excellent verbal, and written communication skills.

• Excellent facilitation and presentation skills.

• Outstanding customer service skills.

• Strong analytical, negotiating and sales skills.

• Strong planning and organization skills.

• Strong decision-making and problem solving skills.

• Basic working knowledge of Microsoft Office applications Including but not limited to Word, Excel, and Outlook.

• Basic working knowledge of SalesForce.

• 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.

• 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.

• Performance
  
  • 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 Relationship Consultant and/or 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.
  • Select MRG accounts:
    
    • Use account data and critical thinking to effectively marry customer goals and objectives to HMSA's products and services.
    • If applicable, delegate renewal responsibility for appropriate renewals to Account Relationship Consultant. If applicable, provide Account Relationship Consultant strategic direction on renewals and provide escalation and customer-facing support for renewals as you deem necessary. Escalation support should include internal HMSA escalations, customer jeopardy/escalations, and customer Consultant escalations.
    • Provide Account Relationship Consultant (if applicable) and/or 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 Relationship Consultant (if applicable), Account Service Representative, and Health Plan Advisor to provide exceptional pro-active service to an assigned book of strategic accounts. This will require delegation of existing customer issues to ensure that sales objectives and goals are met.

• Relationships
  
  • 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.

• Analysis
  
  • Perform complex business analyses of customer's 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.

• Industry knowledge
  
  • 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.

• Administrative
  
  • 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.

• Other Duties/Functions
  • Special projects as assigned
  • Performs all other miscellaneous responsibilities and duties as assigned or directed.