Account Manager

<p>With more than 7,000 employees, we are the largest health insurance company in Michigan. We offer an exciting work environment with a diverse group of employees. Our goal is to make health insurance easier for our members. We want to transform the industry and become a resource that people can trust.</p>

Traverse City, MI

Blue Cross Blue Shield of Michigan

When you think of <a href="https://www.bcbsm.com/" target="_blank" rel="noopener noreferrer">Blue Cross Blue Shield of Michigan</a> for health insurance, you can know you&rsquo;re getting much more. We're a company founded on a tradition of affordable, quality health care for everyone, improving the present and investing in the future.<br /><br />We offer:<br />Plans for employers and individuals that meet today&rsquo;s needs, budgets and lifestyle<br />The largest network of doctors and hospitals in the state<br />Lower health care costs Higher quality health care<br />Award-winning diversity practices<br />Grants and programs that promote better health throughout Michigan<br /><strong><br />Mission:&nbsp;</strong>We commit to being our members&rsquo; trusted partner by providing affordable, innovative products that improve their care and health.<br /><br /><a href="http://www.bcbsm.com/index/about-us/our-company.html" target="_blank" rel="noopener noreferrer"><strong>Click here</strong></a> to learn more about our commitment to our Social Mission, view company updates and reviews, and view our awards &amp; accolades.<br /><br />Learn more about your options as an external candidate. <a href="https://bcbsm.taleo.net/careersection/2/jobsearch.ftl?lang=en" target="_blank" rel="noopener noreferrer">Click here</a> to view open positions. http://www.bcbsm.com

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Full-time

Competitive Total Compensation Package

Overview: <strong><span style="font-size: small;">Responsible to retain and increase membership and retention within the&nbsp;Northwest territory, generally with&nbsp;50 or greater employees in a group, which includes national accounts or associations, in support of marketing sales goals and objectives.</span></strong>
Responsibilities: <ul> <li>Lead, formulate and implement long and short range strategies and account plans and resource deployments in support of territory initiatives and the sales and retention premium goals.&nbsp; May include resource deployment as necessary.</li> <li>Develop, implement and maintain effective and efficient face-to-face contact with executive level account management and decision-makers.&nbsp;</li> <li>Interface with various levels of internal and external customers explaining marketing concepts, resolving complex problems and administrative issues, and discussing proposals and retention activity as required.</li> <li>Develop specific retention strategy to identify and recognize individual customer characteristics, understand the decision-making process and gain trust from all labor, management, governmental decision-makers and independent agents.</li> <li>Provide the customer with information related to alternative methods of healthcare delivery (e.g., HMO, PPO, POS, and Traditional) which includes financial alternatives such as funding options.</li> <li>Explore possible jeopardy situations and develop sales and service strategies to retain the group. Implement and maintain an effective proactive resell process increasing premium income in existing markets.</li> <li>Utilize the resell process to coordinate the acceptance of renewals, settlements and open enrollment activities including the acquisition of information to complete necessary reporting.</li> <li>Develop annual forecast and sales plans to strategize and identify unenrolled segments and prospective customers as appropriate to territory, group size and geographic location.</li> <li>Design and coordinate account seminars, trade fairs and employee meetings including staffing, promotion and materials.</li> <li>Coordinate and assist in the education and training of group contact personnel and members in an assigned territory on BCBSM and/or BCN benefit programs.&nbsp;</li> <li>Provide customer benefit and rate information using tailored proposal materials.</li> <li>Participate in various forms of community relations to support positive corporate and marketing images.</li> </ul>
Requirements: <ul> <li>Bachelor's Degree in Business Administration, Marketing or related field preferred.&nbsp;&nbsp;</li> <li>Four (4) years of concept sales or risk management experience.</li> <li>High degree of technical knowledge of all benefits, billing, competitive programs, distribution systems, methods, policies, procedures, rating, regulations, selling process and underwriting as it relates to sales and marketing.</li> <li>Extensive knowledge of alternative benefit delivery programs, corporate philosophy, financial arrangements and medical economics.</li> <li>Excellent analytical, problem resolution, verbal and written communication skills required.</li> <li>Well-developed forecasting, organizing, planning, presentation, sales and scheduling skills.</li> <li>Extensive knowledge in the areas of sales methodology, territory management, Business Administration, Insurance industry, Healthcare delivery systems and BCBSM products and their related financing mechanisms.</li> <li>Proficient in current industry standard PC applications and systems.</li> <li>Travel to business locations as required.</li> <li>Must meet local and/or national sales and marketing sales competencies as required.</li> <li>Other related skills and/or abilities may be required to perform this job.</li> </ul> <p><strong>CERTIFICATES, LICENSES, REGISTRATIONS</strong></p> <p><strong>If an employee is selling/negotiating rates as part of the duties and responsibilities of this job, the following licenses are required within 90 days of the employee&rsquo;s start date or the license expiration date.</strong></p> <ul> <li>Valid Michigan Accident and Health Insurance License</li> <li>Valid Michigan driver's license required.</li> </ul> <p><strong>DEPARTMENT REQUIREMENTS</strong></p> <ul> <li>Demonstrated ability to partner and support health care insurance agents, consultants, union and management.</li> <li>Experienced with medical, pharmacy, dental and vision benefits necessary to promote and retain Blue.</li> <li>Knowledge of Self-Funded (ASC, Experience Rated (ERS), Industry and Community Pooled Fully Insured funded arrangements.</li> <li>Experienced presentation and consultative skills.</li> <li>Responsive to "what if" situations to consider alternative approaches.</li> <li>Demonstrated ability to establish and meet high impact goals.</li> <li>Must have proactive approach and take initiative.</li> <li>Ability to work independently and have flexibility in work schedules.</li> </ul> <p><strong>DEPARTMENT PREFERENCES</strong></p> <ul> <li>Highly preferred that candidate be engaged and activity involved in the community relations for the counties they will service in the&nbsp;Northern Michigan assigned territory as required.</li> <li>Highly preferred if candidate understands basics of quote development.</li> <li>Highlyl preferred if candidate has understanding of financials, i.e., Underwriting, Finance, Risk Management.</li> <li>Highly preferred if candidate remains current with insuranxe industry trends and Affordable Care Act.</li> <li>Highly preferred if candidate has BCBSM experience and understands the importance of working as a team.</li> </ul>