Client Engagement Manager

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.

Traverse City, MI

Blue Cross Blue Shield of Michigan

When you think of <a href="" 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.&nbsp;<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="" 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 />For Application Timeline &amp; Selection Process:&nbsp;<a href="" target="_blank" rel="noopener noreferrer">Click Here</a>. Learn more about your options as an external candidate. <a href="" target="_blank" title="BCBSM" rel="noopener noreferrer">Click here</a> to view open positions.

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Competitive Total Compensation Package

Overview: <p>Responsible for the retention and growth of existing and assigned accounts in support of organizational strategic, financial and performance goals by executing on core sales and business development activities such as strategic account/agency planning, sales consultations, identification of sales opportunities, and renewal support. Responsible for managing local accounts through agency or consultant interfacing.</p>
Responsibilities: <ul> <li>Develop, refresh, and execute multi-year strategic account/agency plans to grow and retain the account and relationships, including identifying key opportunities, risks, and mitigation strategies.</li> <li>Present internal strategic account/agency plans to leadership team as well as external plans to accounts or agencies/consultants for review and alignment.</li> <li>Leverage strategic account/agency plans to drive annual strategic discussions and other strategic planning efforts with accounts.</li> <li>Deliver account specific advice on plan benefit design, products/programs/solutions, alternative methods of healthcare delivery (e.g., HPN, HMO, etc.), funding options and financial tradeoffs (e.g., balancing premiums vs access to care), as well as addressing questions and pulling in support resources as needed for more complex issues/questions.</li> <li>Consult and confirm feasibility of solutions with relevant areas of the business to inform recommendations before finalizing sales.</li> <li>Interface with accounts/agencies/consultants to understand buying habits, preferences, and decision-making processes, as well as gain the trust of key decision makers.</li> <li>Leverage account/agency feedback and data driven insights to identify opportunities to better service account(s) (e.g., service enhancements, new programs), building on ongoing organizational initiatives.</li> <li>Educate and keep accounts/agencies/consultants up to date about BCBSM products/programs.</li> <li>Interface and coordinate with internal functions (e.g., Underwriting/Actuary, Finance) on pricing<a target="_blank">&nbsp;and oversee pricing decisions for renewals and requests for proposals.</a></li> <li>Understand BCBSM products'/programs' value proposition to provide input on retention strategies during negotiations and proposal development.</li> <li>Address and oversee resolution of issues related to sales and business development including renewals, product/solution design and selection, or recurring issues.</li> <li>Coordinate and communicate internally and externally with accounts/agencies/consultants on issue resolution progress and status as needed. &nbsp;</li> <li>Execute internal sales function responsibilities including coordinating and assisting in the education and training of account contact personnel, providing input to strategic sales and portfolio planning, etc.</li> </ul>
Requirements: <ul> <li>Bachelor's Degree in Business Administration, Sales and Marketing or related field required.</li> <li>Five (5) years of sales and account management experience required.</li> <li>Experience in Salesforce Customer Relationship Management (CRM) strongly preferred.</li> <li>Valid Michigan Accident and Health Insurance License.</li> <li>Valid and unrestricted driver's license is required.</li> <li>Extensive and well-developed technical knowledge of healthcare insurance products/programs, including Medicare Advantage, self-funding arrangements, stop loss, ancillary (e.g., dental, vision), pharmacy, and product buy-ups.&nbsp;</li> <li>Extensive knowledge of financial arrangements and medical economics, understanding of competitor offerings and the capacity to adapt to increasing industry complexity and changes.</li> <li>Ability to partner with other account support team members to guide clients in their decision-making on relevant solutions and/or agencies in supporting their customers.</li> <li>Ability to efficiently synthesize client feedback, resolve client concerns, and surface any key risks.</li> <li><a target="_blank">Strong communication skills&nbsp;</a><a target="_blank">with ability to communicate concisely and clearly across a range of channels/communication tools (e.g., CRM, documents, calls, meetings) with internal and external stakeholders.</a></li> <li>Ability to articulate BCBSM's value story in a clear and compelling manner including how products and services can contribute to the account's strategies.</li> <li>Capacity to understand the complexity of healthcare and clinical, utilization and financial data.</li> <li>Ability to surface potential cross-sell/up-sell opportunities from internal and external sources and convert on opportunities to deliver finalist presentations and close sales.</li> <li>Strong analytical skills with the ability to understand competing priorities and how best to leverage available resources, time, and budget.</li> <li>Ability to influence and effectively collaborate across teams/stakeholders in the organization.</li> </ul> <p><u><strong>Department Information</strong></u></p> <ul> <li>candidate must be available to travel for customer facing responsibilities&nbsp;up to 30% of the time</li> </ul> <div id="gtx-trans" style="position: absolute; left: -19px; top: 26px;">&nbsp;</div>