Account Manager - Labor Relations

<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>

Detroit, 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.<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 />Learn more about your options as an external candidate. <a href="" target="_blank" rel="noopener noreferrer">Click here</a> to view open positions.&nbsp;

keywords: professional,marketing,leadership,design,strategy,support,sales,knowledge,license,education,skills,experience,travel


Competitive Total Compensation Package

Overview: <strong><span style="font-size: small;">Responsible to retain and increase membership and retention within an assigned territory, generally with 100 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><span style="font-family: arial; font-size: small;">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;</span></li> <li><span style="font-family: arial; font-size: small;">May include resource deployment as necessary.</span></li> <li><span style="font-family: arial; font-size: small;">Develop, implement and maintain effective and efficient face-to-face contact with executive level account management and decision-makers.&nbsp;</span></li> <li><span style="font-family: arial; font-size: small;">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.</span></li> <li><span style="font-family: arial; font-size: small;">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.</span></li> <li><span style="font-family: arial; font-size: small;">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. 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.</span></li> <li><span style="font-family: arial; font-size: small;">Utilize the resell process to coordinate the acceptance of renewals, settlements and open enrollment activities including the acquisition of information to complete necessary reporting. Develop annual forecast and sales plans to strategize and identify unenrolled segments and prospective customers as appropriate to territory, group size and geographic location.</span></li> <li><span style="font-family: arial; font-size: small;">Design and coordinate account seminars, trade fairs and employee meetings including staffing, promotion and materials.</span></li> <li><span style="font-family: arial; font-size: small;">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;</span></li> <li><span style="font-family: arial; font-size: small;">Provide customer benefit and rate information using tailored proposal materials.</span></li> <li><span style="font-family: arial; font-size: small;">Participate in various forms of community relations to support positive corporate and marketing images.</span></li> </ul>
Requirements: <ul> <li><span style="font-family: arial;"><span style="font-size: small;">Bachelor's Degree in Business Administration, Marketing or related field preferred.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Four (4) years of concept sales or risk management experience.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">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.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Extensive knowledge of alternative benefit delivery programs, corporate philosophy, financial arrangements and medical economics.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Excellent analytical, problem resolution, verbal and written communication skills required.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Well developed forecasting, organizing, planning, presentation, sales and scheduling skills.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">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.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Proficient in current industry standard PC applications and systems.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Travel to business locations as required.</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Must meet local and/or national sales and marketing sales competencies as required.</span></span></li> <li><span style="font-size: small;">General knowledge in MOS and NASCO is a plus.</span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Other related skills and/or abilities may be required to perform this job.</span></span></li> </ul> <p><strong><span style="font-family: Arial;"><span style="font-family: arial;"><span style="font-size: small;">CERTIFICATES, LICENSES, REGISTRATIONS</span></span></span></strong></p> <p><span style="font-family: Arial; font-size: small;"><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's start date or the license expiration date.</strong></span></p> <ul> <li><span style="font-family: Arial;"><span style="font-size: small;">Valid Michigan Accident and Health Insurance License</span></span></li> <li><span style="font-family: arial;"><span style="font-size: small;">Valid Michigan driver's license required.</span></span></li> </ul>