Account Relationship Consultant

HMSA; Honolulu (HI); Hybrid; USD 90,000 - 120,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

HMSA in Honolulu seeks a proactive Account Manager to service and grow our employer group products through site visits, online meetings, and personalized communications. You will renew and retain key accounts, align HMSA value propositions to customer needs, and collaborate with SAM, ARC, ARS, and HPA to deliver proactive servicing.

You will analyze account requirements, propose design and financial arrangements, educate groups on industry trends, and coordinate with internal teams to support

Qualifications

• Proven experience managing strategic accounts in the healthcare industry.
• Ability to renew and retain large group business.
• Strong cross-functional collaboration and communication skills.

Responsibilities

• Proactively service and grow HMSA products through site visits, online meetings, telephone and email correspondence.
• Protect HMSA's market share by renewing and retaining assigned accounts.
• Lead renewal efforts with SAM base accounts and assist with in-office research for those accounts.

Skills

Account management

Sales

Strategic planning

Renewals

Job description

Performance

• Proactively service and grow HMSA products and services through various methods including site visits, on-line meetings, telephone and email correspondence, power point presentations, and one-on‑one customer servicing.
• Protect HMSA's market share through the successful renewal and retention of assigned accounts by strategically aligning HMSA's value‑proposition to address the customer's business needs.
• Has the primary renewal responsibility for the assigned Strategic Account Manager (SAM) base accounts. Responsible for assisting SAM with in‑office research for those accounts. This will include working with various internal HMSA groups, including the RFP group to complete renewals in a timely manner.
• Meet the HMSA membership objectives and the USAble established sales goals.
• Understand and present various funding arrangements to the large group market segment.
• Responsible for being the primary contact for all complex existing account service issues and delegating to the Account Relationship Specialist, the secondary account contact for administrative tasks.
• Escalate to SAM and management for complex account issues as appropriate.
• Responsible for partnering with SAM to achieve goals for new USAble and HMSA member growth within assigned base of accounts.

Relationships

• Be a working team member of the Account Management Team consisting of the Strategic Account Manager (SAM), Account Relationship Consultant (ARC), Account Relationship Specialist (ARS), and the Health Plan Advisor (HPA) to provide exceptional pro‑active servicing for an assigned book of strategic accounts.
• Meet with AMS leadership and SAM on complex account issues after having researched and identified potential solutions.
• Collaborate with and accept delegated tasks from SAM and management in support of overall proactive servicing for the assigned base of accounts.
• Delegate servicing tasks to Account Relationship Specialist as appropriate.
• Expand relationship with groups through the sale of new products; coordinate problem solving to address group inquiries.
• Participate in strategic planning and evaluation sessions with employer groups.
• Educate employer groups on HMSA, 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.
• Partner with rating analyst and Underwriting management for renewal development, work with Product Management/Market and Product Development for new benefit development, work with USAble Life for ancillary product proposal development.

Analysis

• Perform complex business analyses of customer's business requirements and develop proposals that exceed the 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 customer and HMSA.
• Understand and identify the strategic vision and objectives of the employer group organizations and align HMSA products and services to ensure those business objectives are achieved.
• Design and implement proactive account servicing process and communication paths with assigned base of accounts.
• Complete Account Planning for assigned base of accounts in collaboration with SAM.

Industry knowledge

• Actively maintain an understanding of the drivers and trends within HMSA and the overall healthcare industry that would 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 professional employee health benefit organizations.

Administrative

• Maintain accurate records of all account activity and provide management with a weekly report on proposal/sales activities, jeopardy/lost accounts, and major servicing issues.

Miscellaneous responsibilities

• Performs all other miscellaneous responsibilities and duties as assigned or directed.

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