Client Engagement Manager

Blue Cross Blue Shield of Michigan; Detroit (MI); On-site; USD 90,000 - 130,000; Full time

Job summary

Blue Cross Blue Shield of Michigan is seeking a Senior Account Manager to drive retention and growth of assigned accounts in Detroit. You will execute strategic account plans, advise on plan designs and funding options, and coordinate with internal teams to ensure pricing and renewals align with client needs.

You will collaborate with accounts, agencies, and consultants, translate data-driven insights into actions, and educate stakeholders on BCBSM products.

Qualifications

• Five years of sales and account management experience.
• Experience in healthcare or insurance industry preferred.
• CRM proficiency, especially Salesforce.

Responsibilities

• Develop, refresh, and execute multi-year strategic account/agency plans to grow and retain the account.
• Present internal and external strategic plans to leadership and accounts for review and alignment.
• Drive annual strategic discussions with accounts and other planning efforts.
• Provide account-specific advice on plan design, products/programs/solutions, funding options, and tradeoffs.
• Consult and confirm feasibility of solutions with relevant areas of the business before finalizing sales.
• Interface with accounts/agencies/consultants to understand buying habits and decision processes.
• Leverage feedback and data-driven insights to identify opportunities to better service accounts.
• Educate accounts/agencies/consultants about BCBSM products/programs.
• Coordinate with internal functions on pricing decisions for renewals and RFPs.
• Understanding BCBSM value proposition to support retention strategies during negotiations.
• Oversee issue resolution related to sales, renewals, or design.
• Coordinate and communicate progress with accounts and consultants as needed.
• Assist in education and training of account contact personnel and portfolio planning.

Skills

Strategic account planning

Sales & business development

CRM (Salesforce)

Negotiation

Communication

Financial acumen

Education

Bachelor's Degree in Business Administration, Sales and Marketing or related field

Tools

Salesforce CRM

Job description

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

• 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.
• Present internal strategic account/agency plans to leadership team as well as external plans to accounts or agencies/consultants for review and alignment.
• Leverage strategic account/agency plans to drive annual strategic discussions and other strategic planning efforts with accounts.
• 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.
• Consult and confirm feasibility of solutions with relevant areas of the business to inform recommendations before finalizing sales.
• Interface with accounts/agencies/consultants to understand buying habits, preferences, and decision-making processes, as well as gain the trust of key decision makers.
• 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.
• Educate and keep accounts/agencies/consultants up to date about BCBSM products/programs.
• Interface and coordinate with internal functions (e.g., Underwriting/Actuary, Finance) on pricing and oversee pricing decisions for renewals and requests for proposals.
• Understand BCBSM products'/programs' value proposition to provide input on retention strategies during negotiations and proposal development.
• Address and oversee resolution of issues related to sales and business development including renewals, product/solution design and selection, or recurring issues.
• Coordinate and communicate internally and externally with accounts/agencies/consultants on issue resolution progress and status as needed.
• 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.

QUALIFICATIONS

• Bachelor's Degree in Business Administration, Sales and Marketing or related field required.
• Five (5) years of sales and account management experience required.
• Experience in Salesforce Customer Relationship Management (CRM) strongly preferred.
• The following licenses are required within 90 days of the employee’s start date or the license expiration date: valid Michigan Accident and Health Insurance License and a valid Michigan driver's license required.
• 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.
• Extensive knowledge of financial arrangements and medical economics, understanding of competitor offerings and the capacity to adapt to increasing industry complexity and changes.
• 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.
• Ability to efficiently synthesize client feedback, resolve client concerns, and surface any key risks.
• Strong communication skills 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.
• 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.
• Capacity to understand the complexity of healthcare and clinical, utilization and financial data.
• 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.
• Strong analytical skills with the ability to understand competing priorities and how best to leverage available resources, time, and budget.
• Ability to influence and effectively collaborate across teams/stakeholders in the organization.

All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, sex, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability.

Candidates are hired on an "at will" basis. Nothing herein is intended to create a contract.