Client Engagement Manager

Blue Cross Blue Shield of Michigan; Detroit (MI); On-site; USD 70,000 - 110,000; Full time

Job summary

Blue Cross Blue Shield of Michigan in Detroit is seeking a sales-focused non-manager to drive retention and growth of existing accounts by executing core sales and business development activities, including strategic account planning, consultations, and renewal support.

You will manage local accounts through agency interfaces, coordinate pricing inputs with Underwriting/Actuary and Finance, and communicate value of BCBSM products to clients while building trusted relationships.

Qualifications

• Bachelor's Degree in Business Administration, Sales and Marketing or related field.
• Five (5) years of sales and account management experience required.
• Extensive knowledge of healthcare insurance products/programs, including Medicare Advantage and stop loss.
• Strong ability to synthesize client feedback and articulate BCBSM's value story clearly.
• Experience with Salesforce CRM is strongly preferred.

Responsibilities

• Develop and refresh multi-year strategic account/agency plans to grow and retain the account and relationships.
• Present internal strategic plans to leadership and external plans to accounts or agencies for review and alignment.
• Leverage plans to drive annual strategic discussions and planning with accounts.
• Provide account specific advice on plan design, products/programs/solutions, and financing options.
• 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 gain key decision makers' trust.
• Use feedback and data insights to identify opportunities to better service accounts.

Skills

Account management

Sales

Analytical skills

Communication

Education

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

Tools

Salesforce CRM

Job description

Company: Blue Cross Blue Shield of Michigan

Industry: Health Insurance and Health Care

Level: Non-Manager

JobFamily: Sales

Compensation: Competitive Total Compensation Package

About Us

When you think of Blue Cross Blue Shield of Michigan for health insurance, you can know you’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.

We offer:

• Plans for employers and individuals that meet today’s needs, budgets and lifestyle
• The largest network of doctors and hospitals in the state
• Lower health care costs Higher quality health care
• Grants and programs that promote better health throughout Michigan

Mission: We commit to being our members’ trusted partner by providing affordable, innovative products that improve their care and health.

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

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

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Overview

Position Summary

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.

Responsibilities

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.

Requirements

Education

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

Experience

Five (5) years of sales and account management experience required. Experience in Salesforce Customer Relationship Management (CRM) strongly preferred.

Knowledge

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.

Skills

Ability to efficiently synthesize client feedback, resolve client concerns, and surface any key risks.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. Strong analytical skills with the ability to understand competing priorities and how best to leverage available resources, time, and budget.

License

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.

About Us

When you think of Blue Cross Blue Shield of Michigan for health insurance, you can know you’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.

We offer:

• Plans for employers and individuals that meet today’s needs, budgets and lifestyle
• The largest network of doctors and hospitals in the state
• Lower health care costs Higher quality health care
• Grants and programs that promote better health throughout Michigan

Mission: We commit to being our members’ trusted partner by providing affordable, innovative products that improve their care and health.

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

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

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.

View Summary

Company: Blue Cross Blue Shield of Michigan

Level: Non-Manager

Compensation: Competitive Total Compensation Package

JobFamily: Sales

Industry: Health Insurance and Health Care

Overview

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

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

Responsibilities

• 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.

• 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.

Requirements

• 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