Client Manager - PA Small Group

highmarkhealth; Camp Hill (Cumberland County); On-site; USD 65,000 - 90,000; Full time

Job summary

Highmark Health is seeking a field-based Account Manager to manage a book of business and strengthen strategic relationships with existing accounts. You will renew accounts, upsell products, and drive profitable growth through collaboration with brokers, consultants, and internal teams.

Responsibilities include presenting solutions, managing senior-level client relationships, and leading territory action plans to achieve retention targets and cross-selling opportunities.

Qualifications

• 2 years of Account/Client Management experience.
• State Producer License for Life, Accident & Health required or must be obtained within 45 days of hire.
• Bachelor's degree preferred; HS/GED required.

Responsibilities

• Renew accounts and sell new products to existing clients.
• Manage relationships at senior levels with clients, brokers, and consultants.
• Develop sales plans and metrics for retention and growth.
• Lead cross-functional teams to deliver client strategy.
• Prepare renewal proposals and sales presentations.

Skills

Public speaking

Negotiation

Communication

Relationship management

Organizational skills

Problem solving

Education

High School / GED

Bachelor's degree

Job description

JOB SUMMARY

This job is responsible for managing a book of business and the business relationship as a strategic consultant for existing accounts directly or through intermediaries. The incumbent is responsible for renewing accounts and selling new products and services to existing accounts to ensure retention and growth of profitable business.

ESSENTIAL RESPONSIBILITIES

• Review new products, services, capabilities, and technologies with the client in order to sell assigned product lines, renewals and add-on sales to ensure retention, profitability and growth of existing business.
• Manage relationships at senior levels with clients, consultants and brokers/producers by creating valued business partnerships, demonstrating business acumen and cultivating an active network.
• Develop appropriate sales solutions giving consideration to increased competition and the changing political environment.
• Develop, implement and execute business plans and metrics for retaining and growing membership while enhancing profitability and cross‑selling.
• Conduct routine service calls and function as the primary Group contact for strategic planning and consultation.
• Support customers during the implementation of sales contracts and throughout the relationship by advocating for escalated services issues in a timely and professional manner; taking responsibility for customer satisfaction and loyalty.
• Complete and maintain sales projections, finalize rates and benefit adjustments and prepare reports and documents for renewal and sales presentations.
• Participate in product development and prepare business programs (i.e. territory specific action plans and strategy for closing sales) and long term strategy for specific account needs. Lead internal partners (Clinical, Analytics, etc.) in delivering client strategy.
• Other duties as assigned or requested.

EDUCATION

Required

High School / GED

Substitutions

None

Preferred

Bachelor's Degree in Business Administration, Business Management or related field

EXPERIENCE

Required

2 years of Account/Client Management experience or other relevant experience

Preferred

None

LICENSES or CERTIFICATIONS

Required

State specific Producer License's for Life, Accident & Health are required or must be obtained within 45 days of hire

Preferred

None

SKILLS

• Ability to speak publicly and extemporaneously on a variety of subjects
• Presentation, communication and negotiation skills
• Organizational skills and the ability to meet deadlines
• Creativity and Innovation
• Persistence & Resilience
• Problem Solving
• Influence

Language (Other than English)

None

Travel Requirement

25% - 50%

PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS

• Position Type Office-based
• Teaches / trains others regularly Occasionally
• Travel regularly from the office to various work sites or from site-to-site Regularly
• Works primarily out-of-the office selling products/services (sales employees) Never
• Physical work site required Yes
• Lifting: up to 10 pounds Constantly
• Lifting: 10 to 25 pounds Occasionally
• Lifting: 25 to 50 pounds Never

Disclaimer

Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.

Compliance Requirement

This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.

As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times. In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company's Handbook of Privacy Policies and Practices and Information Security Policy.

Furthermore, it is every employee's responsibility to comply with the company's Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.

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