Sales Account Manager -- Community Group Sales

HMSA; Honolulu (HI); Hybrid; USD 53,000 - 99,000; Full time

Job summary

HMSA in Honolulu, HI seeks an experienced Account Manager to develop and execute sales strategies for employer groups and consultants in the MRG and small business market.

The role requires extensive data analysis, offsite client visits, and the ability to align HMSA product offerings with employer group needs to secure new business, renewals, and retention. Travel to off-site locations will be frequent (>50%).

Qualifications

• Bachelor's degree and one year of related work experience; or an equivalent amount of education and related work experience.
• One year successful sales experience and/or customer service experience.
• Excellent verbal, and written communication skills.
• Excellent facilitation and presentation skills.
• Outstanding customer service skills.
• Basic, working knowledge of Microsoft Office applications including Word, Excel, and Outlook.
• Requires safely operating an insured automobile for travel to off-site locations.

Responsibilities

• Pro-actively manage a base of accounts by strategically prioritizing account sales and service activities.
• Meet goals, quotas and minimum activity standards as established, and achieve annual sales revenue and membership growth objectives.
• Prospect new HMSA groups to grow HMSA and USAble customer base in Hawaii.
• Partner with employer groups to align account strategies with objectives and promote HMSA products.
• Educate employer groups on HMSA trends and the impact on cost and utilization.
• Manage internal and external customer relationships to ensure needs are identified and addressed.

Skills

Sales experience

Communication skills

Presentation skills

Customer service

Office suite

Education

Bachelor's degree or equivalent

Tools

Microsoft Word

Microsoft Excel

Microsoft Outlook

Job description

Hybrid Work Environment - Must reside on Oahu

Employment Type

Full-time

Exempt or Non-Exempt

Exempt

Job Summary

This position serves as the principal HMSA contact in sales and developing relationships with employer groups and consultants in the MRG and small business marketplace. This position requires an in-depth analysis of employer group needs and corporate direction, and the ability to align HMSA product offerings and strategic sales initiatives to those employer group needs in the development of group plan proposals. Primary responsibilities are to develop and execute account strategies to protect market share, promote in-force growth, and secure new business within specific assigned accounts.

This position will identify opportunities through data analysis and extensive knowledge of the healthcare industry in support of HMSA's overall sales strategies, and effectively pursue those opportunities, as well as implement group-specific re-contracting, renewal, and retention strategies. Requires regular employer and customer site visits, service and escalation calls (more than 50% of time spent offsite) with group leaders, and with key decision makers and consultants to conduct benefit and health plan education, develop relationships and acquire new business for HMSA.

The successful candidate will have an in depth understanding of healthcare trends and employer needs, with the ability to align those trends and needs to HMSA product offerings and initiatives.

Pay Range

$53,000 - $99,000, position is eligible for an incentive bonus

Note

Individuals typically begin between the minimum to middle of the pay range

Minimum Qualifications

• Bachelor's degree and one year of related work experience; or an equivalent amount of education and related work experience.


• One year successful sales experience and/or customer service experience.


• Excellent verbal, and written communication skills.


• Excellent facilitation and presentation skills.


• Outstanding customer service skills.


• Basic, working knowledge of Microsoft Office applications Including but not limited to Word, Excel, and Outlook.


• Active license with the state of Hawaii Department of Commerce and Consumer Affairs or pass all four sections of the state licensing examination within three months of hire date. Having an active license to sell Health, Life and Group Insurance products in the state of Hawaii is a condition of employment.


• Requires safely operating an insured automobile for travel to off-site locations to conduct and accomplish business related activities.


• Must have valid driver's license, access to an automobile with current license, registration and no-fault insurance for business travel for meetings with employer groups.

Duties And Responsibilities

• Performance
  
  
  
  • Pro-actively manage a base of accounts by strategically prioritizing account sales and service activities.
  
  
  • Get ahead of the curve on known jeopardy accounts by strategically promoting the value in HMSA's solutions.
  
  
  • Manage your time effectively to maximize every opportunity to gain HMSA or USAble membership within base customers.
  
  
  • Prospect new HMSA groups to grow HMSA and USAble customer base in Hawaii.
  
  
  • Meet goals, quotas and minimum activity standards as established, and achieve annual sales revenue and membership growth objectives.
  
  
  • Partner with mid-sized and large employer groups to align and implement account strategies with the employer groups' objectives, showing how HMSA products fit into and help them to accomplish their business goals.
  
  
  • Utilize business acumen to understand client's business, uncover needs and opportunities.
  
  
  • Use exceptional selling skills to promote and implement products and services through various methods including, site visits, correspondence, telephone, email/internet, power point presentations, and one-on-one customer service.
  
  
  • Establish high level account contacts, with decision making capability (higher than day-to-day contact), and promote the value of HMSA's solutions to those contacts.
  
  
  • Meet with AMS leadership on complex account issues after you have researched and identified potential solutions.
  
  
  • Delegate servicing tasks to Account Service Representative, as appropriate - dependent on CRG or MRG account status.
  
  
  • Protect HMSA's market share through the successful renewal and retention of assigned accounts by addressing the customer's business needs through strategic products and solutions. Understand and sell various funding arrangements to the large group market segment.
  
  
  • Select MRG accounts:
    
    
    
    • Use account data and critical thinking to effectively marry customer goals and objectives to HMSA's products and services.
    
    
    • If applicable, delegate renewal responsibility for appropriate renewals to Account Service Representative. If applicable, provide Account Service Representative with strategic direction on renewals and provide escalation and customer-facing support for renewals as you deem necessary. Escalation support should include internal HMSA escalations, customer jeopardy/escalations, and customer Consultant escalations.
    
    
    • Provide Account Service Representative with strategic direction on account support/servicing, value proposition, relationship development and opportunity development within account.
    
    
    • Lead of team that consists of the Strategic Account Manager, Account Service Representative, and Health Plan Advisor to provide exceptional pro-active service to an assigned book of strategic accounts. This will require delegation of existing customer issues to ensure that sales objectives and goals are met.
    
    
    
    
  
  
  
  


• Relationships
  
  
  
  • Become a trusted advisor to accounts as well as with the accounts' consultants/brokers.
  
  
  • Serve as a conduit of HMSA products and services for customers.
  
  
  • Expand relationship with groups through the sale of new products; coordinate problem solving associated with group inquiries.
  
  
  • Participate in account planning as needed for the small business groups and strategic planning and evaluation sessions as needed for the large business accounts.
  
  
  • Educate employer groups on HMSA and 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.
  
  
  • Work with rating analyst for renewal development, work with product management analyst for new benefit development, work with USAble Life for ancillary product proposal development.
  
  
  • Provide input to Marketing Executives for marketing strategy development.
  
  
  • Lead internal work groups to deliver solutions that meet customer expectations.
  
  
  
  


• Analysis
  
  
  
  • Perform complex business analyses of customers' business requirements and develop proposals that exceed 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 large business accounts through data analysis and extensive knowledge of the healthcare industry.
  
  
  • Understand and identify the strategic vision and objectives within the employer group organizations while aligning HMSA products and services to ensure those business objectives are achieved.
  
  
  
  


• Industry knowledge
  
  
  
  • Embrace continuous learning of the health care industry and Government regulations as well as HMSA's product offerings, value proposition and internal processes.
  
  
  • Actively maintain an understanding of the drivers and trends within HMSA and the healthcare industry that 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 employee health benefits professional organizations.
  
  
  
  


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


• Miscellaneous
  
  
  
  • Special projects as assigned.