Director Client Management - HNAS - job 1 of 2

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Job Description : 

JOB SUMMARY

This job implements and administers strategic activities related to client retention, growth, and profitability of existing accounts within the assigned market. May also have responsibility for the acquisition and profitability of new accounts. The incumbent motivates and develops team members to achieve and/or exceed upselling opportunities. Responsible for market management (i.e., awareness and management of external distribution channel relationships, competition, media and development of overall market/region strategies). Develops and monitors targets to ensure sales staff meet goals and standards.

HNAS (Health Now Administrative Services) offers flexible, cost-effective solutions for employee health benefits. HNAS is part of Highmark Health, a national blended health organization with a mission to create remarkable health experiences. Our culture is built on your growth and development, collaborating across our organization, and making a big impact for those we serve

This role is looking for someone who has leadership experience with TPA, Stop loss, and self-funded clients.

ESSENTIAL RESPONSIBILITIES

• Understand and utilize economic, financial, market and industry segment data to accurately diagnose business strengths and weaknesses, identify key issues and implications for potential strategies and plans.
• Utilize appropriate financial strategies and systems to achieve financial goals while managing risk to the organization.
• Forecast and achieve annual retention goals and objectives to ensure growth and profitability goals are met or exceeded.
• Analyze risk and initiate actions that balance risk and profitability to achieve team profitability and client satisfaction.
• Continuously monitor and maintain knowledge of the market and competition.
• Develop new potential markets and grow existing business for the Organization.
• Influence and build effective relationships with business partners (i.e. customers, peers, and Producers).
• Develop and maintain effective relationships with clients, consultants, brokers, and peers.
• Partner with Distribution Administration to develop and/or strengthen the Organization’s relationships with key distribution channels and partners.
• Provide input to and execute on the Organization’s distribution strategy.
• Manage profitability; effective risk and underwriting actions; guide sales of products and services that result in solutions that create value for the client and sustainable profit for the Organization.
• Implement and administer strategic activities related to retaining and growing sales within assigned market, including setting goals for enrollment, profitability, and cross-selling.
• Serve as a coach for the staff.
• Provide the leadership necessary to motivate and develop the account management personnel to achieve and/or exceed sales / retention goals and profitability within assigned market.
• Continuously raising expectations to achieve goals while upholding organizational values and standards and tracking progress towards goals.
• Other duties as assigned or requested.

QUALIFICATIONS:
Required

• Bachelor’s Degree OR 4 years equivalent work experience may be considered in lieu of Degree.
• 5 years of sales experience in health- or insurance-related field
• 5 years Health Insurance experience in applicable market segment
• State-specific Producer License Life, Accident & Health are required or must be obtained within 45 days of hire

Substitutions

• None

Preferred

• Master’s Degree
• Leadership & Management experience

Skills

• Demonstrated financial acumen.
• Leadership
• Coaching
• Talent Management
• Strategic Thinking
• Business Acumen
• Communication
• Creativity & Innovation
• Drive for Results
• Evaluates Critically
• Influence
• Planning & Organization
• Problem Solving
• Oral and Written skills

SCOPE OF RESPONSIBILITY

Does this role supervise/manage other employees?

Yes, number of direct reports: 2+, varies by market.

WORK ENVIRONMENT

Is Travel Required?

Yes

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 position 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.

Pay Range Minimum:

Pay Range Maximum:

Base pay is determined by a variety of factors including a candidate’s qualifications, experience, and expected contributions, as well as internal peer equity, market, and business considerations.  The displayed salary range does not reflect any geographic differential Highmark may apply for certain locations based upon comparative markets.

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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For accommodation requests, please contact HR Services Online at HRServices@highmarkhealth.org

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