This position serves as the principal HMSA contact in sales and developing relationships with employer groups in the MRG and small business market place. 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.. 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.. 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 Relationship Consultant and/or 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.. Dotted line accountable to Sr. Manager, Strategic Account Unit for MRG accounts. Select MRG accounts:. Delegate renewal responsibility for appropriate renewals to Account Relationship Consultant. Provide Account Relationship Consultant 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 Relationship Consultant and 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 Relationship Consultant, 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. 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.. Analysis. Perform complex business analyses of customer's 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. 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, major servicing issues.. Other Duties/Functions. Special projects as assigned.. Exempt or Non-Exempt. Minimum Qualifications. Bachelor's degree or equivalent combination of education and related experience.. Three years sales experience.. Excellent verbal and written communication skills. Excellent facilitation and presentation skills.. Strong planning and organization skills.. Strong decision-making and problem analysis skills.. Negotiating and sales skills.. Good working knowledge of Microsoft Office applications.. 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.. 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.. Caring for the people of Hawaii is our promise and our privilege. Working together with employers, partners, and physicians and other hea... Exempt
* The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.