Account Manager

Responsibilities

• Build and maintain client retention, relationships, and growth of the business at Dominion National.
• Be the primary point of contact for group customer contacts related to contracts, benefits, rates, renewal activities, and escalated service issues.
• Consult with clients, client’s insurance brokers and consultants to ensure a high degree of satisfaction with Dominion National products and services.
• Incorporate key service activities which include ongoing communication with clients as well as participation in annual enrollments and negotiation of agreements.
• Serve group account management clients and inform of existing accounts to ensure deadlines are met and a timely response given to inquiries.

Qualifications

• Provide guidance for all Dominion National (DN) staff on administration of the client’s programs and expectations to ensure DN meets the terms of the RFP and contract.
• Lead solution development efforts that address client’s needs and align DN responses with engagement strategies to address current challenges.
• Manage and coordinate the renewal process for assigned clients.
• Create sales opportunities through targeted external customers, effective relationships with brokers/consultants and front-line benefit contacts to increase membership, build support for Dominion National (DN), and enhance group customer loyalty and retention.
• Maintain data integrity within accounts and book of business.
• Collaborate with various departments to ensure smooth processes of client services.
• Monitor changes in regulations and fee schedules to ensure compliance with state and federal guidelines.
• Conduct appropriate monthly/quarterly account management visits with assigned clients.

Skills

• Well-organized and superior written and oral communication skills, particularly strong presentation skills.
• Ability to work as a team member.
• Proficient with Microsoft Office including Excel, Word and PowerPoint.

Knowledge

• Working knowledge of group benefits products, including dental, vision, life, and related insurance offerings, as well as basic underwriting principles.
• Understanding of employer-sponsored benefit programs, contract provisions, renewals, and rate structures.
• Knowledge of healthcare and benefits industry practices, regulations, and compliance requirements at the state and federal level.
• Knowledge of group benefits and underwriting.
• Proven ability to provide consultative services and to proactively meet customer needs, using management reports, offering training opportunities and recommending innovative solutions.
• Familiarity with the role of brokers, consultants, and employer groups in the benefits marketplace and how to effectively partner with them.
• Understanding of client account management best practices, including retention strategies, service delivery models, and issue escalation.
• Knowledge of data management and reporting concepts related to membership, billing, renewals, and account performance.
• General knowledge of sales and growth concepts as applied to existing client relationships, including cross-selling and upselling within a consultative framework.

Experience

• Requires 5 years of progressive experience in account management, client services, and/or sales, with at least 3 years of experience preferred within the health care or benefits industry.
• Demonstrated success managing and growing client relationships, including renewals, retention, and consultative solution development.
• Proven ability to achieve sales and growth objectives, supported by measurable results and a strong track record of performance.
• Experience working with brokers, consultants, and employer groups, navigating complex client needs and benefit programs.

Education, Certification, And Licenses

• Requires an associate’s degree, bachelor’s degree preferred.
• Requires a VA license to sell Health and Life Insurance or must obtain license to sell within 90 days from date of hire.
• Continued education is required to maintain license.
• Must possess a valid driver’s license; with the ability to travel frequently to client locations.