Client Engagement Manager-50+ Public Sector and Retention

Responsible for

• Retention and growth of existing and assigned accounts
• Executing on core sales and business development activities
• Managing local accounts through agency or consultant interfacing
• Developing, refreshing, and executing multi-year strategic account/agency plans
• Presenting internal and external strategic account/agency plans to leadership team
• Driving annual strategic discussions and other strategic planning efforts with accounts
• Delivering account-specific advice on plan benefit design, products/programs/solutions, alternative methods of healthcare delivery, funding options, and financial tradeoffs
• Leveraging strategic account/agency plans to identify opportunities to better service accounts
• Interface with accounts/agencies/consultants to understand buying habits, preferences, and decision-making processes
• Leverage account/agency feedback and data-driven insights to address and oversee resolution of issues related to sales and business development
• Coordinate and communicate internally and externally with accounts/agencies/consultants on issue resolution progress and status
• Execute internal sales function responsibilities including coordinating and assisting in the education and training of account contact personnel
• Provide input to strategic sales and portfolio planning

Qualifications

• Bachelor's Degree in Business Administration, Sales and Marketing or related field required
• Five (5) years of sales and account management experience required
• Experience in Salesforce Customer Relationship Management (CRM) strongly preferred
• Valid Michigan Accident and Health Insurance License and a valid Michigan driver's license required within 90 days of start date or license expiration date
• Extensive and well-developed technical knowledge of healthcare insurance products/programs, including Medicare Advantage, self-funding arrangements, stop loss, ancillary (e.g., dental, vision), pharmacy, and product buy-ups
• Extensive knowledge of financial arrangements and medical economics, understanding of competitor offerings and the capacity to adapt to increasing industry complexity and changes
• Ability to partner with other account support team members to guide clients in their decision-making on relevant solutions and/or agencies in supporting their customers
• Ability to efficiently synthesize client feedback, resolve client concerns, and surface any key risks
• Strong communication skills with ability to communicate concisely and clearly across a range of channels/communication tools (e.g., CRM, documents, calls, meetings) with internal and external stakeholders
• Ability to articulate BCBSM's value story in a clear and compelling manner including how products and services can contribute to the account's strategies
• Capacity to understand the complexity of healthcare and clinical, utilization and financial data
• Ability to surface potential cross-sell/up-sell opportunities from internal and external sources and convert on opportunities to deliver finalist presentations and close sales
• Strong analytical skills with the ability to understand competing priorities and how best to leverage available resources, time, and budget
• Ability to influence and effectively collaborate across teams/stakeholders in the organization