Director of Commercial Key Accounts

About the role

The Director, Key Account Executives, provides enterprise leadership for Medica’s Key Account Executive team. They oversee the Key Account strategy, establish scalable and consistent business models, and execute how Medica manages its most complex and strategically significant commercial accounts (employers).

Responsibilities

• Define and own the enterprise Key Account management model across all geographies.
• Set standards for: Account ownership and governance, Strategic initiatives, Renewal leadership and growth strategies, Escalation management, Cross-functional engagement to ensure operational alignment and consistency.
• Lead, coach, and develop Key Account Executives across regions. Set clear expectations tied to retention, reporting, client engagement and experience, and segment performance.
• Drive consistency in skills such as: Executive presence, Strategic account planning, Complex issue navigation, Driving decisions based on reporting, data, analytics, and technologies, Interdisciplinary protocol, Leveraging Medica resources to retain, grow and innovate within our Key Account book of business.
• Own the health of the Key Account portfolio, not individual accounts. Identify systemic retention risks, trends, and escalation patterns. Partner with Sales, Client Experience, Product, Network, Operations, and Finance to proactively address at-risk accounts and influence enterprise priorities that impact retention. Act as an escalation leader for high-impact or enterprise-sensitive situations.
• Ensure clear handoffs, defined ownership, early stabilization, and client confidence during the transition of new large and complex accounts from Commercial Sales Relationship Managers to Key Account Executive. Continuously improve transition effectiveness based on feedback and outcomes.
• Serve as a strategic partner to the Senior Director, Commercial Sales and Retention. Represent Key Account needs in enterprise discussions related to: Product, Network, Service models, Operational readiness. Influence decisions without direct authority. Participate directly in select executive-level client interactions when: Accounts are highly complex, Issues are enterprise-sensitive, Presence adds credibility or accelerates resolution. Model expectations for Key Account Executives.

Requirements

• Bachelor's degree or equivalent work experience in a related field.
• 10+ years of work experience beyond degree.
• 5+ years of Health Plan experience with a focus on commercial business.
• 5+ years of people leadership and coaching senior, client-facing professionals across geographies.

Qualifications

• Applicable active resident and non-resident Life, Accident and Health licenses.

Skills

• Commercial sales, account management, or client experience leadership.
• Healthcare, insurance, or similarly complex B2B environments.
• Enterprise-level strategic account leadership and portfolio management.
• Retention strategy development and execution for complex, high-value accounts.
• Advanced client experience design and stewardship in highly visible relationships.
• Executive presence with the ability to engage credibly with senior client and internal leaders.
• Strong escalation management and complex issue resolution capabilities.
• Ability to establish, document, and enforce standard operating models while allowing for regional nuance.
• Cross-functional influence in matrixed environments without direct authority.
• Change leadership skills, including guiding teams and clients through transitions and ambiguity.
• Strong business judgment and decision-making in high-risk, high-impact situations.
• Data-informed analysis and prioritization of portfolio-level risks and opportunities.
• Excellent communication skills, including executive-level written and verbal messaging.
• Talent development mindset with experience building consistent capabilities and expectations.
• Operational discipline paired with strategic thinking and adaptability.
• Strong collaboration skills across Sales, Client Experience, Operations, Product, Network, and Finance.

Benefits

Medica offers a generous total rewards package that includes competitive medical, dental, vision, PTO, Holidays, paid volunteer time off, 401K contributions, caregiver services, and many other benefits to support our employees.

Pay

The full salary grade for this position is $122,500 – $210,000. While the full salary grade is provided, the typical hiring salary range for this role is expected to be between $122,500 - $175,000. Annual salary range placement will depend on a variety of factors including, but not limited to, education, work experience, applicable certifications and/or licensure, the position's scope and responsibility, internal pay equity and external market salary data.

Schedule

This position is an Office role, which requires an employee to work onsite, on average, 3 days per week. We are open to candidates located near one of the following office locations: Minnetonka, MN and/or Madison, WI.