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.

• Drive consistency in skills such as:

  • Executive presence
  • Strategic account planning
  • Complex issue navigation
  • Decision-making based on reporting, data, analytics, and technologies
  • Leveraging Medica resources to retain, grow, and innovate within the Key Account book of business

• Own the health of the Key Account portfolio, not individual accounts.

• Proactively address at-risk accounts and influence enterprise priorities that impact retention.

• Act as an escalation leader for high-impact or enterprise-sensitive situations.

• Own the standard transition process for moving new large and complex accounts from commercial Sales Relationship Managers to Key Account Executive.

• Ensure clear handoffs, defined ownership, early stabilization, and client confidence.

• 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

• Model expectations for Key Account Executives.

Qualifications

• 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

Required Certifications/Licensures

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

Preferred Qualifications

• 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