Account Executive - National Accounts

Your Role

 

The Premier Accounts team manages all group business with 3,000 or more employees. With nearly 6 million members, our strategy to win in the market is to understand and meet the needs of commercial/national and public sector employers and labor trusts and their consultants in a way that exceeds their expectations by providing easy, understandable interactions and affordable choices through efficient use of premium dollars to establish Blue Shield as the preferred choice in health plans. The Account Executive - National Accounts will report to the Area Vice President, Northern California. In this role you will serve as the strategic advisor providing consultative client management through developing client relationships and understanding of client business to identify service needs, plan service delivery and drive use of proactive service and support. You will capably manage a defined book of business as the ultimate point of client contact to coordinate resolution of service incidents, escalation of technical issues and overall strategic goals. Collaborates with sales and support groups to demonstrate the value of support offering to clients and identify opportunities for growth and product expansion.

Your Work

 

In this role, you will:

• Serve as the ‘go-to Account Executive’ for product knowledge and share knowledge with peers; can quantify and qualify the advantage of Blue Shield of California products over those of competitors
• Maintain a mastery of the marketplace; have deep understanding of healthcare provider networks and customer data; strategically utilize understanding of market trends to strengthen the Blue Shield of California value proposition, linking and aligning market insights to customer priorities
• Facilitate all meeting types, including finalist meetings with executive level audiences and anticipate client questions and can provide in-depth responses
• Have access to and build relationships with key executive-level decision makers, understand their priorities and build a trusted advisor relationship
• Develop and maintain long-term growth strategies founded on deep client and industry knowledge and strategically leverage understanding of renewal factors e.g. stickiness, switching costs, client value drivers to expand client business (high complexity)  
• Deeply understand client needs, political environment and long-term vision
• Fully leverage available resources to complete back-office tasks and solve problems; mastery understanding of Blue Shield of California tools and systems; proactively recommends tool improvements, and demonstrate understanding of the system flow
• Influence functional groups to act and own back-office tasks and solve problems; escalate issues to appropriate manager to drive accountability; identify process improvement opportunities and participate in process improvement work groups
• Deeply understand factors at play e.g. stickiness, switching costs, client value drivers; strategically choose when to concede vs. hold firm (high complexity)
• Implement strategic goals established by functional leadership, as well as establish operational plans for job area with direct short to mid-term impact on results (e.g., 1-2 years)

Your Knowledge and Experience

 

• Requires a bachelor's degree or equivalent experience
• Requires a DOI Life/Health License
• Requires at least 10 years of prior relevant experience
• Requires deep and proven experience with large, national, multi-site and multi-state accounts with different types of funding arrangements, including but not limited to ASO, PPO, HMO, HDHP, alternate funding arrangements (self and flex funded), contract and underwriting/rating knowledge, public sector experience highly desired 
• Requires strong familiarity with competition, market environments, healthcare economics, medical practices, and provider/alternative delivery systems
• Requires experience owning and managing an assigned book of business end to end throughout the renewal negotiation process, carrier experience highly desired 
• Experience working with Northern California brokers and consulting firms highly desired