Consultant Relations Manager

Employment Type

Full-time

Exempt or Non-Exempt

Exempt

Job Summary

• Hybrid Work Environment - Must reside in Hawaii**
  
  
  

Pay Range: $68,000 - $133,000

Note: Individuals typically begin between the minimum to middle of the pay range

Brokers and consultants control and influence employers that are responsible for over 400,000 medical members in the Hawaii insurance market. It is critical for HMSA to proactively support and partner with the consultant and broker community.

This position serves as the principal HMSA representative in managing, organizing, establishing and maintaining strong relationships with external consultants and brokers. Requires understanding needs, providing support, and collaborating to generate business opportunities for HMSA. This position is an external-facing, field-based position.

Duties

The goals of this position will be tied to HMSA's objectives for the commercial line-of-business and will perform the following duties:

• Develop strategy for broker distribution channel, for medical, drug and ancillary products.
• Work with AMS management and staff on a coordinated strategy to manage broker relationships and communications, through multiple touch points and interactions with AMS personnel.
• Build proactive communication with various segments of consultants and brokers, including local, national, union, and small group. Communication will include in-person coordination.
• Expand HMSA's communication and distribution through a network of over 100 mainland consultants and brokers operating in Hawaii.
• Develop programs and improve consultant and broker support and process to increase HMSA membership and revenues.
• Work with sales management on escalated broker issues. Build and maintain processes to resolve issues and increase consultant and broker satisfaction.
• Manage and coordinate in-person and virtual events designed to educate and build relationships with the broker community.
  
  
  

This position will support overall sales strategies as well as implement group-specific sales and retention strategies.

Minimum Qualifications

• Bachelor's degree and four years of related experience; or an equivalent amount of education and related work experience.
• Two years successful sales experience and/or experience managing brokers and external customers or partners.
• Ability to communicate and work effectively with high-level consultants and brokers who may be principals of their company and often work directly with their client's Human Resource VPs, CEOs and CFOs.
• Ability to understand complex insurance and underwriting concepts.
• Excellent verbal, written and presentation communication skills.
• Excellent facilitation and presentation skills with understanding of group dynamics.
• Strong planning and organization skills.
• Strong decision-making and problem analysis skills.
• Basic level knowledge of Microsoft Office applications including but not limited to Excel and PowerPoint. Intermediate level knowledge of email (Outlook) and Word.
• Active license with the state of Hawaii Department of Commerce and Consumer Affairs or pass all four sections of the state licensing examination within three months of hire date. Having an active license to sell Health, Life and Group Insurance products in the state of Hawaii is a condition of employment.
• Must have a valid driver's license, with access to an automobile with current license, registration, and no-fault insurance for business travel for meetings with employer groups.
  
  
  

Duties And Responsibilities

• Performance
• Protect HMSA's grow market share through the successful renewal and retention of assigned accounts and generate new sales.
• Work in partnership with HMSA leadership and sales managers to develop broker and consultant driven sales strategies and support models.
• Meet goals, minimum activity requirements, key performance metrics and achieve annual sales revenue and membership growth objectives.
• Works autonomously across the enterprise:
• Meet the expectations of brokers to improve satisfaction with HMSA.
• Meet and partner with internal HMSA areas to improve process to support consultants and brokers.
• Relationships
• Manage HMSA's broker relationship program.
• Align consultant and broker strategies to HMSA's mission, goals and objectives.
• Cultivate relationships with employer benefit consultants and insurance brokers.
• Participate in planning and evaluation sessions with department sales managers and account managers.
• Work in partnership with HMSA account managers to identify key market consultants and brokers.
• Proactively manage internal and external relationships and build new processes to ensure that broker consultant needs are identified, reviewed and responded to on a timely basis.
• Provide in-person field support for account teams as required.
• Serve as a conduit of HMSA products and services for certain consultants and brokers.
• Expand relationship with strategic consulting groups as identified by HMSA leadership.
• Participate in account planning with employer groups.
• Work with USAble Life for ancillary product alignment.
• Provide input to sales leadership and account managers to increase sales and improving servicing.
• Analysis
• Evaluate consultant/broker's business requirements and develop process and/or procedure to meet or exceed customers' requirements.
• Understand and identify the strategic vision and objectives within consultant/broker organizations while aligning HMSA products and services to ensure those business objectives are achieved.
• Understand consultant and broker needs for data and work with HMSA internal areas to meet these needs.
• Industry knowledge
• Actively maintain an understanding of the drivers and trends within HMSA and the healthcare industry that affect HMSA's employer groups and shape their business and buying decisions.
• Responsible for bringing information about the marketplace/industry, customer and consultant needs perspectives, expectations, demands and requests to HMSA. (obtain competitor information through relationships).
• Maintain awareness of competitive activities and opportunities. Research and communicate marketing and sales intelligence relating to competition and changes in the marketplace.
• Participate with employee health benefits professional organizations.
• Administrative
• Maintain accurate records of all HMSA consultant and broker relationships and report on proposal/sales activity, jeopardy/lost accounts, major servicing issues.
• Performs all other miscellaneous responsibilities and duties as assigned or directed.