Neighbor Island Account Relationship Lead

Employment Type

Full-time

Exempt or Non-Exempt

Exempt

Job Summary

• Hybrid Work Environment - Must reside in Hawaii**
  
  
  

Pay Range: $53,000 - $99,000, position is eligible for an incentive bonus

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

This role serves as the principal HMSA sales and account management support for the Neighbor Island Sales Account Managers (SAM), with a primary focus on the Maui market. This position is responsible for building and maintain strong relationships with existing employer groups for the neighbor island market place.

The role requires a thorough understanding of employer group needs and the ability to align those needs with HMSA products, services, and strategic sales initiatives. This includes developing competitive and customized group plan proposals that support overall sales, renewal, and retention goals.

This position also identifies opportunities that support HMSA's overall sales strategies through extensive knowledge of the healthcare industry. It is responsible for implementing group-specific re-contracting, renewal, and retention strategies to strengthen client relationships and drive long-term growth.

A significant portion of time is spent engaging directly with clients--both in person and virtually--through site visits, service calls, and meetings. The position regularly collaborates with employer group leaders, key decision-makers, consultants, Third Party Administrators, and partners such as USAble Life to understand business objectives, strengthen relationships, and uncover new business opportunities. More than 50% of time is dedicated to customer-facing activities.

Minimum Qualifications

• Bachelor's degree and two years of related experience, or equivalent combination of education and relevant work experience.
• One year of successful sales experience; or one year of experience as an Account Relationship Specialist in Account Management and Sales or other position in HMSA where relevant experience and knowledge are pertinent to the position.
• Excellent verbal, written and presentation communication skills -- comfort with face to face communication
• Excellent facilitation and presentation skills with understanding of group dynamics
• Strong planning and organization skills
• Strong decision-making and problem analysis skills
• Negotiating and sales skills
• Understanding of group dynamics
• Basic knowledge of Microsoft Office applications. Including but not limited to Word, Excel, Outlook, and PowerPoint.
• 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.
• Valid driver's license, access to an automobile with current license, registration, and no-fault insurance for business travel for meetings with employer groups.
  
  
  

Duties And Responsibilities

• Performance
• Proactively service and grow HMSA products and services through various methods including site visits, on-line meetings, telephone and email correspondence, PowerPoint presentations, and one-on-one customer servicing.
• Protect HMSA's market share through the successful renewal and retention of assigned accounts by strategically aligning HMSA's value-proposition to address the customer's business needs.
• Has the primary renewal responsibility for the assigned Strategic Account Manager (SAM) base accounts. Responsible for assisting SAM with in-office research for assigned book of strategic accounts. This will include working with various internal HMSA groups, including the RFP group, to complete renewals in a timely manner.
• Support NI SAMs to meet the HMSA membership objectives and the USAble established sales goals.
• Understand and present various funding arrangements to the large group market segment.
• Responsible for being the primary contact for all complex existing account service issues. and delegating to the Account Relationship Specialist, the secondary account contact for administrative tasks.
• Escalate to SAM and management for complex account issues as appropriate.
• Responsible for partnering with SAM to achieve goals for new USAble and HMSA member growth within assigned base of accounts.
• Relationships
• Be a working team member of the Account Management Team consisting of the Strategic Account Manager (SAM), Account Relationship Consultant (ARC), Account Relationship Specialist (ARS), and the Health Plan Advisor (HPA) to provide exceptional pro-active servicing for an assigned book of strategic accounts.
• Meet with AMS leadership and SAM on complex account issues after having researched and identified potential solutions.
• Collaborate with and accept delegated tasks from SAM and management in support of overall proactive servicing for the assigned base of accounts.
• Manage and Delegate servicing tasks to Account Relationship Specialist as appropriate.
• Expand relationship with groups through the sale of new products; coordinate problem solving to address group inquiries.
• Participate in strategic planning and evaluation sessions with employer groups.
• Educate employer groups on HMSA, industry trends, and the impact of these trends on cost and utilization.
• Manage internal and external customer relationships to ensure that employer needs are identified and addressed.
• Partner with rating analyst and Underwriting management for renewal development, work with Product Management for new benefit development, work with USAble Life for ancillary product proposal development.
• Analysis
• Perform complex business analyses of customer's business requirements and develop proposals that exceed the customers' requirements. Collaborate with key areas of the organization to present a comprehensive, integrated healthcare story for the employer group through presentations and written summaries.
• Evaluate account-specific utilization and identify opportunities for plan design and financial arrangement changes that positively affect the financial needs of the customer and HMSA.
• Understand and identify the strategic vision and objectives of the employer group organizations and align HMSA products and services to ensure those business objectives are achieved.
• Design and implement proactive account servicing process and communication paths with assigned base of accounts.
• Complete Account Planning for assigned base of accounts in collaboration with SAM.
• Industry knowledge
• Actively maintain an understanding of the drivers and trends within HMSA and the overall healthcare industry that would affect HMSA's employer groups and shape their business and buying decisions.
• Responsible for bringing information about the marketplace, customer needs perspectives, expectations, demands, and requests to HMSA. (Obtain competitor information from within each assigned account)
• Maintain awareness of competitive activities and opportunities. Research and communicate marketing and sales intelligence relating to competition and changes in the marketplace.
• Participate with professional employee health benefit organizations.
• Administrative
• Maintain accurate records of all account activity and provide management with a weekly report on proposal/sales activities, jeopardy/lost accounts, and major servicing issues.
• Identities and initiates correction of problems to provide the best customer experience to our groups and members.
• Performs all other miscellaneous responsibilities and duties as assigned or directed.