Senior Account Manager

Transformation is the opportunity

Blue Shield of California is the third largest health plan in California, with about $7.5 billion in revenue. Our mission is to ensure Californian's access to high-quality health care at a reasonable price.

Join Blue Shield of California and grow your career with a leader that’s stirring up a change.


The Account Manager is responsible for retaining and growing current clients in the mid/large market (51-2999) to achieve business objectives. The Account Manager is accountable for meeting individual membership retention goals. It is estimated that the Account Manager spends about 50-60% of their time in the field, interacting with producers and employers, and closing successful renewals. The primary focus is to cultivate successful producer and employer relationships to renew existing groups in the mid/large market.

Client (Employer) and Producer Relationships:

Maintains and strengthens relationships with producers and employer groups

Consistently engages with producers in a consultative manner

Proactively establishes relationships between senior sales management and senior client leaders

Understands and anticipates the underlying needs of producers and employers; creates solutions to meet needs

Proactively monitors cases for performance and proactively talks to the producer and/or client if the case is performing poorly (financial or service issues)

Performs routine employer visits to advance the employer relationship and stay current with the employer’s business and their changing needs

Knows employer’s decision makers, HR/Benefits staff, and clearly understands how decisions get made within their organization

Leverages relationships during employer entertainment to identify increased penetration opportunities, loyalty issues, etc; follows up on employer entertainment as applicable

Supports strong producer relationships as part of the sales team
Consistently establishes relationships with clients for "last look" at all bids that go to market

Renewal Sale Process:

Leads client strategy development to successfully sell renewals

Develops and manages mid size and large group renewals

Review renewals for accuracy

Negotiates the renewal with the producer, Underwriting, and/or the client to achieve a mutually-beneficial outcome

"Go to" person for renewal questions

Complies with renewal delivery guidelines and ensures the producer and/or client understands the underwriting that went into the renewal

Reduces potential renewal issues with timely & proactive communication

Account Management:

Manages effective relationships through development and execution of business plans (Key Account Profiles) for accounts with 500+ members



Assumes a consultative role in understanding and meeting employer needs for service and Cost of Health Care management

Manages off-cycle changes as necessary

Perform sales activity reporting in salesforce.com (currently STS and BRAIN)

Engages initial sales contact in renewal support

Participates in escalated service issue resolution, as needed

Conducts mid-year reviews for 300+ lives with producers and employers

QUALIFICATIONS:

Bachelor's degree and 5-7 years experience in insurance/employee benefit sales or equivalent combination of education and experience

Proven excellence in account management skills and account retention

Maintains valid driver’s license

Active life license required and continuing education to support the license

Proficient computer skills including MS Word, MS Excel, MS PowerPoint, sales force automation/CRM (e.g. salesforce.com), etc.

Blue Shield of California is an Equal Opportunity Employer.


Our comprehensive benefits begin on your first day with medical, dental and vision coverage; 20 days PTO annually; 9 paid holidays; matching 401(k); and company pension.

Blue Shield of California is an Equal Opportunity Employer.

An Independent Member of the Blue Shield Association.

Blue Shield of California

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