Managing Director, Senior Health Services Group Sales and Key Accounts in Southfield, MI at Accident Fund Holdings, Inc

Date Posted: 9/14/2020

Job Snapshot

Job Description

The Senior Health Services Managing Director for Group Sales and Key Account management, is responsible for the overall strategy and tactical plans to effectively deliver account management across relationships as well as grow the Group Medicare Advantage business. This role will oversee the Group and Key account management team and act as a liaison with other business unit leaders to deliver the highest growth and best account experience. This role is accountable for driving towards growth targets and tracking the performance against those targets as it pertains to service expansion, service delivery and pricing opportunities. This role provides client facing leadership and collaborates with necessary teams to effectively transition accounts to steady (live) state and handles all high-priority escalations.


  • Direct and continually develops the Key Account and Group management teams, including renewal and support teams.
  • Work collaboratively with Senior Health Services, Emerging Markets and HPB business unit leaders to effectively mature and deliver the account management function.
  • Act as the Subject Matter Expert relative to Organization growth strategies
  • Develop the strategy for Key Account expansion, new group growth and retention.
  • Develop the strategy for long term group retention and effectuate a standard process to manage group segments
  • Direct the Key Account and Group management team members as necessary to achieve relationship targets and to respond to account needs.
  • Provide leadership and direction around benefit, product and technology development/improvement to strengthen the account management experience in conjunction with other business unit leaders and with focus on the entire account lifecycle.
  • Lead escalation resolution and properly maintain the escalation hierarchy to resolve issues timely and effectively.
  • Contribute to and develop strategic plans and roadmaps for an account through the transition to steady state including interfacing with client leadership as needed to support the transition and pre-establish expectations around ongoing account management efforts.
  • Provide leadership across the areas of interaction/engagement, service expansion, account and market intelligence, and team performance
  • Lead and steer necessary internal and external meetings (i.e. client meetings, account management BU updates).
  • Provide vision around Key account and Group management as it relates to specific clients to help create a customized touch.
  • Direct and continually develop the Group segment team, which includes Account Directors, Sales representatives, and support teams
  • Oversee formal benchmark, process, and reporting needs for Group and Key Account Management.
  • Evaluate and advise on the impact of long-range planning of new business opportunities and strategies.
  • Drive P&L performance of the Medicare Group Segment (incl. Large Group, Non-Key group segment, ASC, etc.)
  • Provide vision, leadership, planning, project coordination and management for the development of a cost-effective department while concurrently facilitating efficient operations to meet current and future business needs within the organization.
  • Represent company in community and industry, programs and conferences.
  • Participate in the development of programs as a strategic partner that supports the company plan.
  • Participate in development of annual departmental budget, monitor budget and identify budget discrepancies. Research cause and make recommendations.
  • Responsible for balancing workload to optimize the effectiveness of the department.


Directly supervises exempt and non-exempt staff in accordance with company policies and applicable Federal and State Laws. Responsibilities include, but are not limited to, effectively interviewing, hiring, terminating, and training employees; planning, assigning, and directing work; appraising performance; rewarding and counseling employees; addressing complaints and resolving problems; supporting and encouraging the engagement process.

This position description identifies the responsibilities and tasks typically associated with the performance of the position. Other relevant essential functions may be required

Job Requirements


Bachelor's degree in Marketing, Finance, Business Administration, or a related field. Master's degree in a related field preferred. Valid Michigan Accident and Health Insurance License and valid, unrestricted driver's license is required within 90 days of the employee's start date or the license expiration date. Relevant combination of education and experience may be considered in lieu of degree. Continuous learning, as defined by the Company's learning philosophy, is required. Certification or progress toward certification is highly preferred and encouraged.


Ten (10) years of progressively more responsible experience in a Health Care/Insurance environment with demonstrated technical experience that provides the necessary knowledge, skills and abilities. Five (5) years management or supervisory in Health Care/Insurance required.


  • Proven leadership acumen and track-record of high performance delivering impactful solutions.
  • Excellent analytical and organizational skills.
  • Knowledge of the insurance industry and issues impacting healthcare costs
  • Knowledge of laws, regulations, and compliance requirements.
  • Demonstrated ability in sales, marketing, and business development.
  • High level of integrated skills as a strategic partner.
  • Ability to be an entrepreneur and have demonstrated success in strategic and business marketing.
  • Must possess strong negotiation skills and decision making ability.
  • Deep understanding of BCBSM business strategies and business processes, and how they work together
  • Ability to build internal capabilities, assemble and develop a supporting management team.
  • Ability to develop productive relationships with internal constituents and external clients to sell products.
  • Ability to frame and structure problems, discern critical issues, and drive solutions.
  • Ability to successfully manage, develop, and lead a business.
  • Excellent verbal and written communication skills required. Ability to read and interpret documents including process, procedure and technical documents. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of the organization.
  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.
  • Experience in sales, account management, customer service or other closely related field, with knowledge of client/prospect interaction and processes and understanding of retention and cross-sell principles.
  • Ability to work effectively in a team environment, including experience as unit of larger enterprise and experience in matrix management.
  • Strong organizational, planning, analytical, and communication skills.
  • Ability to manage third party vendors and partners as needed.
  • Must demonstrate leadership ability and team building skills to effectively supervise professional and non-professional staff and interact with all levels of management.
  • Ability to work with and empower others on a collaborative basis to ensure success of unit team.
  • Ability to effectively exchange information, in verbal or written form, by sharing ideas, reporting facts and other information, responding to questions, and employing active listening techniques.
  • Ability to effectively present budgetary and/or cost information, and respond to questions as appropriate, plus the ability to work within Adaptive planning/financial tools or similar platform for budgeting and planning.
  • Ability to establish workflows, manage multiple projects, and meet necessary deadlines.
  • Other related skills and/or abilities may be required to perform this job


Work is performed in an office setting with no unusual hazards. Travel is required.

The qualifications listed above are intended to represent the minimum education, experience, skills, knowledge and ability levels associated with performing the duties and responsibilities contained in this job description.

We are an Equal Opportunity Employer. Diversity is valued, and we will not tolerate discrimination or harassment in any form. Candidates for the position stated above are hired on an "at will" basis. Nothing herein is intended to create a contract.


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