Director, Small Group Account Management

Your Role

The Director, Small Group Account Management position will be responsible for leading and directing the small group account management organization to meet and exceed membership, revenue and operating income goals. The Director, Small Group Account Management will report to the VP/General Manager of Small Group and Core Accounts. The role requires a dynamic leader who can foster relationships, drive performance, and implement effective strategies to meet Small Group goals. This position provides client solutions, recommends interventions where appropriate and will require cross organizational collaboration and mindset to deliver on key initiatives.

Your Work

In this role, you will:

• Create and develop a business strategy for small group account management, establish new account management targets, develop and foster strong relationships with brokers, general agents, and key stakeholders, and ensures that Blue Shield of California products and internal systems meet the needs of the small group business segment.
• Create and develop a small group account management business strategy that ensures that Blue Shield is positioned as a viable option to meet the needs of customers in this channel.
• Identify the needs of the small business segments and ensure that Blue Shield of California's products and systems are readily in place to meet those needs.
• Develop strategies to expand self-funded offerings into this segment.
• Establish clear account management responsibilities and objectives, manage the day-to-day direction of the account management group and coach and hold people accountable for their actions.
• Accountable for leading Small Group Account Management team and exceeding membership and Operating Income goals through effective management of quality membership.
• Recommend changes in the basic structure and organization of the account management group, ensuring the fulfillment of its assigned objectives and providing the flexibility to move swiftly in relation to problems and opportunities.
• Provide cooperation and teamwork while working to achieve collective outcomes; includes peers and/or key stakeholders when making decisions that affect organization operations.
• Responsible for managing an administrative budget and instrumental in the pricing, and product decisions for this line of business.
• Collaborate with internal stakeholders, including underwriting, product marketing, and others to address challenges and identify opportunities for growth.
• Assess and respond to elevated issues and needs, addressing issues and complaints effectively.

Your Knowledge and Experience

• Requires a bachelor's degree or equivalent experience. Master's degree preferred.
• Requires at least 10 years of prior relevant sales experience and at least 6 years of management experience.
• An Active California Health & Life Insurance license required.
• Demonstrated track record of accomplishments in health plan group sales in the insurance industry required
• Knowledge of health plan operations, products, and competitor marketplace required.
• Intimate, work experience and working knowledge of the California Small Group Marketplace -- existing key broker relationships and self-funded experience preferred.
• Excellent interpersonal and communication skills, including effective delivery of executive level reports and in-person presentations required.
• Residency in the state of California, or willing to relocate, is required.
• Comfortable working with Microsoft Office / Teams / Salesforce / Appetite to explore newer artificial Intelligence sales tools.

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