Strategic and National Account Consultant I/III – New Sales (Finance)

Job Description:

Summary:

This role is responsible for sales and leading the provision of service solutions of assigned accounts and territories. The incumbent is primarily responsible for the sales and prospecting activity for experience rated, self-funded and strategic/national account handling. This includes but is not limited to acting as a strategic advisor to support clients in the decision-making process relative to benefit design, financial impacts, member experience, and industry trends. The incumbent will aid on account retention activities and servicing to strengthen relationships as needed.

For Labor Accounts: positions in this area are additionally responsible for coordinating efforts with other Account Sales Consultants that have union membership. Coordinates labor communications and attends regularly scheduled trustee and labor advisory board meetings prior to account transition to retention, continue to support relationship development and assist with retention activities as a trusted Labor Advisor.

For Ancillary Accounts: positions in this area are additionally responsible for: coordinating efforts with other Account Sales Consultants that have Ancillary Opportunities and membership. Coordinates Ancillary sales communications and attends regularly scheduled Ancillary advisory board meetings as assigned.

Essential Accountabilities:

Level I

• Responsible for sales activities, including prospecting, retention, and cross-selling of ancillary lines.
• Provides account training, benefit consulting, guidance and coordination of account benefit plans.
• Establishes, develops, and maintains positive business relationships with clients, brokers, and internal department contacts as a trusted advisor and consultant.
• Maintains client detail and history for new group implementations and transition to Account Management.
• Updates and maintains New Sales Pipeline and PowerBI Dashboard.
• Establishes, develops and maintains relationships with internal executive sponsors and process holders - identifies champions within the enterprise for issue resolution.
• Enters new business quotes in support of Level II and III Senior Account Consultants. Holds initial pricing conversations with management and suggests rate strategy based on past history.
• Performs open enrollment duties as required, in person and virtual. Ensures all necessary booklets, forms and collateral are available.
• Evaluates and otherwise develops a familiarity with the benefits packages of competitive carriers and their sales strategies.
• Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies' mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs.
• Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.
• Regular and reliable attendance is expected and required.
• Performs other functions as assigned by management.

Level II (in addition to Level I Accountabilities)

• Provides oversight for all activities that surround client solutions, operational efficiencies, and member impacts. Works with relevant internal and external sources to ensure expedited and effective resolution to maximize satisfaction.
• Develops a thorough understanding of clients' strategic goals, financial position, and opportunities to offer solutions that meet their needs and overall satisfaction.
• Develops key account summary identifying client needs, opportunities, risks, and competitive insight.
• Attends meetings, sales events, and trainings to keep abreast of the latest corporate, national, and legislative developments impacting the delivery of health care benefits. Keeps abreast of market dynamics, industry trends and competitor landscape.

Level III (in addition to Level II Accountabilities)

• Proven ability to manage complex relationships involving group leaders, brokers, senior management and internal departments.
• Thoroughly acquaints appropriate account personnel with benefit explanations, claims filing, and billing procedures, proposed rate adjustment rationale, mandated benefits, statutory changes and state and federal issues impacting health insurance delivery systems. Conducts educational meetings to review existing benefits and describe new benefits.
• On a regular basis, provides consultative services to assist the account's representative in establishing and meeting the goals of the group's insurance program. Provides advice on such matters as benefit design, health care financing, health care legislation, the health care delivery system and the best way to communicate benefit information to employees.
• As required, assists in development of new programs or modifications to existing contracts to accommodate prospective or existing account needs in conjunction with actuaries, consultants and others.
• Maintains and draws meaningful insights and conclusions from new sales pipeline.
• Keeps abreast of corporation, national, and legislative developments impacting the delivery of health care benefits through meetings, professional societies and publications.
• Effectively manages time and schedules contact per account as determined by account needs and management. Initiates the appropriate paperwork to keep account file and databases current.
• Demonstrated leadership ability- mentoring of level one consultants, lead role on projects, committee participation, assigned management responsibility in absence of management.
• Keeps management advised of significant field developments.

Minimum Qualifications:

NOTE: We include multiple levels of classification differentiated by demonstrated knowledge, skills, and the ability to manage increasingly independent and/or complex assignments, broader responsibility, additional decision making, and in some cases, becoming a resource to others. In addition to using this differentiated approach to place new hires, it also provides guideposts for employee development and promotional opportunities.

Levels I

• Valid NYS Accident and Health License within six months of employment required. Employees without a license are not eligible for any sales incentive compensation. Any sales made while not licensed are not eligible for incentive compensation
• Four-year degree preferably in Business Administration with Marketing or Liberal Arts major. Previous direct sales or insurance industry experience required. A combination of education and experience may be considered.
• Working knowledge of all financial arrangements including prospective, level funding, ASC and minimum premium.
• Demonstrated ability to effectively sell products offered through application of appropriate sales techniques backed by extensive product knowledge including contract administration, enrollment regulations, competitive financial arrangements and membership and billing procedures required.
• Excellent oral and written communication skills and the ability to deal effectively and professionally with all levels of account management and personnel.
• Ability to adapt and respond to the diverse and unexpected situations normally encountered in marketing and service occupations required.
• Ability to independently travel in a timely fashion to customers throughout the health plan markets.

Level II (in addition to Level I Qualifications)

• In-depth understanding of complex funding arrangements including prospective, level funding, ASC and minimum premium.
• Ability to create and deliver impactful presentations and translate quantitative data into qualitative insights and effective strategies. Skillful in assessing an audience and delivering/presenting complex information in an easy-to-understand format.
• Exceptional listening and negotiation skills. Strong verbal and written communication skills and ability to influence key stakeholders at all levels of an organization.

Level III (in addition to Level II Qualifications)

• Additional education and training deemed above the minimum requirements for the position, i.e. graduate level courses, RHU or other sales specific certification, PAHM, FAHM, or other industry specific certification, training classes intended to enhance job specific skills.
• Demonstrated ability to explain and answer questions about financial aspects of rate determination, renewal, and underwriting to clients.
• Demonstrated mentoring/coaching skills.

Physical Requirements:

• Ability to work while sitting and/or standing at a workstation viewing a computer and using a keyboard, mouse and/or phone for three (3) or more hours at a time.
• Ability to travel across the Health Plan service region for meetings and/or trainings as needed.

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In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.

Equal Opportunity Employer

Compensation Range(s):

Level 1 Min $79,400.00 - Max $84,100.00

Level 2 Min $88,400.00 - Max $93,600.00

Level 3 Min $99,700.00 - Max $105,500.00

The salary range indicated in this posting represents the minimum and maximum of the salary range for this position. Actual salary will vary depending on factors including, but not limited to, budget available, prior experience, knowledge, skill and education as they relate to the position's minimum qualifications, in addition to internal equity. The posted salary range reflects just one component of our total rewards package. Other components of the total rewards package may include participation in group health and/or dental insurance, retirement plan, wellness program, paid time away from work, and paid holidays.

Please note: There may be opportunity for remote work within all jobs posted by the Excellus Talent Acquisition team. This decision is made on a case-by-case basis.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.