Department Information Knowledge about public sector business / PA152 is preferred Responsible for the organization, direction, and leadership over a sales and account management team. Accountabilities are focused on the retention and growth of existing and assigned accounts through channel partner relationships across a broad book of business, whose core sales and business development and account management activities are executed by an underlying account management team. Objectives are to lead and enable a team to retain and grow membership and optimize margins in alignment with divisional strategic goals, as well as meet broader organizational strategic and performance goals. * Review strategic account plans to ensure completeness and rigor in assumptions as well as alignment with organizational goals/priorities. * Leverage experience and broader book of business purview to develop and surface perspectives on key gaps in value proposition, sales opportunities, service enhancement opportunities, etc. * Support subject matter expert coordination where required and ensuring collaborative and effective working relationships to maximize sales potential. * Participate in account stakeholder meetings/discussions to strengthen BCBSM partnerships. * Provide input on and review final request for proposal renewals. * Work with the account management team to determine when escalation is required for pricing/concession requests that fall outside of defined parameters. * Maintain awareness of key recurring issues/trends and identifying and resolving root cause drivers and proposing potential solutions. Escalating key issues and risks and support identifying mitigation/resolution approach. * Support account management team in resolving any issues that do not get resolved in a timely manner including implementation of solutions. * Plan, organize, and direct activities of an assigned business area including but not limited to planning, training needs, motivation, staff development, staff selection, etc. * Perform analysis through Salesforce Customer Relationship Management (CRM). * Support strategic sales and portfolio planning, completing annual forecasting and business plans in support of corporate initiatives, and coordinating and preparing the business unit's annual budget. QUALIFICATIONS * Bachelor's Degree in Business Administration, Sales and Marketing or related field required. * Seven (7) years of sales and account management experience required. * Three (3) years of leadership experience (e.g., client, staff, projects, etc.) required. * Experience in Salesforce Customer Relationship Management (CRM) strongly preferred. * Valid Michigan Accident and Health Insurance License. * Valid and unrestricted driver's license is required. * Demonstrated ability to propose and deliver alternative benefit delivery programs, demonstrated ability to implement BCBSM's corporate philosophy, financial arrangements, and medical economics. * Ability to build trust-based relationships with account stakeholders to develop strong networks, leveraging deep expertise to identify and understand account business needs and key decision factors with limited interaction. * Ability to influence and guide accounts and channel partners in their decision-making by identifying and communicating relevant solutions and advice to address their priorities and needs, while understanding and navigating political environments and resolving disputes and issues to develop and preserve account and channel relationships. * Excellent analytical, organizational, verbal, and written communication skills with ability to communicate concisely and clearly across a range of channels/communication tools (e.g., CRM, documents, calls, meetings) with internal and external stakeholders. * Ability to identify research and analysis needs from external data/reporting sources and support Account Management in the design of analyses that will yield actionable and data-driven insights for retaining and growing the book of business. * Ability to monitor and oversee multiple simultaneous implementations of program/product solutions, employing tactics to minimize execution risk and providing ad hoc support for implementation as required. * Strong leadership and coaching to provide team members with best practices/processes for sales and account management (e.g. account and channel partner expectations management, cross-sell/up-sell opportunity identification). APPENDIX Sales Manager - Dedicated * Accountabilities are focused on the retention and growth of existing and assigned accounts, where the accounts are managed by an agent, whose key strategic initiatives, solution implementations, and operational activities are executed by an underlying account management team. * Objectives are to define strategic priorities and lead and enable a team to retain and increase membership through their account/managing agent relationships and optimize margins in alignment with divisional strategic goals, as well as meet broader organizational strategic and performance goals. * Responsible for leading an account management team as well as defining strategic initiatives for one or more managing agent relationships. * Leverage dedicated account/agency experience and knowledge of account/agency specific priorities to drive ideation for strategic account/agency planning, including designing approaches to identify opportunities to strengthen managing agent relationships and expand books of business. * Present internal strategic account/agency plans to leadership team as well as external plans to managing agents for review and alignment. * Coach account management team in implementing sales opportunities for accounts and strengthening account/agent relationships. * Leverage experience with managing agents to develop renewal strategies, support pricing decisions, and tailor renewal proposals. * Support account management enterprise coordination as needed to implement benefit changes resulting from renewals.
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