The Manager of Employer Accounts is responsible for ensuring the successful performance of all aspects of employer contracted relationships, including value measures such as high clinical outcomes, high customer experience, and lowest appropriate cost. Serving as a primary liaison between the Henry Ford Health, Clinically Integrated Network (CIN)s, and the contracted employer organization, the Manager implements ongoing methods to ensure successful response to new opportunities, including negotiation of contract parameters in partnership with Network leadership, rapid implementation of operational changes to meet new contract requirements, and ongoing management of performance and improvement to meet contract criteria and achieve financial shared savings. Grows volume of contracts as well as advancing employer relationships along the continuum from multi-service arrangements including wellness, care/population management, occupational health, and employee assistance programs to primary care and/or clinically integrated network direct-to-employer-contracts.
Serves as project manager for key business and employer accounts with multiple system services.
Maintains and develops client relationships with employers engaged or interested in multiple services.
Serves as ongoing liaison to employers contract manager and other employer leadership; be the "face" of Henry Ford/CIN for the contract including participating in client Joint Operating Committees.
Establishes and maintains strong relationships with Henry Ford Health service lines to support an integrated approach to employer accounts.
Participates in strategic planning around growth and advancement of employer contracts with goal of increasing number and strength of employer relationships, advancing from multi-service to direct narrow network/risk-based arrangements.
Evaluates new and existing customer needs for services and advocate for employer/customer needs in the development of future Henry Ford/CIN products/services.
Effectively articulates value proposition for health services and health management to potential clients and business leaders interested in Henry Ford/CIN services.
Creates detailed proposals for services to meet clients' ongoing needs for employer programs and activities.
Leads preparation and delivery of proposal presentations to potential clients, including preparation of slides, materials, and talking points for presenters to ensure Henry Ford/CIN's brand and expertise are clearly articulated.
Manages responses to opportunities (RFPs and other requests) for new/potential direct-to-employer contracted relationships, serving as the primary contact point for Henry Ford Health/CIN.
Supports teams in the development of opportunity assessments for move-forward approval from executives (to proceed with RFP response), including clear picture of return-on-investment, implications for growth, and alignment with System goals and strategies.
Manages pre-contract award meetings with client and/or consultants as requested by potential client, coordinating the work of other network system staff and departments as necessary to finalize details, make key decisions, and negotiate contract parameters.
Manages project planning processes for awarded contracts to ensure successful contract preparation and implementation, including expected investments and staffing needs.
Implements ongoing methods for contract performance monitoring to ensure success or rapid implementation of improvement including dashboards of process and outcome measures.
Develops mechanisms to solicit regular feedback on client satisfaction with multiple service lines, and work with customer service representatives and/or CIN and service line leadership to resolve any issues.
Routine reporting of financial and operational progress to leadership, value-based leaders/teams, operational leaders, and relevant boards of trustees.
Prepares materials for the Board(s)/Committees to ensure governance is fully informed and educated on areas related to the success of relationships, industry trends and developments and contractual decisions.
Ensures ongoing communication of progress to Network leadership, other health system/service line leadership, and executive teams, including contract timing, requirements, performance and upcoming changes or renewals.
Delivers regular reports to employers on outcomes and advises existing and new clients on strategies to increase employee participation and improve program impact.
Provides input into development and delivery of high-quality promotional materials highlighting Henry Ford/CIN products and services for businesses.
Presents and promotes Henry Ford/CIN products and services at business and client meetings, community events, media opportunities, or seminars/conferences as requested.
Acts as a liaison to benefits consultants, health plans and third-party administrators, and partner with them to promote new employer solutions.
Maintains business accounts database of client information for existing accounts and prospects.
Assists with pricing of products and services based on market research and customer volume.
Develops new knowledge and expertise personally, for the team, and for Henry Ford/CIN overall to ensure continuous improvement on future contract success.
Leads or participates in professional collaboratives, community partnerships, or local/regional/national learning networks that continue to build Henry Ford Health's competencies in direct-to-employer contracting.
Bachelor's Degree in business administration, industrial/operations engineering, or related business/finance field. Master's degree preferred.
Five (5) years of experience in performance improvement, operations and strategic planning for health service-related projects or activities including program design/development.
One (1) year of experience managing employer-based services including experience with sales and accounts management, HR, and/or benefits design (either in healthcare or another industry).
Two (2) years of leadership experience (managing projects and teams of people).
Demonstrated experience managing direct-to-employer relationships, preferred.
Experience with health care population management to improve preventive care or chronic disease, preferred.
Exceptional detail orientation and project management skills; ability to estimate time frames, track progress, problem-solve and meet projected deadlines; ability to manage large, complex, simultaneous assignments with potentially conflicting
priorities and deadlines.
communications.
