Senior Manager, Account Management - Middle Market

Your Role

The Middle Market team sells, manages and services Employee Benefits Programs in alignment with the Blue Shield of California mission. The Senior Manager, Account Management is considered an Area Director for the Orange County/San Diego region and will report to the Area Vice President. In this role you will be responsible for leading and directing retention sales to meet and exceed membership, revenue and operating income goals. The Senior Manager, Account Management will be responsible for shaping and executing all strategic and operational decisions affecting the Account Management team.

Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow – personally, professionally, and financially. We are looking for leaders that are energized by creative and critical thinking, building and sustaining high-performing teams, getting results the right way, and fostering continuous learning.

Your Work

In this role, you will:

• Lead a team of Account Executives to achieve retention and upsell targets for employers with 101-2,999 employees within an assigned region for medical, dental, vision and life products
• Maintain a strong sales environment by evaluating, coaching, and motivating the Account Executive team
• Facilitate weekly team meeting communicating retention results and objectives
• Work closely with internal partners including Underwriting, Marketing and Product to share skills, resources and knowledge to reach shared business goals
• Establish and maintain effective partnerships and consultative relationships with brokers and key stakeholders to expand opportunities for retention and growth including presentation assistance, education and training, and gathering competitive market information
• Address and respond to elevated broker and client needs
• Assess team performance and book of business assignments
• Provide strategic business plan direction for achieving regional retention objectives
• Manage and report accurate business forecasts and retention projections
• Identify needs for Middle Market teams and ensure Blue Shield of California products and systems are in place to meet those needs
• Participate in special projects as needed regarding Sales Readiness, Self-Funding and other strategic initiatives

Your Knowledge and Experience

• Requires a bachelor’s degree or High School Diploma/GED and 4 years of additional relevant experience in lieu of a degree
• Requires 8 years of prior relevant experience
• Requires 4 years of prior people management experience with direct responsibility for supervising, coaching, and evaluating direct reports
• Requires a valid California driver's license and proof of insurance
• Requires group medical insurance sales experience; preferably in large group business (101+ eligible lives) with exposure to self-funded clients
• Requires exceptional communication and leadership skills, including presentation and motivational leadership skills and a highly organized, self-directed approach to work
• Requires ability to manage highly complex and difficult negotiations with external and internal stakeholders