Director, Small Group Account Management

Job Description

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.

Responsibilities

Your Work

In this role, you will:

• Create and develop a business strategy for small group account management, establish new account management targets, develops and fosters 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.
• Creates and develops 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.
• Identifies the needs of the small business segments and ensures that Blue Shield of California's products and systems are readily in place to meet those needs.
• Establishes clear account management responsibilities and objectives, manages the day-to-day direction of the account management group and coaches and holds 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.
• Recommends 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.
• Provides 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.

Qualifications

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.

Pay Range:

The pay range for this role is: $156,860.00 to $250,690.00 for California.

Note:

Please note that this range represents the pay range for this and many other positions at Blue Shield that fall into this pay grade. Blue Shield salaries are based on a variety of factors, including the candidate's experience, location (California, Bay area, or outside California), and current employee salaries for similar roles.

About the Team

Blue Shield of California's mission is to ensure all Californians have access to high-quality health care at a sustainably affordable price. We are transforming health care in a way that genuinely serves our nonprofit mission by lowering costs, improving quality, and enhancing the member and physician experience.

To fulfill our mission, we must ensure a diverse, equitable, and inclusive environment where all employees can be their authentic selves and fully contribute to meet the needs of the multifaceted communities we serve. Our continued commitment to diversity, equity, and inclusion upholds our values and advances our goal of creating a healthcare system that is worthy of our family and friends while addressing health disparities, promoting social justice, and integrating health equity through our products, business practices, and presence as a corporate citizen.

Blue Shield has received awards and recognition for being a certified Fortune 100 Best Companies to Work, Military Friendly Employer, People Companies that Care, a Leading Disability Employer, and one of California's top companies in volunteering and giving. Here at Blue Shield, we strive to make a positive change across our industry and communities - join us!

Our Values:

• Honest. We hold ourselves to the highest ethical and integrity standards. We build trust by doing what we say we're going to do and by acknowledging and correcting where we fall short.
• Human. We strive to be our authentic selves, listening and communicating effectively, and showing empathy towards others by walking in their shoes.
• Courageous. We stand up for what we believe in and are committed to the hard work necessary to achieve our ambitious goals.

Our Workplace Model:

At Blue Shield of California, we believe in fostering a workplace environment that balances purposeful in-person collaboration with flexibility. As we continue to evolve our workplace model, our focus remains on creating spaces where our people can connect with purpose - whether working in the office or through a hybrid approach - by providing clear expectations while respecting the diverse needs of our workforce.

Two Ways of Working:

• Hybrid (Default): Work from a business unit-approved office at least two (2) times per month (for roles below Director-level) or once per week (for Director-level roles and above).Exceptions:
  
  • Member-facing and approved out-of-state roles remain remote.
  • Employees living more than 50 miles from their assigned offices are expected to work with their managers on a plan for periodic office visits.
  • For employees with medical conditions that may impact their ability to work in-office, we are committed to engaging in an interactive process and providing reasonable accommodations to ensure their work environment is conducive to their success and well-being.
• On-Site: Work from a business unit-approved office an average of four (4) or more days a week.

Physical Requirements:

Office Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork - Activity level: Sedentary, frequency most of work day.

Please click here for further physical requirement detail.

Equal Employment Opportunity:

External hires must pass a background check/drug screen. Qualified applicants with arrest records and/or conviction records will be considered for employment in a manner consistent with Federal, State and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or disability status and any other classification protected by Federal, State and local laws.