Account Manager - Core, Senior

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At Blue Shield of California we are parents, leader, students, visionaries, heroes, and providers. Everyday we come together striving to fulfill our mission, to ensure all Californians have access to high-quality health care at a sustainably affordable price. For more than 80 years, Blue Shield of California has been dedicated to transforming health care by making it more accessible, cost-effective, and customer-centric. We are a not-for-profit, independent member of the Blue Cross Blue Shield Association with 6,800 employees, more than $20 billion in annual revenue and 4.3 million members. The company has contributed more than $500 million to Blue Shield of California Foundation since 2002 to have a positive impact on California communities. Blue Shield of California is headquartered in Oakland, California with 18 additional locations including Sacramento, Los Angeles, and San Diego. We’re excited to share Blue Shield of California has received awards and recognition for â€" LGBT diversity, quality improvement, most influential women in corporate America, Bay Area’s top companies in volunteering & giving, and one of the world’s most ethical companies. Here at Blue Shield of California, we’re striving to make a positive change across our industry and the communities we live in â€" Join us!


Job Summary

Account Management is responsible for managing the organization's relationship with brokers and clients of strategic importance. Performing activities to include protecting existing revenue streams by ensuring a high level of customer satisfaction; identifying new revenue opportunities; cross-selling existing products and introducing new products to the client; and monitoring market and economic conditions that may affect the client's operations and purchasing decisions.

This position is in Core Accounts which serves customers between the 101 - 2999 eligible employee segment. This Senior Account Manager will report to the Director of Account Management for the Central Valley territory. They will be expected to foster, grow, and develop long term relationships with the brokers/consultants in their assigned Book of Business. This position will reside in the Rancho Cordova office and will have broker assignments that could range from Stockton up to the Oregon border (excluding all Bay areas). Travel will be required to maintain our presence in the market. The job will allow flexibility, but some in-office presence will be required while also allowing work from home flexibility where appropriate.

  • Uses thoroughly their understanding of competitive product offerings and can confidently differentiate between BSCA and competitive products.
  • Uses thoroughly their understanding of upcoming developments in the healthcare market (healthcare reform, state and local healthcare legislation, new entrants to the market, customer need shifts).
  • Can confidently negotiate both manually rated and experience rated renewals.
  • Has knowledge in both fully insured and self-insured funding options.
  • Be well versed in underwriting knowledge and be able to negotiate with underwriting on behalf of the customer's needs.
  • Anticipates client pushback and has intermediate understanding of factors driving the renewal calculation e.g., stickiness, switching costs, client value drivers. Ability to negotiate with brokers (medium complexity).
  • Provide detailed documentation in appropriate sales system showing status of work as it progresses.
  • Can confidently articulate thoughts, is an active listener and can effectively handle and respond to client questions.
  • Communicates with clients and brokers in a proactive and timely manner. Gains access to some executive level decision makers.
  • Uses Book of Business and other data to proactively anticipate client needs and prepare annual business plans to achieve long term success.
  • Prioritizes opportunities, leverages necessary resources to develop growth strategy.
  • Develops relationships with contacts in other departments.
  • Leverages relationships to move processes along.
  • Leverages available resources to complete back-office tasks and solve problems. Thoroughly understands BSC tools and system.
  • Maintains effective working relationships with other functional groups. Basic understanding of how to escalate issues and drive the process along.


Knowledge and Experience
  • Typically, requires a college degree or equivalent experience and minimum 5 years of prior relevant experience.
  • Typically has a bachelor's degree.
  • Generally, requires extensive experience in sales.
  • Has and uses advanced negotiating skills.
  • Current life and health license required.
  • Expert knowledge of the health care industry and related benefit products and services.
  • Expert knowledge of funding arrangements and cost management strategies.
  • Proven track record of understanding the customer and their underlying needs.
  • Proven excellence in account management skills and account retention.
  • Can interpret and articulate reasoning behind rate calculations.
  • Strong business and financial acumen.
  • Excellent negotiation skills.
  • Requires advanced knowledge of job area typically obtained through advanced education combined with experience. May have practical knowledge of project management.

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.

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.EEO Policy