The Labor Accounts Manager/Senior Labor Accounts Manager is accountable for continuously improving our business relationships w/ our labor customers to optimize growth potential in each account. These jobs have two levels. The functions, tasks & competencies are the same. It is expected that staff placed in the Senior level will have demonstrated competencies at a significantly higher level & will be expected to work w/ more complex accounts or books of business. Please refer to the Sales Competency Dictionaries for descriptions of competencies & the behaviors associated w/ them. The Executive Account Manager, Labor is accountable for developing strategic partnerships that continuously improve our business relationships w/ our customers to optimize the growth potential in each account.
Essential Functions:
- Analyze & improve the risk position in a group
- Analyze the business position in the group
- Identify & confirm purchaser's needs & business strategy
- Collect specific business information & competitive data on the account
- Analyze quantitative data & identify current state
- Identify gaps between current state & analyze impact of moving to optimal business position
- Evaluate against walk-away criteria
- Develop strategy for optimizing our business position
- Plan & conduct purchaser meeting & approach
- Successfully negotiate the strategy & changes w/ purchaser/broker/consultant
- Ensure implementation of plan
- Renew group at the right rate
- Collaborate w/ pricing to implement an ongoing, proactive, rate renewal strategy
- Collect & deliver data required to drive the right rate
- Review pricing's rate data to determine drivers of the rate change
- Plan purchaser meeting & approach
- Negotiate the renewal w/ purchaser/broker/consultant
- Complete the rate renewal internally
- Evaluate/manage business decisions that merit special consideration
- Renew group w/ the right product & benefit mix
- Collect required demographic & competitor data
- Identify purchaser needs & KP business goals
- Identify competitors' strengths & weaknesses
- Analyze the group's demographics, utilization, & profitability vs. group's product mix
- Develop product & benefit strategy & plan implementation
- Plan purchaser meeting & approach
- Negotiate the product & benefit mix w/ purchaser/broker/consultant
- Manage implementation of negotiated products & benefits (internally & externally)
- Expand opportunities for growth by building & utilizing the appropriate relationships
- Collect & analyze key account & purchaser industry information
- Identify & analyze employer, trust fund & union needs, & business strategies
- Leverage labor relationships to create opportunities for membership growth, including other regions
- Create opportunities for revenue growth & margin
- Develop sales strategy for increasing membership and/or revenue consistent w/ the labor/mgmt negotiation process
- Obtain buy-in on strategy from all key constituents (e.g., labor, mgmt, etc) to ensure support
- Identify all key purchasers & influencers & plan meetings & approaches (including shop stewards, locals, etc.)
- Recommend & negotiate the strategy & changes w/ purchasers by offering a range of options to meet the needs of all constituents
- Work w/ trust fund administrators, unions, & benefits administrators to develop communication strategy for OE & new hires
- Understand & develop a strategy to deal w/ conflicts of interest among various decision-making parties
- Assume other duties as directed
Qualifications:
Basic Qualifications:
- Two (2) +years of experience in marketing, business development, and/or managing business to business relationships required
- Health care experience
- Experience working with organized labor preferred
- Bachelor's degree in marketing, finance, business administration OR equivalent experience required
- MHA, MPH or MBA preferred
- Life license required or ability to obtain one within 120 days of hire date
External hires must pass a background check/drug screen.
We are proud to be an equal opportunity/affirmative action employer.