Kaiser Permanente
Senior Account Manager
Fontana, CA
The Senior Account Manager is accountable for developing and executing account and book of business strategies to optimize membership, revenue, and margin targets. Create and execute a business plan that positions KP to optimize our opportunities across book of business. Achieves growth and margin requirements. Positions KP as strategic partner with key decision-makers and influencers.
Essential Functions:
- Develop & execute book of business plans to ensure attainment of BOB-specific goals
- Analyze the business opportunities in group/book of business
- Identify & confirm customer's needs & business strategies
- Collect specific business information & competitive data
- Analyze quantitative data & identify gaps between current state & optimal business position
- Conduct political map analysis; identify & fill relationship gaps
- Develop strategy for optimizing our business opportunities
- Plan & conduct customer meeting & approach
- Successfully negotiate the strategy & changes w/ customer/broker/consultant
- Set milestones to ensure implementation of plan
- Develop & execute broker engagement strategy to ensure attainment of broker specific goals
- Understand the broker's & firms specific business goals, identify if any targeted industries
- Analyze the opportunities in a broker's entire BOB, especially the non KP customers
- Use the Value Proposition in order to differentiate KP
- Regularly analyze broker results & take action to improve performance
- Build strong, trusting relationships
- Build win-win-win scenarios
- Employ a consistent & disciplined business process for account planning & strategic engagement
- Engagement strategy must include joint planning & problem solving focusing on meeting their specific goals & objectives
- Identify & engage key decisions-makers & influencers in designated brokerage/consultant firms
- Educate brokers/consultants on KP product portfolio & how to appropriately position KP for success in customer accounts
- Identify brokerage/consultant needs & develop appropriate solutions
- Anticipate implications of industry trends & KP changes & proactively engage brokers/consultants about issues that impact their business
- Develop & execute account plans to ensure attainment of account specific goals
- Identify & collect appropriate information to better understand business issues, problems & opportunities
- Understand the customer's political landscape
- Understand & use industry, financial, & organizational data
- Accurately diagnoses customers' business strengths, weaknesses, & key issues that can inform how health care benefits decisions are made in the customer's organization
- Effective use of the revenue investment funds to support business targets
- Understand the opportunities, our business position, & what motivates decisions
- Build an effective case review for management approval
- Partner w/ UW to agree on the optimal use of the revenue investment fund
- Leverage risk over opportunities
- Present a persuasive business case to customers and/or brokers
- Review outcomes & learn from results in order to identify & maximize future opportunities
- Understand & influence the medical risk in a particular account as it affects growth & margin
- Create programs that educate members w/ the goal of achieving sustainable behavior changes
- Evaluate BOB to identify accounts where margin can be added & those where we will need to spend to remain competitive w/in the offering
- Assume other duties as directed
Qualifications:
Basic Qualifications:
- 3+ years of experience in marketing, business development, and/or managing business to business relationships with 2+ years as a successful AM
- Strong computer and analytic skills, including experience creating client presentations using Microsoft Office programs and use of client databases, required
- Bachelor's degree in marketing, finance, business administration OR equivalent experience required
- Life license required or ability to obtain one within 120 days of hire date
- Proven track record of meeting individual business objectives
- Excellent verbal and written communication skills required
- Strong interpersonal, presentation, and persuasion skills required
- Effective account management skills
- Knowledge of and experience with employee health benefits
- Ability to cover a vast territory consisting of Inland Empire and Coachella Valley
Preferred Qualifications:
- MHA, MPH, or MBA
- Knowledge of underwriting processes, healthcare products, and contracts
- Experience managing public sector accounts
External hires must pass a background check/drug screen.
We are proud to be an equal opportunity/affirmative action employer.