National Accounts Regional Manager
Kaiser Permanente, Rockville, Maryland
Summary:
The National Accounts Regional Manager is accountable for coordinating daily activities and leadership for the regional, national account management teams. Responsible for leading efforts to maintain regional connectivity and resolve issues through regional infrastructures to focus on presenting 'One Kaiser' to our national customers. Through collaboration with the Director, National Accounts Regional Teams, and the respective Executive Account Management teams, implements strategies to improve regional performance, reduces regional variation for national clients, and aligns resources to successfully deliver on customer needs and expectations. In addition to manager duties this role may also directly responsible for regional account manager duties for a select number of assigned account customers. All of this activity is aimed at the successful achievement of annual retention and and growth targets for KP's national account segment.
Essential Functions:
- Demonstrates leadership by serving as a role model. Manages people process including resource management, hiring, and performance management. Provides coaching and mentoring to individuals or team, supports continuous learning and staff development that enhances performance, and builds team capabilities in effectively partnering with line functions to improve business performance.
- Assists in assessing regional integration and connectivity issues and implementation of plans to improve end to end customer experience.
- Assists in determining obstacles for national team and customers and engages with internal partners to remove regional variation from the national segment.
- Ensures that critical information is disseminated and utilized between the regions and national staff. Collaborates effectively with EAM teams in the execution of specific national account strategies.
- Leads account management team in creation of improved local strategies (growth and expansion) in conjunction with national staff. Contributes regional perspective to EAM teams in developing and executing of customer retention and growth efforts.
- Supports needs of account management team in aligning resources to assist national teams, as well as the rate setting and membership targeting processes. Actively participates in the structuring of regional account positioning and investment strategies.
- Provides high level of regional market presence with clients and promotes/models the same with account management team. Assists in handling major service issues for regional customers.
- Serves as the liaison with MSBD and other regional leadership to communicate regional obstacles and provide linkage to national accounts. Engages and collaborates with regional resources and leaders in Pricing, Proposal Development, and Open Enrollment Planning for our national customer.
- Assesses, develops and implement regional process improvements and efficiencies.
- Ensures data capture and quality of competitive intelligence within KP Sales Connect by account management team.
- Ensures implementation of education and development initiatives to address specific business needs, skill gaps, and provide continuous development for staff.
- Manages assigned accounts with our national regional customers to achieve membership and revenue targets.
Qualifications:
Basic Qualifications:
- Minimum of 5 years of progressive experience in sales, account management or business development role in health care or insurance consulting.
- Bachelor of Science or equivalent experience.
- State licensing as required.
- C-level engagement experience.- Ability to navigate internal departments to produce positive results for clients and the company.
- Demonstrated ability to influence and negotiate complex situations.
- Strong communication (written and verbal) and presentation skills
- Ability to work at both a strategic and tactical level to achieve business results.
- Adept at identifying problems and removing barriers to improved performance.
Preferred Qualifications:
- 7+ years of progressive leadership experience in sales, account management or business development role in health care or insurance consulting.
External hires must pass a background check/drug screen.
We are proud to be an equal opportunity/affirmative action employer.