Manager, Union Market

Full-timeExempt

Hybrid Work Environment - Must reside on Oahu

Pay Range: $73,154 - $121,252

Note: Individuals typically begin between the minimum to middle of the pay range

This position serves as the principal HMSA contact in developing a relationship with employer groups in the union market place, requiring in depth analysis of employer group needs and incorporating HMSA product offerings and strategic sales initiatives in the development of group plan proposals.

This position will identify opportunities through data analysis and extensive knowledge of the healthcare industry that support overall sales strategies as well as implement group-specific re-contracting, renewal, and retention strategies.

This position requires direct interface with Union/Trust accounts and requires 50% time in the field visiting groups and attending Union functions. Occasional neighbor island travel is required.

• Bachelor's degree or four years of related work expereicne; or equivalent amount of education and related work experience.

• One year of supervisory/management experience.

• Excellent verbal, written and presentation communication skills.

• Negotiating and sales skills.

• Basic working knowledge of Microsoft Office applications, including but not limited to Word, Outlook, Excel, and PowerPoint.

• Active license with the state of Hawaii Department of Commerce and Consumer Affairs or pass all four sections of the state licensing examination within three months of hire date. Having an active license to sell Health, Life and Group Insurance products in the state of Hawaii is a condition of employment.

• Must have valid driver's license, access to an automobile with current license, registration and no fault insurance for business travel for meetings with employer groups.

• Performance

• Manage Union Pod to stated performance metrics and goals.

• Create a performance oriented culture.

• Develop and implement account plans to leverage employer groups' objectives and how HMSA products fit into their benefit program. Use exceptional selling skills to promote and implement products and services through various methods, including site visits, correspondence, telephone, email/internet, power point presentations, and one-on-one customer service.

• Protect HMSA's market share through the successful renewal and retention of assigned accounts.

• Meet goals as established in marketing plan and achieve annual sales revenue and membership growth objectives.

• Identify, create and implement action plans for all at-risk accounts.

• Understand and sell various funding arrangements to the large group market segment.

• Set strategic direction and lead account team.

• Work together with accounts to implement health and wellness strategies.

• Manage and oversee staff, conduct performance evaluations.

• Relationships

• Work closely with consultants to strategically position HMSA and influence their client consulting.

• Expand relationship with groups through the sale of new products; coordinate problem solving associated with group inquiries.

• Participate in strategic planning and evaluation sessions with employer groups.

• Educate union employer groups and consultants on HMSA's value and industry trends and the impact of these trends on cost and utilization.

• Manage internal and external customer relationships to ensure that employer needs are identified and addressed.

• Work with rating analyst for renewal development, work with product management analyst for new benefit development, work with USAble Life for ancillary product proposal development.

• Work collaboratively internal to HMSA to build account solutions and handle complex issues.

• Analysis

• Perform complex business analyses of customer's business requirements and develops proposals that exceed customers' requirements. Collaborates with key areas of the organization to present a comprehensive, integrated healthcare story for the employer group through presentations and written summaries.

• Evaluate account-specific utilization and identify opportunities for plan design wellness, and financial arrangement changes that positively affect the financial needs of the employer groups through data analysis and extensive knowledge of the healthcare industry.

• Understand and identify the strategic vision and objectives within the employer group organizations while aligning HMSA products and services to ensure those business objectives are achieved.

• Industry Knowledge

• Actively maintain an understanding of the drivers and trends within HMSA and the healthcare industry that affect HMSA's employer groups and shape their business and buying decisions.

• Actively communicate industry trend information to accounts

• Responsible for bringing information about the marketplace, customer needs perspectives, expectations, demands and requests to HMSA. (obtain competitor information from within each assigned account)

• Maintain awareness of competitive activities and opportunities. Research and communicate marketing and sales intelligence relating to competition and changes in the marketplace.

• Participate with employee health benefits professional organizations.

• Administrative

• Maintain accurate records of all account activity and provide management with a weekly report on proposal/sales activity, jeopardy/lost accounts, major servicing issues.

• Performs all other miscellaneous responsibilities and duties as assigned or directed.

#LI-Hybrid