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Job Description
- Performance
- Protect HMSA's grow market share through the successful renewal and retention of assigned accounts and generate new sales.
- Work in partnership with HMSA leadership and sales managers to develop broker and consultant driven sales strategies and support models.
- Meet goals, minimum activity requirements, key performance metrics and achieve annual sales revenue and membership growth objectives.
- Works autonomously across the enterprise:
- Meet the expectations of brokers to improve satisfaction with HMSA.
- Meet and partner with internal HMSA areas to improve process to support consultants and brokers.
- Relationships
- Manage HMSA's broker relationship program.
- Align consultant and broker strategies to HMSA's mission, goals and objectives.
- Cultivate relationships with employer benefit consultants and insurance brokers.
- Participate in planning and evaluation sessions with department sales managers and account managers.
- Work in partnership with HMSA account managers to identify key market consultants and brokers.
- Proactively manage internal and external relationships and build new processes to ensure that broker consultant needs are identified, reviewed and responded to on a timely basis.
- Provide in-person field support for account teams as required.
- Serve as a conduit of HMSA products and services for certain consultants and brokers.
- Expand relationship with strategic consulting groups as identified by HMSA leadership.
- Participate in account planning with employer groups.
- Work with USAble Life for ancillary product alignment.
- Provide input to sales leadership and account managers to increase sales and improving servicing.
- Analysis
- Evaluate consultant/broker's business requirements and develop process and/or procedure to meet or exceed customers' requirements.
- Understand and identify the strategic vision and objectives within consultant/broker organizations while aligning HMSA products and services to ensure those business objectives are achieved.
- Understand consultant and broker needs for data and work with HMSA internal areas to meet these needs.
- 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.
- Responsible for bringing information about the marketplace/industry, customer and consultant needs perspectives, expectations, demands and requests to HMSA. (obtain competitor information through relationships).
- 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 HMSA consultant and broker relationships and report on proposal/sales activity, jeopardy/lost accounts, major servicing issues.
- Performs all other miscellaneous responsibilities and duties as assigned or directed.
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