• Senior Account Executive

    Location US-Home Office/ Remote
    # Positions
    1
    Category
    Sales - All Openings
    Travel Requirements
    0-20%
  • Overview

    Under minimal direction, the Senior Account Executive manages the Plan partnership between NASCO and an assigned Plan. This role is responsible for communicating NASCO’s strategy to the Plan Senior Executives and for aligning the Plan’s strategy to NASCO’s strategy in order to foster a beneficial relationship and provide the best customer service possible. In addition to aligning strategy, the Senior Account Executive is accountable for the overall growth and customer satisfaction of the Plan he/she supports.  General responsibilities include forming and executing a customer relationship strategy, supporting business development initiatives, and managing resources at the Plan. Additionally, this role is expected to establish and maintain strategic relationships within the assigned Plan, Blue Cross and Blue Shield Association (BCBSA) and Consortium of Health Plans (CHP) as required.  The Senior Account Executive is viewed as an advocate for the Client within NASCO and as an advocate for NASCO at the Client Site. This position is enterprise focused and communicates directly with Plan resources at the Senior Leadership level and below. This role also communicates internally across NASCO within Account Executive and with other departments such as NDT, Operations, Professional Services, Product, Finance, Legal, and Senior Leadership.

    Responsibilities

    • Develops and maintains relationships with the Plan’s Senior Executive team, typically including the C-suite, President, and Senior/Executive VP levels at the Plan, in order to collaborate with Plan leadership to understand customer challenges and needs
    • Serves as the primary client liaison and client advocate by understanding the strategic direction of the Plan and the strategic direction of NASCO in order to align both companies’ directions
    • Navigates organizational channels at both the Plan and NASCO in order to connect the right resources to achieve NASCO and Plan initiatives, business drivers, and goals
    • Participates in annual planning and budgeting processes of the Plan in order to identify potential opportunities for additional business such as enhancing NASCO’s portfolio of product offerings and services
    • Researches and provides data and information on trends and requirements related to the Plan’s business on NASCO as well as market comparison
    • Creates the following information to deliver to Plan leaders in support of Plan relations: annual budget forecast, customer relationship map, customer communication plan, annual and monthly forecasts, monthly KPI update, monthly communication with customer, executive statuses, year-end reviews, customer satisfaction survey participant list validation,  monthly operations and system status reports, daily system status report, account trend reports, contract-member-claim reports, and other reports on data or information when requested
    • Oversees activities and acts as a point of escalation to ensure NASCO delivers on its commitments to the Plan
    • Advises and counsels Plan Senior Leadership team on business issues and topics of customer interest related to NASCO products, service offerings, or industry information
    • Collaborates with other leaders in Growth Office to discover opportunities for Plans to work together on shared initiatives
    • Collaborates with other leaders across NASCO in order to ensure all delivery commitments are met with high customer satisfaction
    • Manages a team of resources including input into salary and incentive structure, administering recruiting, hiring, and selection activities, collaborating on associate development plans, coaching associates, and identifying training requirements for direct reports, new hires, and departmental transfers
    • Determines the appropriate staffing mix of contractors and associates to maintain steady work and stay within budget
    • Manages, creates, and administers an annual departmental budget
    • Defines team's strategic objectives and drives business outcomes in alignment to the strategy

    Qualifications

    Knowledge, Skills, Abilities, and Experience:

    • Knowledge of Health insurance industry including understanding claims lifecycle, membership, enrollment, billing and customer service
    • Knowledge of the technology industry
    • Knowledge of NASCO’s CSR process
    • Knowledge of Microsoft Office Suite (Excel-report and data analysis)
    • Strong knowledge and understanding of financial and business acumen
    • Ability to plan and forecast
    • Ability to interpret data and information to support trend analysis
    • Ability to navigate through different levels of the organization
    • Ability to communicate effectively across all levels of the organization
    • Ability to manage customer relations with Senior Executive levels
    • Strong presentation, interpersonal and negotiation skills
    • Decision making skills including independent thought, judgment, and reasoning
    • Expert customer service orientation
    • Minimum of 10 years of experience successfully managing large revenue generating accounts in excess of $10 million in annual revenue
    • Minimum of 5 years in a leadership role
    • Previous experience growing customer accounts in a consultative environment
    • Previous experience managing a Profit and Loss statement
    • Knowledge of the products and services NASCO offers

     

    Education and Certification:

    • Bachelor's degree in Business, Finance, Marketing, Information Systems or a similar field or the equivalent work experience required

    • PMP or CBAP preferred

     

    NASCO is a Minority/Female/Disability/Vet/Affirmative Action Employer. 

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