Account Executive II - National Accounts #19-6325
The National Account Consultant II serves as the primary HMSA
driver in managing a defined book of business involving mid-sized
national employer groups as well as consultants that support these
national groups or a private exchange. The National Account
Consultant's primary responsibilities are to develop and execute
account strategies to protect market share, promote in-force
growth, and secure new business within specific assigned
The successful candidate will have an in depth understanding of
national healthcare trends and employer needs with the ability to
align those trends and needs to HMSA product offerings and
Requires regular employer and customer site visits, including
travel to neighbor islands, and service and escalation calls (more
than 50% of time spent offsite) with group leaders, and with key
decision makers and consultants to conduct benefit and health plan
education, develop relationships and acquire new business for
Duties and Responsibilities
Develop Account Plans defining customer's specific business and
competitive situation, identifying early indications of membership
growth opportunities and competitive threats.
Use account data and critical thinking to effectively marry
customer goals and objectives to HMSA's products and services.
Achieve membership goals, quotas and minimum activity
Manage RFI and RFP responses ensuring accuracy and
Promote HMSA's products and services through consistent customer
contact including on-site visits with local contacts as well as
phone and email correspondence with mainland contacts.
Research and analyze information to understand HMSA position on
specific customer issues and if needed, negotiate acceptable
outcomes with customer.
Responsible for being the primary contact for all complex
existing account service issues and to delegate to the Account
Admin, the secondary account contact for administrative tasks.
Discuss strategic issues related to specific accounts with AMS
Leadership on a timely basis, offering recommended solutions.
Become a trusted advisor to accounts as well as with the
Grow relationships with groups through resolving issues and
providing innovative solutions to group inquiries.
Lead quarterly account planning sessions with employer group
contact to review group health plan situation (population growth,
utilization, high claims) and recommend strategies to improve
population health and reduce premium costs.
Educate employer groups on new HMSA programs 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 on a timely
Partner with rating analyst and Underwriting management for
renewal rate development, work with product management analyst for
new benefit development, work with USAble Life for ancillary
product proposal development.
Lead internal work groups to deliver solutions that meet
Perform complex business analyses of customer's business
requirements and develop proposals that exceed customers'
requirements. Collaborate 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 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
Work with legal department to develop contract language that
accurately describe and meet the terms of a negotiated
Embrace continuous learning of the health care industry and
Government regulations as well as HMSA's product offerings, value
proposition and internal processes
Actively maintain an understanding of the drivers and trends
within the healthcare industry and HMSA that affect HMSA's employer
groups and shape their business and buying decisions.
Responsible for bringing information about the marketplace,
customer needs perspectives, expectations, demands and requests to
HMSA. (obtain competitor information from within each assigned
Maintain awareness of competitive activities and opportunities.
Research and communicate marketing and sales intelligence relating
to competition and changes in the marketplace.
Maintain accurate records of all activity and provide management
with a weekly report on proposal/sales activity, jeopardy/lost
accounts, competition, major issues.
Special projects as assigned.
Exempt or Non-Exempt Exempt
Bachelor's degree or equivalent combination of education and
related work experience.
Four years successful field-based customer service experience in
the mid-large corporate account market (or equivalent supervisory
or industry knowledge in relevant/similar positions).
One year of successful sales experience.
Excellent verbal and written communication skills.
Excellent facilitation and presentation skills.
Strong planning and organization skills.
Strong decision-making and problem analysis skills.
Negotiating and sales skills.
Proficient in Microsoft Office.
Ability to pass all four sections of the state licensing
examination within three months of hire date, or currently holds an
active license with the state of Hawaii Department of Commerce and
Consumer Affairs. Having an active license to sell Health, Life and
Group Insurance products in the state of Hawaii is a condition of
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.
Equal Opportunity Employer - Minorities/Women/Protected
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application process, please contact 808-948-5588 or via email at