The Role
The Consultant Relations Manager will manage broker relationships, develop sales strategies, drive account renewals and new sales, and analyze market trends for HMSA's growth.
Summary Generated by Built In
Job Summary & Responsibilities
- 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.
#LI-Hybrid
Preferred Qualifications- Bachelor's degree and four years of related experience; or an equivalent amount of education and related work experience.
- Two years successful sales experience and/or experience managing brokers and external customers or partners.
- Ability to communicate and work effectively with high-level consultants and brokers who may be principals of their company and often work directly with their client's Human Resource VPs, CEOs and CFOs.
- Ability to understand complex insurance and underwriting concepts.
- Excellent verbal, written and presentation communication skills.
- Excellent facilitation and presentation skills with understanding of group dynamics.
- Strong planning and organization skills.
- Strong decision-making and problem analysis skills.
- Basic level knowledge of Microsoft Office applications including but not limited to Excel and PowerPoint. Intermediate level knowledge of email (Outlook) and Word.
- 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 a valid driver's license, with access to an automobile with current license, registration, and no-fault insurance for business travel for meetings with employer groups.
Skills Required
- Bachelor's degree and four years of related experience
- Two years successful sales experience and/or experience managing brokers
- Effective communication with high-level consultants and brokers
- Understanding of complex insurance and underwriting concepts
- Strong planning and organization skills
- Basic knowledge of Microsoft Office applications
- Active license with Hawaii Department of Commerce or pass licensing exam
- Valid driver's license and access to an automobile
HMSA Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about HMSA and has not been reviewed or approved by HMSA.
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Healthcare Strength — Medical and dental coverage are described as solid, with preventive services and select zero‑cost features adding value in recent plan years. Employer-sponsored plans can have affordable premiums in certain groups and broad access options.
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Retirement Support — A 401(k) with company match and potential discretionary contributions forms a strong component of total rewards. Retirement support complements the core medical and dental package.
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Leave & Time Off Breadth — Paid holidays and PTO that increases with tenure provide meaningful time‑off flexibility. Time‑away benefits scale with service length.
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The Company
What We Do
The Hawaii Medical Service Association (HMSA), an independent licensee of the Blue Cross and Blue Shield Association, is a reliable name in Hawaii health care. Established in 1938, we are the largest and most experienced provider of health care coverage in the state. Over half of Hawaii’s population have chosen HMSA for their health care coverage. We are dedicated to providing quality, affordable health plans; employee benefit services; and worksite wellness programs. HMSA also offers a variety of programs, services and support to help improve the health and well-being of our members and community.
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