The Role
Manage and grow assigned employer accounts by servicing renewals, presenting HMSA value propositions, collaborating with SAMs and internal teams, analyzing account utilization, developing proposals, and resolving complex service issues to retain and expand membership and meet sales goals.
Summary Generated by Built In
Job Summary & Responsibilities
- Performance
- Proactively service and grow HMSA products and services through various methods including site visits, on-line meetings, telephone and email correspondence, PowerPoint presentations, and one-on-one customer servicing.
- Protect HMSA's market share through the successful renewal and retention of assigned accounts by strategically aligning HMSA's value-proposition to address the customer's business needs.
- Has the primary renewal responsibility for the assigned Strategic Account Manager (SAM) base accounts. Responsible for assisting SAM with in-office research for assigned book of strategic accounts. This will include working with various internal HMSA groups, including the RFP group, to complete renewals in a timely manner.
- Support NI SAMs to meet the HMSA membership objectives and the USAble established sales goals.
- Understand and present various funding arrangements to the large group market segment.
- Responsible for being the primary contact for all complex existing account service issues. and delegating to the Account Relationship Specialist, the secondary account contact for administrative tasks.
- Escalate to SAM and management for complex account issues as appropriate.
- Responsible for partnering with SAM to achieve goals for new USAble and HMSA member growth within assigned base of accounts.
- Relationships
- Be a working team member of the Account Management Team consisting of the Strategic Account Manager (SAM), Account Relationship Consultant (ARC), Account Relationship Specialist (ARS), and the Health Plan Advisor (HPA) to provide exceptional pro-active servicing for an assigned book of strategic accounts.
- Meet with AMS leadership and SAM on complex account issues after having researched and identified potential solutions.
- Collaborate with and accept delegated tasks from SAM and management in support of overall proactive servicing for the assigned base of accounts.
- Manage and Delegate servicing tasks to Account Relationship Specialist as appropriate.
- Expand relationship with groups through the sale of new products; coordinate problem solving to address group inquiries.
- Participate in strategic planning and evaluation sessions with employer groups.
- Educate employer groups on HMSA, 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.
- Partner with rating analyst and Underwriting management for renewal development, work with Product Management for new benefit development, work with USAble Life for ancillary product proposal development.
- Analysis
- Perform complex business analyses of customer's business requirements and develop proposals that exceed the 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 customer and HMSA.
- Understand and identify the strategic vision and objectives of the employer group organizations and align HMSA products and services to ensure those business objectives are achieved.
- Design and implement proactive account servicing process and communication paths with assigned base of accounts.
- Complete Account Planning for assigned base of accounts in collaboration with SAM.
- Industry knowledge
- Actively maintain an understanding of the drivers and trends within HMSA and the overall healthcare industry that would 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 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 professional employee health benefit organizations.
- Administrative
- Maintain accurate records of all account activity and provide management with a weekly report on proposal/sales activities, jeopardy/lost accounts, and major servicing issues.
- Identities and initiates correction of problems to provide the best customer experience to our groups and members.
- Performs all other miscellaneous responsibilities and duties as assigned or directed.
#LI-Hybrid
Preferred Qualifications- Bachelor's degree and two years of related experience, or equivalent combination of education and relevant work experience.
- One year of successful sales experience; or one year of experience as an Account Relationship Specialist in Account Management and Sales or other position in HMSA where relevant experience and knowledge are pertinent to the position.
- Excellent verbal, written and presentation communication skills -- comfort with face to face communication
- Excellent facilitation and presentation skills with understanding of group dynamics
- Strong planning and organization skills
- Strong decision-making and problem analysis skills
- Negotiating and sales skills
- Understanding of group dynamics
- Basic knowledge of Microsoft Office applications. Including but not limited to Word, Excel, Outlook, 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.
- Valid driver's license, access to an automobile with current license, registration, and no-fault insurance for business travel for meetings with employer groups.
Skills Required
- Active Hawaii insurance license to sell Health, Life and Group Insurance products (obtain within three months if not active)
- Valid driver's license, access to an automobile, current registration, and no-fault insurance for business travel
- Bachelor's degree and two years of related experience, or equivalent combination of education and work experience
- One year of successful sales experience or one year as an Account Relationship Specialist in account management/sales
- Excellent verbal, written and presentation communication skills; comfort with face-to-face communication
- Facilitation and presentation skills with understanding of group dynamics
- Strong planning, organization, decision-making and problem analysis skills
- Negotiating and sales skills
- Basic knowledge of Microsoft Office applications (Word, Excel, Outlook, PowerPoint)
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.
