Description:
The Strategic Account Executive is a senior-level account management role that is primarily responsible for developing and expanding business within key accounts across the Zelis enterprise business. The Strategic Account Executive will independently own and manage a strategic book of business compromise of Zelis enterprise Platinum customers by achieving or exceeding annual revenue targets, ensuring client retention, fostering growth with additional products and services, and maintaining high levels of client satisfaction. This client facing role works across the organization to ensure that Zelis’ service delivery exceeds client expectations and drives a superior customer experience.
Key Responsibilities
- Develop a “trusted advisor” relationship with key decision makers at all levels within the account
- Develop a comprehensive account strategy for expanding the range and quantity of services for each customer across the Zelis product portfolio
- Serve as a liaison between the different organizational departments and/or LOBs of Zelis and our clients to drive client satisfaction and operational efficiencies
- Communicate account development plans and status to enterprise business units and executive management.
- Work closely with clients to intimately understand their needs and challenges
- Develop a deep understanding of client’s business strategically, operationally, and financially
- Qualify and quantify potential upsell growth opportunities
- Analyze client revenue on a monthly basis and review monthly volume at product level to manage any mitigation of changes in volume
- Analyze performance results on a monthly basis to determine/confirm trends, opportunities, competitive landscape and other variables
- Responsible for risk identification such as volume decrease, service gaps, changes in client level relationships and key advocates. Escalate to VP Account Management as appropriate.
- Collaborate with internal and external teams to develop strategic and tactical plans to achieve desired annual revenue and growth targets as well as achieve optimal client satisfaction
- Understand Zelis’ key differentiators, product strategy, product features and functionality and their applicability to client’s implementation
- Remain abreast of changing and evolving healthcare landscape, regulations and related health plan/payer trends
- Participate as requested in RFP process
- Update Salesforce.com as required; provide consultation and assistance to team members as needed
- Maintain awareness of and ensure adherence to Zelis standards regarding privacy and security
Position Specification
- Take lead and ownership for all escalated issues with assigned clients. Drive for expeditious and quality resolutions. Advise senior level management and seek guidance as needed to facilitate a high quality and expeditious resolution
Professional Experience
- 7+ years’ experience working with/for Health Insurance companies, TPAs or PPO Networks in account management or similar role
- Foundational knowledge of Zelis product portfolio, implementation process and overall strategy of Zelis Account Management
- Developed knowledge of assigned client base
- Demonstrated ability to retain, upsell and maximize existing service lines
- Demonstrated ability to introduce new product lines to clients
- Strong communication skills; ability to synthesize complex issues and communicate clearly to both clients as well as internal stakeholders
- Sense of urgency and ability to multi-task
- Thorough knowledge of Excel and other MS Office products
- Experience with Salesforce is a plus
- Ability to navigate systems and processes internally and externally