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Open nowPosted yesterday

Senior Manager, Account Management - Middle Market

BSC90 open roles

Where
Long Beach, CA, United States, San Diego, CA, United States
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Your applicationOpen nowSenior Manager, Account Management - Middle MarketBSC · Long Beach, CA, United States, San Diego, CA, United States

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The clock on this job

Early applications get read.

13.3% of postings close within 7 days. Measured by our own scanner across the market. BSC postings stay open a median of 10 days.

Share of postings closed within
  1. 2.1%1 day
  2. 4.6%3 days
  3. 13.3%7 days
  4. 21.3%14 days
  5. 35.7%30 days
  6. 59.1%60 days
This job: posted yesterday

BSC median: 10 days open

The posting

Job Description

Your Role

The Middle Market team sells, manages and services Employee Benefits Programs in alignment with the Blue Shield of California mission. The Senior Manager, Account Management is considered an Area Director for the Orange County/San Diego region and will report to the Area Vice President. In this role you will be responsible for leading and directing retention sales to meet and exceed membership, revenue and operating income goals. The Senior Manager, Account Management will be responsible for shaping and executing all strategic and operational decisions affecting the Account Management team.

Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow – personally, professionally, and financially. We are looking for leaders that are energized by creative and critical thinking, building and sustaining high-performing teams, getting results the right way, and fostering continuous learning.

Responsibilities

Your Work

In this role, you will:

  • Lead a team of Account Executives to achieve retention and upsell targets for employers with 101-2,999 employees within an assigned region for medical, dental, vision and life products
  • Maintain a strong sales environment by evaluating, coaching, and motivating the Account Executive team
  • Facilitate weekly team meeting communicating retention results and objectives
  • Work closely with internal partners including Underwriting, Marketing and Product to share skills, resources and knowledge to reach shared business goals
  • Establish and maintain effective partnerships and consultative relationships with brokers and key stakeholders to expand opportunities for retention and growth including presentation assistance, education and training, and gathering competitive market information
  • Address and respond to elevated broker and client needs
  • Assess team performance and book of business assignments
  • Provide strategic business plan direction for achieving regional retention objectives
  • Manage and report accurate business forecasts and retention projections
  • Identify needs for Middle Market teams and ensure Blue Shield of California products and systems are in place to meet those needs
  • Participate in special projects as needed regarding Sales Readiness, Self-Funding and other strategic initiatives

Qualifications

Your Knowledge and Experience

  • Requires a bachelor’s degree or High School Diploma/GED and 4 years of additional relevant experience in lieu of a degree
  • Requires 8 years of prior relevant experience
  • Requires 4 years of prior people management experience with direct responsibility for supervising, coaching, and evaluating direct reports
  • Requires a valid California driver's license and proof of insurance
  • Requires group medical insurance sales experience; preferably in large group business (101+ eligible lives) with exposure to self-funded clients
  • Requires exceptional communication and leadership skills, including presentation and motivational leadership skills and a highly organized, self-directed approach to work
  • Requires ability to manage highly complex and difficult negotiations with external and internal stakeholders

About Blue Shield of California

As of January 2025, Blue Shield of California became a subsidiary of Ascendiun. Ascendiun is a nonprofit corporate entity that is the parent to a family of organizations including Blue Shield of California and its subsidiary, Blue Shield of California Promise Health Plan; Altais, a clinical services company; and Stellarus, a company designed to scale healthcare solutions. Together, these organizations are referred to as the Ascendiun Family of Companies.

At Blue Shield of California, our mission is to create a healthcare system worthy of our family and friends and sustainably affordable. We are transforming health care in a way that genuinely serves our nonprofit mission by lowering costs, improving quality, and enhancing the member and physician experience.

To achieve our mission, we foster an environment where all employees can thrive and contribute fully to address the needs of the various communities we serve. We are committed to creating and maintaining a supportive workplace that upholds our values and advances our goals.

Blue Shield is a U.S. News Best Company to work for, a Deloitte U.S. Best Managed Company and a Top 100 Inspiring Workplace. We were recognized by Fair360 as a Top Regional Company, and one of the 50 most community-minded companies in the United States by Points of Light. Here at Blue Shield, we strive to make a positive change across our industry and communities – join us!

Our Values:

  • Honest. We hold ourselves to the highest ethical and integrity standards. We build trust by doing what we say we're going to do and by acknowledging and correcting where we fall short.
  • Human. We strive to listen and communicate effectively, showing empathy by understanding others' perspectives.
  • Courageous. We stand up for what we believe in and are committed to the hard work necessary to achieve our ambitious goals.

Our Workplace Model

We believe in fostering a workplace environment that balances purposeful in-person collaboration with flexibility - providing clear expectations while respecting the diverse needs of our workforce. Our workplace model is designed around intentional in-person interaction, collaboration, connection, creativity and flexibility:

  • For most teams, this means coming into the office two days per week.
  • Employees living more than 50 miles from an office location, out of state employees, and employees in certain member-facing roles should work with their manager to determine in-office time based on business need.
  • For employees with medical conditions that may impact their ability to work in-office, we are committed to engaging in an interactive process and providing reasonable accommodations to ensure their work environment is conducive to their success and well-being.

The Company reserves the right to require more presence in the office based on business needs, and requirements are subject to change with periodic reviews.

Physical Requirements:

Office Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork - Activity level: Sedentary, frequency most of work day.

Please click here for further physical requirement detail.

Equal Employment Opportunity:

External hires must pass a background check/drug screen. Qualified applicants with arrest records and/or conviction records will be considered for employment in a manner consistent with Federal, State and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or disability status and any other classification protected by Federal, State and local laws.

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