Health Management Systems, Inc. HPS Account Director II in Danvers, Massachusetts01923

The Health Plan Solutions Account Director II has overall responsibility for the management of existing assigned top-tier health plan accounts. The Account Director II is responsible for the successful partnership with cross functional teams to deliver desired business objectives and outcomes to HMS’s customers resulting in superior client satisfaction and opportunity to upsell and renew existing contracts. This includes identifying and pulling through organic growth opportunities, identifying whitespace opportunity, and leading account preservation initiatives when necessary. Responsible for ongoing risk management, revenue generation, forecast management, and client management.

Essential Functions:

  • Management and ownership of existing account revenue targets with strong partnership and collaboration with sales executives to develop account plans, strategy, and ongoing collaboration to meet and exceed financial targets

  • Execute account strategy and opportunities to enhance client relationships and accelerate the decision making process that will grow revenue through increased utilization.

  • Develop a deep understanding of the customer’s program goals and objectives with a tireless approach to constantly exceed performance expectations. Partner with cross-functional teams to develop mutual beneficial solutions and monitor performance; create an environment of constant customer contact, visiting customers regularly, conducting surveys, benchmarking best practices and analyzing program data

  • Collaborate with cross-functional teams to recommend program enhancements to clients based on an in-depth knowledge of broader HMS offerings, industry trends, healthcare landscape/legislative impacts and the competitive environment to drive solution performance and revenue targets

  • Manage existing account revenue forecasts, activities, and meetings through Salesforce.com

  • Regularly evaluate the account’s portfolio and pipeline- driving alignment across internal teams

  • Lead the communication efforts with managers and counterparts to ensure that there is constant, two-way dialogue, coordination and partnering between strategic account management and program operations.

  • Serves as primary point of contact with clients, continually working to develop new relationships and foster existing

  • Manages P&L

  • Gathers scope, negotiates, and manages change order processes to existing business.

  • Identifies additional sources of revenue for upsell opportunities throughout assigned accounts.

  • Thorough understanding of and provides expertise in the breadth of HMS products and services

  • Works with clients and stakeholders to shape procurements and identify opportunities for value added services. Leads procurement processes and RFP responses related to retaining current business.

  • Monitors competitor activity, legislative and regulatory initiatives, and agency concerns and contracts.

  • Develops and presents reports and other written communication to the client and internal staff.

  • Interacts with HMS executives, supporting staff, state constituencies including legislators and governor’s staff.

  • Ensures overall client satisfaction for assigned accounts.

  • May supervise additional account management staff with responsibility for hiring, performance management, development, etc.

  • Supports collaboration between sales, account management team, and operations staff.

  • Initiates, manages, and owns assigned team projects and/or processes

Knowledge, Skills and Abilities:

  • Excellent client management skills with executive presence.

  • Superior presentation skills.

  • Expert at shaping and responding to RFPs

  • Ability to be careful and thorough about detail.

  • Ability to analyze information and use logic and process to address work-related issues and problems.

  • Ability to negotiate and collaborate.

  • Ability to manage expectations, resolve problems, and develop opportunities.

  • Ability to manage projects.

  • Ability to work proficiently with Microsoft Excel, Word, Access, PowerPoint

Work Conditions and Physical Demands:

  • Primarily sedentary work in a general office environment

  • Ability to communicate and exchange information

  • Ability to comprehend and interpret documents and data

  • Requires occasional standing, walking, lifting, and moving objects (up to 10 lbs.)

  • Requires manual dexterity to use computer, telephone and peripherals

  • May be required to work extended hours for special business needs

  • May be required to travel at least 10% of time based on business needs

Minimum Education:

  • Bachelor’s degree required, Masters degree (MBA or healthcare related) preferred.

Minimum Related Work Experience:

  • 8 years of account management and business development experience required with experience in one of the following areas desired:

  • Health insurance

  • Client service/business to business,

  • Healthcare policy

  • Industry with high level of compliance (i.e. Finance)

  • 5 years experience directly managing staff preferred

  • Prior experience managing and growing a P&L of over $10M desired

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Title: HPS Account Director II

Location: Massachusetts-Danvers

Requisition ID: 170010OT