Sr. Account Executive-SBU - MS6206ECPosted: November 3, 2009
Sr. Account Executive-SBU - MS6206EC Requisition ID 5722 Full/Part Time Full-time Location Parsippany NJ Description JOB SUMMARY Accountable for Profit and Loss of the assigned account(s), specifically one or more of the “top 20” accounts. Accountable for building day-to-day operational relationships with customers, particularly the relationships with senior customer management, and setting and carrying out Account growth and retention strategy. Interacts on a day-to-day basis with account vendor oversight staff. Develops relationships with other account stakeholders that support achievement of strategic alignment. Partners with and coordinates Magellan resources to achieve business objectives, maintain account satisfaction, and ensure that Magellan’s products and services support customers’ needs while achieving acceptable margins. ESSENTIAL FUNCTIONS (List tasks critical to completion of daily workload) 50% Customer Management ? Own overall account satisfaction for all assigned accounts. ? Develop strong relationships with key operational customers, specifically with the senior leadership of the customers. ? Coach Account Service Representatives in resolving customer service issues. ? Develop strong relationships and contacts within Magellan that are supportive of the achievement of customer service requirements including attainment of performance guarantees and minimization of performance penalty expense. ? Fully versed in all aspects of the contracts with assigned customers as well as ensuring ongoing contract performance through risk management activities including: assurance of Service Level Agreement performance in Care Management Centers and Shared Services, assurance of accuracy of claims payment/administrative policies, rate maximization through ongoing benefit analysis and adherence to requirements of the account’s legal/regulatory environment. ? Create and maintain strategic partnerships with customers through the development & implementation of annual account retention & growth plans that result in long term retention of profitable relationships ? Ensure all Customer and Account-Facing services are provided in a consistent and timely fashion. ? Resolve or appropriately escalate customer service issues in conjunction with operations (claims, service, systems). ? Prepare and present reports for assigned accounts or for area of speciality. 25% Book of Business/Financial Management ? Ensure revenue goals are met, cost of care and administrative expenses managed, and EBIDTA targets achieved for the assigned account(s) ? Ensure contract performance through risk management activities including such items as: assurance of Service Level Agreement performance in Care Management Centers and Shared Services, assurance of claims accuracy payment/administrative policies, rate maximization through ongoing benefit analysis and adherence to requirements of the account’s legal/regulatory environment. ? Develop and maintain contract compliance tool for periodic assessment of Magellan performance to customer requirements (including performance standards, etc…). Position the assigned book of business strategically to achieve objectives, including growth requirements, retention requirements, customer satisfaction, etc. ? Propose final pricing and product description for products sold to existing accounts. Manage risks and develop opportunities associated with underwritten rates. 25% Opportunity Development ? Drive up-sell and renewal activities across assigned account(s). For new business and renewals, negotiate rates and contractual terms with customers that result in improved EBITDA. ? Seek and identify products and service requirements based on a thorough understanding of each customer’s strategic business goals and the strategic business direction of the product set. ? Demonstrate depth of knowledge of ALL Magellan products and how multiple products are interdependent within the customer contract deliverables and clinical outcomes. Industry: Healthcare Job Specific: 8+ yrs. of broad-based of Health Care experience including account management experience *Equivalent combination of experience and education
Please refer to job code magellanhealth-5722 when responding to this ad.
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