VP Account Mgmt - SBU - MS4203ENPosted: November 3, 2009
VP Account Mgmt - SBU - MS4203EN Requisition ID 5439 Full/Part Time Full-time Location Parsippany NJ Description JOB SUMMARY Accountable for Profit and Loss of the assigned SBU book of business. Accountable for building long-term and tactical relationships with customers and setting and carrying out Account growth and retention strategy. 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. Supervises Account Executives and Market Medical Directors. ESSENTIAL FUNCTIONS Book of Business/Financial Management * Ensure revenue goals are met, cost of care and administrative expenses managed, and EBIDTA targets achieved for the assigned geographic area. * Position the assigned book of business strategically to achieve objectives, including growth requirements, retention requirements, customer satisfaction, etc. * Full versed in all aspects of the contracts with assigned customers as well as ensuring 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(s) for periodic assessment of Magellan performance to customer requirements (including performance standards, etc…). * Propose final pricing and product description for products sold to existing accounts. Manage risks and develop opportunities associated with underwritten rates. Customer Management * Own overall account satisfaction for the accounts serviced by the area. * Develop strong relationships with key senior-level and operational customers. * Coach Account Executives in resolving escalated 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. * 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 escalated customer service issues in conjunction with operations (claims, service, systems). Opportunity Development * Work with Account Executives on up-sell and renewal activities across all Market accounts. 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. * Partner with the Sales department in new sales activities. * Demonstrate depth of knowledge of ALL Magellan products and how multiple products are interdependent within the customer contract deliverables and clinical outcomes. Employee Management * Supervise Account Executives and Market Medical Directors. * Maintain focus on on-going skill development and mentoring skill development within the department – including your own. * Manage department resources to ensure they are used efficiently and effectively to achieve department goals. MINIMUM REQUIREMENTS Education: BA/BS, Masters Degree preferred Field(s) of study: Health or Business related field Experience: 8yrs. Industry: Healthcare (preferably behavioral health) Job Specific: 8+ yrs. of broad-base of Health Care experience including account management experience Other: Excellent Leadership, Management of Resources, Communication, Business & Organization Knowledge and Teamwork Building skills. “One Magellan” Thinking; Quantifiable Business Results; Leadership of People; Service Orientation (External and Internal); Flexible and Adaptable; Management of Projects, Tasks and People; Teamwork; Expert Knowledge PREFERRED QUALIFICATIONS Education: Masters Degree Experience: Operations or Account Management experience in the behavioral healthcare, Health and Welfare benefits and or health insurance industries.
Please refer to job code magellanhealth-5439 when responding to this ad.
|
