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Director Commercial Accounts - Health Alliance Plan

Company: Henry Ford Hospital (Detroit)
Location: Southfield
Posted on: May 3, 2021

Job Description:


Directs activities of the large group (jumbo) customer facing team responsible for the development, implementation and execution of client specific growth and retention strategies. This individual is high performing with proven leadership skills and a comprehensive understanding of commercial, Medicare, self-funding markets with a broad knowledge of the healthcare industry. Ensures consistent and regular client (producer/group) communications and timely performance reviews to include identification of cost drivers, recommendations for cost savings opportunities, utilization and cost reports. Provides regular feedback to leadership team regarding client metrics and business development opportunities.


  • Focus on client trend/MLR management, strategic plan development and execution, cultivating multi-level client relationships and manages account management team.
  • Manages renewal activities with the primary goals of retaining customer, obtaining and maintaining or improving profitability
  • Review renewals including; rate development methodology, medical loss ratio (MLR) and employer reports with account manager, prior to release to producers, consultants and groups. Collaborates with underwriting as appropriate.
  • Understands product and service offerings, and can articulate the operational, clinical and financial value of our programs to the customer (producers/groups).
  • Ensures that account management team documents all customer related activities as directed into the approved documents and or business application
  • Manages and mentors account management team members. Specific topics may include the creation and delivery of client presentations, upsell techniques, implementation activities and daily client interaction. Provides staff with feedback at least quarterly on the level of accomplishment of personal and departmental goals. Develops strategies for staff development and retention.
  • Recruits, interviews, selects, trains, and evaluates staff in order to meet departmental goals and objectives. Responsible for staff development, coaching, team building, fostering accountability, and career development.
  • Participates in company sponsored events/charities as appropriate.
  • Stays abreast of industry trends and developments while ensuring account management team is trained and able to present to producers and groups
  • Participates in sales preparation meetings and finalist sales presentations as necessary
  • Attends and actively participates in company meetings as requested
  • Perform other related duties as assigned.


  • Bachelors Degree in Marketing, Business or related area, required.
  • Masters Degree in Marketing, Business, Health Service Administration, or related area, preferred.
  • Minimum of ten (10) years of management experience working in health insurance sales and/or marketing servicing 300+ segment.
  • Demonstrated effectiveness selling and managing multiple healthcare product lines, development and implementation.
  • Strong interpersonal relationships with producers, consultants, business leaders and community leaders.
  • Solid grasp of operational and service delivery requirements.
  • Experience with community rating, experience rating and self-funding.
  • Demonstrated experience in managing staff, projects and budgets


  • Must possess a valid drivers license and maintain a driving record that would qualify for a chauffeurs license endorsement.
  • Must possess Michigan Insurance producer licensures in health and accident and life or obtain within first forty-five (45) days of employment.


Under the leadership of President and CEO Wright L. Lassiter, III, Henry Ford Health System is a

$6 billion integrated health system comprised of six hospitals, a health plan, and 250+ sites

including medical centers, walk-in and urgent care clinics, pharmacy, eye care facilities and

other healthcare retail. Established in 1915 by auto industry pioneer Henry Ford, the health system

now has 32,000 employees and remains home to the 1,900-member Henry Ford Medical Group, one

of the nations oldest physician groups. An additional 2,200 physicians are also affiliated with the

health system through the Henry Ford Physician Network. Henry Ford is also one of the regions

major academic medical centers, receiving between $90-$100 million in annual research funding and

remaining Michigans fourth largest NIH-funded institution. Also an active participant in medical

education and training, the health system has trained nearly 40% of physicians currently practicing

in the state and also provides education and training for other health professionals including nurses,

pharmacists, radiology and respiratory technicians. .


Whether it's offering a new medical option, helping you make healthier lifestyle choices or

making the employee enrollment selection experience easier, it's all about choice. Henry

Ford Health System has a new approach for its employee benefits program - My Choice

Rewards. My Choice Rewards is a program as diverse as the people it serves. There are

dozens of options for all of our employees including compensation, benefits, work/life balance

and learning - options that enhance your career and add value to your personal life. As an

employee you are provided access to Retirement Programs, an Employee Assistance Program

(Henry Ford Enhanced), Tuition Reimbursement, Paid Time Off, Employee Health and Wellness, and a whole host of other benefits and services. Employee'sclassified as contingent status are not eligible for benefits.

Equal Employment Opportunity/Affirmative Action Employer

Equal Employment Opportunity / Affirmative Action Employer Henry Ford Health System is

committed to the hiring, advancement and fair treatment of all individuals without regard to

race, color, creed, religion, age, sex, national origin, disability, veteran status, size, height,

weight, marital status, family status, gender identity, sexual orientation, and genetic information,

or any other protected status in accordance with applicable federal and state laws.

Keywords: Henry Ford Hospital (Detroit), Southfield , Director Commercial Accounts - Health Alliance Plan, Other , Southfield, Michigan

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