Director of Commercial Key Accounts

Description

Medica is a nonprofit health plan with more than a million members that serves communities in Minnesota, Nebraska, Wisconsin, Missouri, and beyond. We deliver personalized health care experiences and partner closely with providers to ensure members are genuinely cared for.

We're a team that owns our work with accountability, makes data-driven decisions, embraces continuous learning, and celebrates collaboration - because success is a team sport. It's our mission to be there in the moments that matter most for our members and employees. Join us in creating a community of connected care, where coordinated, quality service is the norm and every member feels valued.

The Director, Key Account Executives provides enterprise leadership for Medica's Key Account Executive function, overseeing the strategy, consistency, and execution of how Medica manages its most complex and strategically significant commercial accounts.

This role leads Key Account Executives across all geographies and is accountable for retention, client experience, and effective cross-functional coordination for large and complex accounts. The Director ensures consistent account management standards, clear ownership models, and seamless transitions of new large accounts from Commercial Sales Relationship Managers into the Key Account Executive team. Performs other duties as assigned.

Key Accountabilities

Enterprise Leadership and Consistency of the Key Account Model

Define and own the enterprise Key Account management model across all geographies. Set standards for:

Account ownership and governance

Renewal leadership

Escalation management

Cross-functional engagement expectations Ensure consistency in how Medica manages its most complex and strategic accounts, regardless of market

People Leadership and Capability Development

Lead, coach, and develop Key Account Executives across regions. Set clear expectations tied to retention, client experience, and segment performance. Drive consistency in skills such as:

Executive presence

Strategic account planning

Complex issue navigation Talent planning, performance management, and succession readiness

Retention Strategy and Portfolio Health Oversight

Own the health of the Key Account portfolio, not individual accounts

Identify systemic retention risks, trends, and escalation patterns

Partner with Sales, Client Experience, Product, Network, Operations, and Finance to: Proactively address at-risk accounts and influence enterprise priorities that impact retention Act as an escalation leader for high-impact or enterprise-sensitive situations

Account Transition and Intake Governance

Own the standard transition process for moving new large and complex accounts from commercial Sales Relationship Managers to Key Account Executives

Ensure:

Clear handoffs

Defined ownership

Early stabilization and client confidence

Continuously improve transition effectiveness based on feedback and outcomes

CrossFunctional Influence and Enterprise Partnership

Serve as a strategic partner to the Senior Director, Commercial Sales and Retention

Represent Key Account needs in enterprise discussions related to:

Product

Network

Service models

Operational readiness

Influence decisions without direct authority

Participate directly in select executivelevel client interactions when:

Accounts are highly complex

Issues are enterprisesensitive

Presence adds credibility or accelerates resolution

Model expectations for Key Account Executives

Required Qualifications

Bachelor's degree or equivalent work experience in a related field

10+ years of work experience beyond degree

Required Certifications/Licensure

Applicable active resident and non-resident Life, Accident and Health licenses

Preferred Qualifications

Commercial sales, account management, or client experience leadership

Healthcare, insurance, or similarly complex B2B environments

Enterpriselevel strategic account leadership and portfolio management

Proven people leadership and coaching of senior, clientfacing professionals across geographies

Retention strategy development and execution for complex, highvalue accounts

Advanced client experience design and stewardship in highly visible relationships

Executive presence with the ability to engage credibly with senior client and internal leaders

Strong escalation management and complex issue resolution capabilities

Ability to establish, document, and enforce standard operating models while allowing for regional nuance

Crossfunctional influence in matrixed environments without direct authority

Change leadership skills, including guiding teams and clients through transitions and ambiguity

Strong business judgment and decisionmaking in highrisk, highimpact situations

Datainformed analysis and prioritization of portfoliolevel risks and opportunities

Excellent communication skills, including executivelevel written and verbal messaging

Talent development mindset with experience building consistent capabilities and expectations

Operational discipline paired with strategic thinking and adaptability

Strong collaboration skills across Sales, Client Experience, Operations, Product, Network, and Finance

This position is an Office role, which requires an employee to work onsite, on average, 3 days per week. We are open to candidates located near one of the following office locations: Minnetonka, MN, Madison, WI, Omaha, NE, St. Louis, MO.

The full salary grade for this position is $122,500 - $210,000. While the full salary grade is provided, the typical hiring salary range for this role is expected to be between $122,500 - $175,000. Annual salary range placement will depend on a variety of factors including, but not limited to, education, work experience, applicable certifications and/or licensure, the position's scope and responsibility, internal pay equity and external market salary data. In addition to base compensation, this position may be eligible for incentive plan compensation in addition to base salary. Medica offers a generous total rewards package that includes competitive medical, dental, vision, PTO, Holidays, paid volunteer time off, 401K contributions, caregiver services and many other benefits to support our employees.

The compensation and benefits information is provided as of the date of this posting. Medica's compensation and benefits are subject to change at any time, with or without notice, subject to applicable law.

Eligibility to work in the US:

Medica does not offer work visa sponsorship for this role. All candidates must be legally authorized to work in the United States at the time of application. Employment is contingent on verification of identity and eligibility to work in the United States.

We are an Equal Opportunity employer, where all qualified candidates receive consideration for employment indiscriminate of race, religion, ethnicity, national origin, citizenship, gender, gender identity, sexual orientation, age, veteran status, disability, genetic information, or any other protected characteristic.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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