Director of Commercial Key Accounts

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.Key AccountabilitiesEnterprise Leadership and Execution of the Key Account Operating ModelDefine and own the enterprise Key Account management model across all geographies. Set standards for:Account ownership and governanceStrategic initiativesRenewal leadership and growth strategiesEscalation managementCross‑functional engagement to ensure operational alignment and consistency in how Medica manages its most complex and strategic accounts across Medica core geographiesPeople Leadership and Capability DevelopmentLead, coach, and develop Key Account Executives across regions. Set clear expectations tied to retention, reporting, client engagement and experience, and segment performance. Drive consistency in skills such as:Executive presenceStrategic account planningComplex issue navigationDriving decisions based on reporting, data, analytics, and technologiesInterdisciplinary protocolLeveraging Medica resources to retain, grow and innovate within our Key Account book of businessRetention Strategy and Portfolio Health OversightOwn the health of the Key Account portfolio, not individual accountsIdentify systemic retention risks, trends, and escalation patternsPartner 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 situationsAccount Transition and Intake GovernanceOwn the standard transition process for moving new large and complex accounts from commercial Sales Relationship Managers to Key Account ExecutivesEnsure:Clear handoffsDefined ownershipEarly stabilization and client confidenceContinuously improve transition effectiveness based on feedback and outcomesCross‑Functional Influence and Enterprise PartnershipServe as a strategic partner to the Senior Director, Commercial Sales and RetentionRepresent Key Account needs in enterprise discussions related to:ProductNetworkService modelsOperational readinessInfluence decisions without direct authorityParticipate directly in select executive‑level client interactions when:Accounts are highly complexIssues are enterprise‑sensitivePresence adds credibility or accelerates resolutionModel expectations for Key Account ExecutivesRequired QualificationsBachelor's degree or equivalent work experience in a related field10+ years of work experience beyond degree5+ years of Health Plan experience with a focus on commercial business5+ years of people leadership and coaching senior, client‑facing professionals across geographiesRequired Certifications / LicensureApplicable active resident and non‑resident Life, Accident and Health licensesPreferred QualificationsCommercial sales, account management, or client experience leadershipHealthcare, insurance, or similarly complex B2B environmentsEnterprise‑level strategic account leadership and portfolio managementRetention strategy development and execution for complex, high‑value accountsAdvanced client experience design and stewardship in highly visible relationshipsExecutive presence with the ability to engage credibly with senior client and internal leadersStrong escalation management and complex issue resolution capabilitiesAbility to establish, document, and enforce standard operating models while allowing for regional nuanceCross‑functional influence in matrixed environments without direct authorityChange leadership skills, including guiding teams and clients through transitions and ambiguityStrong business judgment and decision‑making in high‑risk, high‑impact situationsData‑informed analysis and prioritization of portfolio‑level risks and opportunitiesExcellent communication skills, including executive‑level written and verbal messagingTalent development mindset with experience building consistent capabilities and expectationsOperational discipline paired with strategic thinking and adaptabilityStrong collaboration skills across Sales, Client Experience, Operations, Product, Network, and FinanceLocation & EligibilityThis position is an office role, requiring onsite work, on average, 3 days per week. We are open to candidates located near one of the following office locations: Minnetonka, MN and/or Madison, WI.Compensation & BenefitsThe full salary grade for this position is $122,500 – $210,000, with a typical hiring salary range of $122,500 - $175,000. Compensation may vary based on factors such as education, work experience, certifications, position scope and responsibility, internal pay equity, and external market data. This role may also be eligible for incentive plan compensation. Medica offers a generous total rewards package, including competitive medical, dental, vision, PTO, holidays, paid volunteer time off, 401(k) contributions, caregiver services, and many other benefits to support our employees.Eligibility to Work in the U.S.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; all qualified candidates receive consideration for employment regardless of race, religion, ethnicity, national origin, citizenship, gender, gender identity, sexual orientation, age, veteran status, disability, genetic information, or any other protected characteristic.#J-18808-Ljbffr