Account Director

This level of role requires a highly experienced Account Director with extensive key account management experience.

Strategic account management of between 3 and 5 of Bupa’s largest, most complex private medical insurance accounts – dealing predominantly with C-level contacts with client organisations, and in some cases, their intermediary partners.

Manage highly complex negotiations, influencing decisions directly and via both internal and external third parties.

Achieve sales targets – cross selling, growing existing business and identifying new business opportunities.

Draw upon, utilise and engage significant internal resources to identify and realise growth opportunities for portfolios in excess of £24m.

Key Responsibilities

• Manage a portfolio of 3-5 major accounts, consulting clients on account benefit structures and service levels.
• Agree short-, medium- and long-term objectives with clients and formulate 3- to 5-year account plans, aligned to those clients’ strategic objectives.
• Consulting on total health strategy and present the full portfolio of Bupa products and services in a seamless and integrated way to meet clients’ requirements.
• Achieving target margin levels and business retention criteria in line with business plans.
• Retaining and expanding profitable client base by establishing long-term business plans and understanding the clients’ short, medium and long-term needs.
• Identifying opportunities for non-MI products and services to position Bupa as the sole provider of Healthcare Services to client portfolio.
• Working in partnership with the relevant internal specialist teams to maximise business opportunities.
• Developing and maintaining strong effective relationships with client contacts at all levels but primarily senior level.
• Building and establishing credibility in order to influence/succeed in complex negotiations through demonstrating sound commercial knowledge.
• Liaising with and influencing internal service providers to ensure proactive account management, delivery of customer solutions and achievement o customer objectives.
• Keeping abreast of changes and developments within operating market place.
• Sharing knowledge with internal and external contacts in the interest of developing relationships, achieving results and improving revenue and profit contribution to Bupa.
• Proactively manage lengthy sales cycles to ensure results are achieved.

Specific Skills

• Strong academic record, with a high degree of commerciality.
• Articulate with exceptional interpersonal and relationship skills.
• Demonstrated high degree of commerciality, specifically in relation to strategic business planning and relationship development.
• Strong, determined communicator and negotiator with experience of corporate level/board-level selling, persuasion and negotiation.
• Highly developed presentation skills and experience at presenting at all levels.
• Clear, demonstrated understanding of customer service principles and a commitment to service excellence.
• Effective time management skills and a clear ability to meet strict deadlines.
• In-depth knowledge of the UK healthcare market and a clear ability to understand the business dynamics of the Bupa business, its products and services.
• Strong knowledge of employee healthcare strategies, their impact and methods of implementation (Desired).
• PC-literate – good working knowledge of MS Office.
• Demonstrated experience of consulting to uncover client needs.
• Extensive key account management experience.
• Experience of all funding methods for benefit provision (i.e. Trusts).