The Director, Key Account Executives, provides enterprise leadership for Medica’s Key Account Executive team. How they function, overseeing the Key Account strategy, establishing scalable and consistent business models, and ultimately executing how Medica manages its most complex and strategically significant commercial accounts (employers).
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.
- Enterprise Leadership and Execution of the Key Account Operating Model
- Define and own the enterprise Key Account management model across all geographies. Set standards for:
- Cross-functional engagement to ensure operational alignment and consistency in how Medica manages its most complex and strategic accounts across Medica core geographies
- Lead, 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:
- Driving decisions based on reporting, data, analytics, and technologies
- Leveraging Medica resources to retain, grow and innovate within our Key Account book of business
- 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
Own the standard transition process for moving new large and complex accounts from commercial Sales Relationship Managers to Key Account ExecutiveS
- Continuously improve transition effectiveness based on feedback and outcomes
- Serve as a strategic partner to the Senior Director, Commercial Sales and Retention
- Represent Key Account needs in enterprise discussions related to:
- Participate directly in select executive‑level client interactions when:
- Bachelor's degree or equivalent work experience in a related field
- 5+ years of Health Plan experience with a focus on commercial business
- 5+ years of people leadership and coaching senior, client-facing professionals across geographies
- Applicable active resident and non-resident Life, Accident and Health licenses
- Commercial sales, account management, or client experience leadership
- Healthcare, insurance, or similarly complex B2B environments
- Enterprise‑level strategic account leadership and portfolio management
- Retention strategy development and execution for complex, high‑value 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
- Cross‑functional influence in matrixed environments without direct authority
- Change leadership skills, including guiding teams and clients through transitions and ambiguity
- Strong business judgment and decision‑making in high‑risk, high‑impact situations
- Data‑informed analysis and prioritization of portfolio‑level risks and opportunities
- Excellent communication skills, including executive‑level 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 and/or Madison, WI.
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.