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 Accountabilities

• 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:
    • Account ownership and governance
    • Strategic initiatives
    • Renewal leadership and growth strategies
    • Escalation management
    • Cross‑functional engagement to ensure operational alignment and consistency in how Medica manages its most complex and strategic accounts across Medica core geographies
• People Leadership and Capability Development
  • 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:
    • Executive presence
    • Strategic account planning
    • Complex issue navigation
    • Driving decisions based on reporting, data, analytics, and technologies
    • Interdisciplinary protocol
    • Leveraging Medica resources to retain, grow and innovate within our Key Account book of business
• 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
• Cross‑Functional 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 executive‑level client interactions when:
  • Accounts are highly complex
  • Issues are enterprise‑sensitive
  • 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
• 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

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
• 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

Location & Eligibility

This 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 & Benefits

The 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.