Director of Commercial Key Accounts

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.

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

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

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
• Proven people leadership and coaching of senior, client-facing professionals across geographies
• 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, 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 This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.