Michael J. Khoury
Livonia,MI
Summary
With over 20 years in the employee benefits industry, I've led teams at Blue Cross and Blue Shield of Michigan to retain and grow key accounts, achieving a 95%+ retention rate. My expertise in sales and account management, combined with a Michigan life, accident, and health insurance license, underscores my proven leadership and strong performance.
Overview
30
30
years of professional experience
1
1
Certification
Work History
Regional Manager – National and Key Accounts
Blue Cross and Blue Shield of Michigan
03.2021 - Current
- Lead a team of 6 direct reports, overseeing retention and growth of 45 complex group customers (110,000 contracts/225,000 lives)
- Manage a territory generating $85M in enterprise revenue, $1.5B in claims, with a retention rate of 95%+
- Negotiate annual renewals for self-insured customers, focusing on enterprise profitability
- Develop and foster relationships with customers, consultants, and cross-functional collaboration with internal teams to ensure seamless service delivery
- Drive team development through hiring, training, and mentoring initiatives
Key Account Manager – Key Accounts
Blue Cross and Blue Shield of Michigan
08.2013 - 03.2021
- Retained and grew a portfolio of 9 key group clients (21,000 contracts)
- Consulted on benefit package design and healthcare reform compliance
- Collaborated with internal teams to resolve complex client issues and meet strategic goals
- Maintained 100% client retention throughout the tenure
- Awarded top Sales Performance Award for 2017 and 2020
Senior Account Manager – Large Group and Hospital Market
Blue Cross and Blue Shield of Michigan
11.2010 - 08.2013
- Managed a portfolio of 21 group clients (300-999 employees) with a focus on retention and growth
- Consulted with clients on benefit design and healthcare reform initiatives
- Successfully transitioned NASCO platform groups and retained all accounts
Account Manager – Small and Middle-Size Market
Blue Cross and Blue Shield of Michigan
08.2007 - 11.2010
- Retained and grew a portfolio of 31 clients (100-299 employees)
- Sold 730 drug, 450 dental, and 500 vision contracts in a single year
- Managed dual territories for a year during staffing shortages
Compliance Consultant – Retirement Practice
Watson Wyatt Worldwide
11.2001 - 12.2007
- Audited and ensured compliance for pension plans and other retirement benefits
- Managed, trained, and developed over 30 associates on audit processes
- Presented compliance updates and led initiatives improving operational efficiency
Account Manager
McGraw Wentworth
01.2007 - 08.2007
- Provided day-to-day service and managed open enrollment for health and welfare benefit plans.
- Led projects involving acquisitions, benefit transitions, and compliance
Consultant – Employee Benefits Consulting Group
Plante & Moran, LLP
04.1998 - 10.2001
- Designed and implemented over 35 plan documents for various retirement and benefit plans
- Conducted firm-wide training sessions and developed a comprehensive training manual
Vice President
Stratford Financial Resources
06.1995 - 04.1998
- Acquired and managed over 100 individual and 20 corporate accounts
- Specialized in financial planning, including 401(k) plans, deferred compensation, and group benefits
- Developed tailored financial plans and provided ongoing client support
- Completed extensive financial planning training programs
Education
Bachelor of Science - Business Administration, Major: Accounting
Wayne State University
12.1990
Skills
- Seasoned professional: Over 20 years of sales and account management experience in the employee benefits industry
- Proven leadership: Successfully managed teams and key accounts for leading insurance and consulting organizations
- Strong performance: Consistently exceeded sales, retention, and performance goals
- Licensed professional: Holds a State of Michigan life, accident, and health insurance license
Certification
C-1 Exam, American Society of Pension Actuaries, 05/01/2000
Professional License
State of Michigan Life, Accident & Health Insurance
References
References available upon request.
Timeline
Regional Manager – National and Key Accounts
Blue Cross and Blue Shield of Michigan
03.2021 - Current
Key Account Manager – Key Accounts
Blue Cross and Blue Shield of Michigan
08.2013 - 03.2021
Senior Account Manager – Large Group and Hospital Market
Blue Cross and Blue Shield of Michigan
11.2010 - 08.2013
Account Manager – Small and Middle-Size Market
Blue Cross and Blue Shield of Michigan
08.2007 - 11.2010
Account Manager
McGraw Wentworth
01.2007 - 08.2007
Compliance Consultant – Retirement Practice
Watson Wyatt Worldwide
11.2001 - 12.2007
Consultant – Employee Benefits Consulting Group
Plante & Moran, LLP
04.1998 - 10.2001
Vice President
Stratford Financial Resources
06.1995 - 04.1998
C-1 Exam, American Society of Pension Actuaries, 05/01/2000
Bachelor of Science - Business Administration, Major: Accounting
Wayne State University
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