Account Executive I, Inside Sales

Blue Cross and Blue Shield of Massachusetts, Inc.; Hingham (MA); On-site; USD 37,000 - 46,000; Full time

Job summary

Blue Cross Blue Shield of Massachusetts, Inc. in Hingham, MA is seeking an Account Executive I, Inside Sales to market, sell, and retain our Commercial Medical and Dental small group product portfolio through broker partners, direct accounts, and individuals.

In this full-time role, you will apply consultative telesales skills to cross-sell, retain, and win new business, while building productive broker relationships and driving revenue growth in a regulated environment.

Qualifications

• 2-3 years of telesales or member/account service experience.

Responsibilities

• Respond to inbound calls and emails with consultative telesales, and engage prospects.
• Gather information, present strategic solutions, and retain or win business.
• Maintain broker relationships and support cross-selling across product lines.
• Work with Underwriting and Sales teams to optimize options for accounts.
• Utilize sales technology to manage day-to-day activities and lead follow-ups.
• Meet or exceed monthly, quarterly, and annual quotas for new accounts and retention.

Skills

Telesales experience

Excellent communication

Salesforce knowledge

Microsoft Office

Education

Bachelor's degree or equivalent

Massachusetts Life, Accident and Health license (within 90 days)

Tools

Salesforce

MS Office (Excel/Word/PowerPoint/Outlook)

Job description

What we need

Within a call center environment, the Account Executive I, Inside Sales is responsible for marketing, selling, and retaining the BCBSMA Commercial Medical and Dental small group product portfolio with our broker partners, direct accounts, and individuals. Inside Sales Executives are expected to cross sell, retain, and sell new business (multiple lines) to help grow the BCBSMA market share as well as build and maintain broker partner relationships that influence the sale of the product portfolio. They are knowledgeable of our complete line of products and services and provide consultative, complex solutions in a price sensitive and regulated environment. Through efficient territory and time management they work to develop and implement strategies that include insured arrangements as well as drive our consumer engagement products including Healthy Actions, RAM and tiered network products.

This position is eligible for the following personas: eWorker, Mobile, Resident.

Your Day to Day

• Using strong consultative, solutions based telesales skills, consistently delivers a positive brand experience when responding to inbound calls and emails, initiating outbound calls, and following up with existing and new account prospects.
• Employs BCBSMA and competitor product and process knowledge and active listening skills to promptly and effectively gather the information necessary to engage the broker, account or member, identify customer needs, offer the appropriate telephonic, online, and offline sales support, build value, present strategic solutions, and retain and /or win the business.
• Foster and maintain positive and productive relationships with broker distribution channel and their support staff.
• Supports emerging vertical markets such as COOPs and Public and Private Exchanges Promotes and sells engagement products such as Healthy Actions, HCCS, High Ded., HSA compatible and Select Network products Review renewals for possible cross sale opportunities, provide creative product alternatives that demonstrate a consultative approach.
• Obtain new accounts through brokerage channels for sales. Meets or exceeds assigned monthly, quarterly, and annual quota for new accounts and retention.
• Consistently cross sells and closes all available product lines.
• Assist brokers with technology and those renewals that need manual intervention.
• Effectively utilizes sales technology and tools to support day to day activities.
• Takes appropriate number of inbound retention calls from assigned splits/skills.
• Follows up on all prospective leads and customary inquiries.
• Work collaboratively with Inside Service Team, other segments and departments to ensure prompt resolution and proactive approach when possible.
• Strategize with Underwriting to ensure best possible options for account to either choose BCBSMA as their benefits solution or remain with BCBSMA.
• Work with Dental and Ancillary team to develop strategies to promote cross selling and effective strategies that include bundling products for over-all savings.
• Act as trusted advisor on all relevant issues including new products, processes, and Health Care Reform Directly influences revenue generation and the growth and profitability of BCBSMA.
• Complies with all federal and state regulations that govern the sales process.

This document is not an exhaustive list of all responsibilities, skills, duties, requirements, or working conditions associated with the job. Employees may be required to perform other job-related duties as required by their supervisor, subject to reasonable accommodation.

We're Looking for:

• 2 -3 years of telesales or member/account service experience with strong track record of delivering results and high performance.
• Must demonstrate effective organizational, time management and prioritization skills in order to consistently meet deadlines, achieve assigned quota and overall individual goals.
• Displays teamwork and professionalism in all interactions internally and externally.
• Goal oriented individual who can thrive in a high-pressure environment while helping drive results independently and as a team.
• Strong telephone selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, overcome objections and close.
• Strong product knowledge.
• Excellent written and verbal communication skills.
• Working knowledge and/or understanding of salesforce and other sales technology tools
• Proficiency in Microsoft Excel, Word, PowerPoint and Outlook
• Up to date knowledge of competition as well as legislative changes in a highly regulated environment
• Positive attitude, resilience, flexibility and ability to adapt to changing sales cycles and demands.
• Must be self-motivated, independent, persistent and a team player.

What You Bring:

• Bachelor's degree preferred or equivalent work experience.
• Insurance industry experience considered favorably.
• Massachusetts Life, Accident and Health producer's license to be obtained within 90 days of start date and specified requirements met to maintain active license status.

Minimum Education Requirements

High school degree or equivalent required unless otherwise noted above

Location

Hingham

Time Type

Full time

Hourly Range

$27.21 - $33.25

The job posting range is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's pay position within the salary range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs and affordability.

This job is also eligible for variable pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well-being benefits to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

WHY Blue Cross Blue Shield of MA?

We understand that the confidence gap and imposter syndrome can prevent amazing candidates coming our way. The more voices we have represented and amplified in our business, the more we will all thrive, contribute, and be brilliant. We encourage you to bring us your true colors, your perspectives, and your experiences. It's in our differences that we will remain relentless in our pursuit to transform healthcare for ALL.

Company Culture

As an employer, we are committed to investing in your development and providing the necessary resources to enable your success. Learn how we are dedicated to creating an inclusive and rewarding workplace that promotes excellence and provides opportunities for employees to forge their unique career path by visiting ourCompany Culturepage. If this sounds like something you'd like to be a part of.

At Blue Cross Blue Shield of Massachusetts, we believe in wellness and that work/life balance is a key part of associate wellbeing. For more information on how we work and support that work/life balance visit our "How We Work" Page.