Payment Integrity Strategic Sales Consultant

Excellus BCBS; Columbia (SC); Remote; USD 88,000 - 158,000; Full time

Job summary

Excellus BCBS is seeking a Strategic Out of Area Sales Consultant to prospect, develop, and win new business outside existing service areas. You will manage MSO, ancillary and pharmacy portfolios, with emphasis on growth and partner satisfaction.

The role requires building relationships with carriers, negotiating contracts, and coordinating with marketing, finance, and product teams to deliver compelling proposals. Travel for client meetings is expected; remote work may be available case-by-case.

Qualifications

• Ten or more years of proven successful sales experience within health insurance, preferably selling services to carriers, or Bachelor’s degree with five+ years in sales/health insurance.
• Extensive knowledge of health insurance products, pharmacy products, ancillary benefits, and industry trends.
• Strong prospecting, networking, negotiation, and closing skills; ability to meet/exceed targets.
• Excellent communication and presentation skills; confident to pitch to stakeholders at all levels.
• Proficiency in CRM software and other sales tools.

Responsibilities

• Prospect, develop, and maintain an Out of Area sales pipeline with brokers, distribution channels, carriers, and TPAs.
• Develop and deliver customized proposals and quotes aligned with customer needs and pricing.
• Negotiate and close sales contracts; ensure terms align with company policies.
• Build relationships with decision-makers within health insurance carriers and MSO partners.
• Source and manage relationships for new business acquisitions and growth of the book of business.
• Collaborate with marketing, finance, and product teams to create compelling sales materials and insights on trends.

Skills

Sales experience

Prospecting

Relationship-building

Presentations

Communication

Networking

Time management

Independent work

Education

Bachelor's degree in business administration or marketing

Tools

CRM software

Job description

Job Description

NOTE: Based on the scope and responsibilities associated with this role, this position has been approved for permanent out of state work in the following states: Arizona, Florida, Kentucky, Louisiana, Massachusetts, Missouri, New York, North Carolina, Illinois, Ohio, Pennsylvania, South Carolina, Tennessee, Texas & Virginia

Summary

The Strategic Out of Area Sales Consultant is responsible for prospecting, developing, and winning new business outside of the 31 counties Lifetime Healthcare Companies (LTHC) serves. This role will have responsibility for the MSO product portfolio, growth for LBS Ancillary, Pharmacy, and Operations as a Service, and satisfaction of accounts/partnerships.

Essential Accountabilities

• Sales prospecting, relationship development, and maintenance of an Out of Area pipeline (market expansion) which includes Brokers, Distribution Channels, Carriers and TPA(s). Utilizes various lead generation methods, including cold calling, networking, attending trade shows, and referrals for prospecting.
• Develops and delivers customized proposals and quotes that align with customer needs, ensuring a compelling value proposition and competitive pricing. Conducts thorough and effective presentations to demonstrate the value and benefits of our services to potential clients.
• Negotiates and closes sales contracts, ensuring that all terms and conditions are clearly defined and in line with company policies.
• Establishes and maintains relationships with key decision-makers and stakeholders within health insurance carriers and bridges relationships back with MSO partners. Develops an understanding of the unique needs and pain points of carrier partners and articulates how our services can effectively address them.
• Sources and develops relationships with Out of Area potential business acquisitions. Role will have oversight of purchased book(s) of business development (growth, relationship, and retention).
• Collaborates with internal teams, including marketing, finance, and product development to create compelling sales materials and gain insight into market trends and customer requirements.
• Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs.
• Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.
• Regular and reliable attendance is expected and required.
• Performs other functions as assigned by management.

Minimum Qualifications

• Ten or more years of proven successful sales experience within the health insurance industry, preferably in selling services and ancillary benefits to insurance carriers, or Bachelor's degree in business administration, marketing, or a related field with five or more years of experience in sales or health insurance.
• Extensive knowledge of health insurance products, pharmacy products, ancillary benefits, operations as a service, and industry trends.
• Highly motivated and results-driven, with a demonstrated ability to meet and exceed sales targets.
• Strong prospecting and networking abilities, with the capacity to develop and maintain strong customer relationships.
• Strong negotiation and closing skills, with the ability to overcome objections and resistance from potential customers.
• Excellent communication and presentation skills, with the ability to confidently deliver compelling sales pitches to stakeholders at all levels.
• Proficiency in using CRM software and other sales-related tools.
• Ability to work independently and as a part of a team, efficiently managing time and prioritizing tasks.

Physical Requirements

• Ability to work prolonged periods sitting and/or standing at a workstation and working on a computer.
• Ability to travel across the Health Plan service region - both in and out of New York State - for meetings and/or trainings as needed.

In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.

Equal Opportunity Employer

Compensation Range(s)

Minimum: $87,766 - Maximum: $157,978

The salary range indicated in this posting represents the minimum and maximum of the salary range for this position. Actual salary will vary depending on factors including, but not limited to, budget available, prior experience, knowledge, skill and education as they relate to the position’s minimum qualifications, in addition to internal equity. The posted salary range reflects just one component of our total rewards package. Other components of the total rewards package may include participation in group health and/or dental insurance, retirement plan, wellness program, paid time away from work, and paid holidays.

Please note: There may be opportunity for remote work within all jobs posted by the Excellus Talent Acquisition team. This decision is made on a case-by-case basis.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.