Sales Executive - PA Small Group

Highmark; Whitpain Township (PA); Hybrid; USD 50,000 - 70,000; Full time

Job summary

Highmark is seeking a Sales Representative to identify and cultivate prospects for new business opportunities. This hybrid role requires onsite work three days a week in Pennsylvania. The individual will sell core and supplemental products, manage relationships with key clients and brokers, and develop sales strategies to meet customer needs. Candidates must have a High School diploma and be able to obtain specific licenses within 45 days. Strong communication, presentation, and negotiation skills are essential.

Qualifications

• State specific Producer License(s) for Life, Accident & Health or must be obtained within 45 days.
• 3 years of related and progressive sales experience in the area of specialization.

Responsibilities

• Responsible for the profitable sale of core and supplemental products.
• Actively prospect for new group business and maintain relationships with key consultants.
• Participate in product development and prepare business programs.
• Analyze customer needs and recommend appropriate products.

Skills

Sales principles and practices

Public speaking abilities

Presentation skills

Communication skills

Negotiation skills

Organizational skills

Creativity and Innovation

Persistence & Resilience

Influence

Education

High School / GED with Business

Job description

Job Summary

This job identifies and cultivates prospects, clients, and intermediaries for solicitation of new business opportunities. The incumbent is responsible for the profitable sale of core and supplemental products, directly or through intermediaries, in an assigned geographic region, territory, or distribution channel. Leads new business meetings, closes sales, and sells to groups with enrolled contracts generally spanning 2‑99. The assignments are broad in scope and require depth of knowledge as well as ingenuity and originality. The accounts are generally in standard products and sold through a distribution channel.

This is a hybrid based role—3 days a week onsite in either Blue Bell, PA, Camp Hill, PA, Wilkes Barre, PA, or Wilmington, DE.

Essential Responsibilities

• Responsible for the profitable sale of core and supplemental products for the business segment within the assigned territory.
• Actively and aggressively prospect for new group business, identify and pursue account acquisitions and/or key accounts.
• Maintain productive working relationships with key consultants and brokers in the marketplace as well as maintain knowledge of competitors’ product lines, strategy, and pricing.
• Participate in product development and prepare business programs (e.g., territory‑specific action plans and strategy for closing sales) and long‑term strategy for specific account needs.
• Analyze customer needs and the Organization’s financial objectives to recommend appropriate product(s) and/or services and analyze/offer specific benefit alternatives and financial arrangements to address each potential customer’s unique needs.
• Control the buying process by developing an understanding of each prospect’s business plans and goals to teach them new perspectives, tailor messaging and product and service delivery.
• Partner with diversified businesses and other Organization business partners to cross‑sell additional products and services to prospects. Solve complex problems specific to the small group market, often taking new perspectives using existing solutions.
• Other duties as assigned or requested.

Education – Required

• High School / GED with Business

Education – Substitutions

• None

Education – Preferred

• None

Experience – Required

• State specific Producer License(s) for Life, Accident & Health or must be obtained within 45 days

Experience – Preferred

• None

Licenses or Certifications – Required

• 3 years of related and progressive sales experience in the area of specialization

Skills

• Knows and applies principles, practices and processes within Small Group Markets
• Ability to speak publicly and extemporaneously on a variety of subjects
• Presentation, communication and negotiation skills
• Organizational skills and the ability to meet deadlines
• Creativity and Innovation
• Persistence & Resilience
• Influence

Language (Other Than English)

None

Travel Requirement

25% – 50%

Position Type

Office‑based

Physical, Mental Demands and Working Conditions

• Teaches / trains others regularly: Never
• Travel regularly from the office to various work sites or from site‑to‑site: Frequently
• Works primarily out‑of‑the office selling products/services (sales employees): Frequently
• Physical work site required: Yes
• Lifting up to 10 pounds: Occasionally
• Lifting 10 to 25 pounds: Rarely
• Lifting 25 to 50 pounds: Never

Equal Employment Opportunity

Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.

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