Small Group Sales Consultant I (Remote)

CareFirst BlueCross BlueShield; Baltimore (MD); On-site; USD 60,800 - 98,800; Full time

Job summary

CareFirst BlueCross BlueShield in Baltimore is seeking a Small Group Existing Business Sales Consultant to lead retention strategies, renewal positioning, and revenue optimization for a defined broker-employer territory. This role collaborates with the Broker Service Team to ensure strategic renewal messaging and market impact.

The position focuses on portal strategy, portfolio health, and cross-functional renewal execution, requiring strong communication, ecosystem management, and leadership.

Qualifications

• Education: Bachelor’s in Business, Finance, or related field or equivalent experience.
• 3 years sales/healthcare experience in a similar role.
• Current health and life license for MD, DC, VA preferred.

Responsibilities

• Organize brokers and employer groups into relationship ecosystems and drive renewal strategy.
• Lead renewal presentations with brokers and internal teams, articulating value and differentiators.
• Act as internal SME on assigned relationships, communicating market feedback and competitive threats to leadership.

Skills

CRM knowledge

Salesforce

Customer service orientation

Excellent communication

Deadline-driven

Education

Bachelor’s Degree in Business/Finance

Tools

Salesforce

Job description

Purpose

The Small Group Existing Business Sales Consultant serves as the primary strategist and revenue leader for a defined territory of small group brokers and their associated employers. Unlike traditional account service roles, this position will not manage day‑to‑day broker service issues—those are handled by the Broker Service Team. Instead, the consultant is responsible for retention strategy, renewal positioning, revenue optimization, and broker ecosystem engagement. This role mirrors the strategic expectations of our manager‑level sales leadership: driving clarity, elevating performance, and ensuring our market voice is consistent, compelling, and effective. The consultant functions as the internal authority on the assigned relationships, serving as the broader organization’s go‑to partner for insights on portfolio health, competitive threats, renewal decisions, and growth strategy.

Relationship Ecosystem Management

• Organize brokers and employer groups into relationship ecosystems, identifying influence networks, key producing clusters, and regional patterns.
• Lead relationship engagement across these ecosystems, ensuring brokers receive consistent, strategic messaging and renewal support, not just performing service work.
• Act as the strategic face of CareFirst to broker partners, elevating our value proposition and shaping how we show up in the market.
• Partner closely with the Broker Service Team, who owns service delivery and issue resolution, ensuring a seamless and coordinated experience.
• Facilitate escalations appropriately through service teams while maintaining focus on higher‑order strategy, messaging, and relationship management.

Renewal Excellence & Competitive Positioning

• Lead renewal strategy conversations with brokers and internal teams; articulate competitive positioning, product differences, and value drivers.
• Prepare and deliver compelling renewal presentations, tailored narratives, and portfolio‑level insights for brokers and employer decision‑makers.
• Partner with underwriting, product, operations, sales leadership, and market strategy to ensure renewals are timely, accurate, and aligned with enterprise goals.
• Strengthen consistency and quality of renewal execution by identifying process gaps, improving handoffs, and proposing enhancements to cross‑functional workflows.

Internal Influence, Communication & Thought Leadership

• Serve as the internal subject matter expert on the assigned relationships, acting as a trusted partner to brokers for insights, risks, or needed actions.
• Communicate market feedback, broker sentiment, competitor behavior, and emerging threats to sales leadership and cross‑functional partners.
• Support the creation of strategic sales messaging, broker communications, market‑level talking points, and competitive counter‑strategies.
• Participate in staff meetings, pipeline reviews, strategic planning sessions, and quarterly business reviews to represent the voice of the existing book.
• Contribute to a high‑performance, accountable culture by modeling preparation, clarity, rigor, and professional presence.

Qualifications

• Education Level: Bachelor’s Degree in Business, Finance, or a related field, OR in lieu of a Bachelor’s degree, an additional 4 years of relevant work experience is required in addition to the required work experience.
• Experience: 3 years sales/healthcare experience in a similar sales position.
• Current health and life license for the jurisdictions of Maryland, DC, and Virginia.
• Experience in a similar sales position with a competitor or another Blue Cross Blue Shield plan is preferred.

Knowledge, Skills and Abilities (KSAs)

• Knowledge and understanding of CRM, Salesforce, and other client management tools.
• Strong customer service orientation.
• Ability to recognize, analyze, and solve a variety of problems.
• Excellent communication skills, both written and verbal.
• Must be able to meet established deadlines and handle multiple customer service demands from internal and external customers, within set expectations for service excellence.

Salary Range

$60,800 – $98,800

Salary Range Disclaimer

The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the work is being performed. This compensation range is specific and considers factors such as, but not limited to, the scope and responsibilities of the position, the candidate’s work experience, education/training, internal peer equity, and market and business consideration. It is not typical for an individual to be hired at the top of the range, as compensation decisions depend on each case’s facts and circumstances, including, but not limited to, experience, internal equity, and location. In addition to your compensation, CareFirst offers a comprehensive benefits package, various incentive programs/plans, and 401(k) contribution programs/plans (all benefits/incentives are subject to eligibility requirements).

Equal Employment Opportunity

CareFirst BlueCross BlueShield is an Equal Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

Federal Disqualification

The incumbent is required to immediately disclose any debarment, exclusion, or other event that makes him/her ineligible to perform work directly or indirectly on Federal health care programs.

Physical Demands

The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key, and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted.

Sponsorship in US

Must be eligible to work in the U.S. without sponsorship.