Sr. Sales Account Representative-Large Group

Blue Cross Blue Shield of Michigan; Detroit (MI); On-site; USD 65,000 - 90,000; Full time

Job summary

Blue Cross Blue Shield of Michigan is seeking a retention-focused professional to manage group accounts and drive member growth within a defined geography. You will work with the Client Engagement Manager and Client Operations Managers to retain and resell contracts across 50–99 contracts.

Responsibilities include developing retention strategies, explaining plan options, coordinating renewals, and preparing sales plans.

Qualifications

• Bachelor's degree preferred in business-related field.
• Three years of concept sales or face-to-face service experience.
• Valid Michigan Accident and Health Insurance license.
• Valid driver's license required.
• Strong analytical, presentation and communication skills.

Responsibilities

• Propose retention strategy aligned with agency relationship and build trust with key agents.
• Provide information on alternative health care delivery and funding options.
• Use resell process to coordinate renewals and reporting requirements.
• Develop sales strategies to retain groups and mitigate jeopardy situations.
• Identify complex servicing problems and refer for resolution.
• Coordinate and assist in education/training of group contact personnel.
• Complete and forward sales plans and/or reports as required.
• Engage in community relations activities to support sales and marketing images.
• Secure data for developing rates for proposed programs.
• Develop presentations of proposed programs to meet customer needs and close the sale.
• Coordinate successful implementation of new business enrollment with the sales office.

Skills

Analytical skills

Presentation skills

Problem resolution

Sales experience

Verbal and written communication

Forecasting and planning

Education

Bachelor's degree in Business Administration or Marketing

Tools

PC applications and systems

Job description

Responsible for retention activities for BCBSM and/or BCN customers generally with 50 to 99 contracts in a group within an assigned geographic area working in close coordination with Client Engagement Manager and Client Operations Managers overseeing the agent relationship(s) associated with those accounts. Retention activities include planning, strategizing, benefit consulting and administration to increase membership as well as required resell activities. Responsibility may include enrolled and prospective customers.

• Working in concert with the Sales Manager to propose specific retention strategy that is aligned with the overarching strategy for that agency relationship, by understanding the decision-making process and gaining trust and respect from key agent decision makers.
• Provide the agent/customer with information related to alternate methods of health care delivery (e.g., HMO, POS, PPO). May include financial alternatives such as funding options.
• Use established resell process to coordinate customer acceptance of renewals, open enrollment activities and the acquisition of information for the completion of necessary reporting.
• Explore possible jeopardy situations and develop and implement sales strategies to retain the group working in concert with the Client Engagement Manager.
• Identify complex servicing problems, refer through appropriate internal channels and assure resolution of the problems.
• Coordinate and assist in the education and training of group contact personnel.
• Complete and forward all sales plans and/or reports as required.
• Responsible for involvement in community relations activities to support corporate, sales and marketing images.
• Secure necessary data for the development of rates for proposed programs.
• Develop presentations of proposed programs in order to meet customer needs and close the sale.
• Coordinate the successful implementation of new business enrollment with the sales office.

QUALIFICATIONS

• Bachelor's Degree in Business Administration, Marketing or related field preferred.
• Three (3) years of concept sales or face-to-face service experience.
• Valid Michigan Accident and Health Insurance License.
• Valid and unrestricted driver's license is required.
• Excellent analytical, presentation, problem resolution, sales, verbal and written communication skills.
• Well-developed forecasting, organizing, planning and scheduling skills.
• Proficient in current industry standard PC applications and systems.
• High degree of technical knowledge of all benefits, billing, competitive programs, distribution systems, methods, policies, procedures, rating, regulations, selling process and underwriting as it relates to sales and marketing.
• Thorough knowledge of alternative benefit delivery programs, corporate philosophy, medical economics, trust fund and union structures.
• Other related skills and/or abilities may be required to perform this job.

All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, sex, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability. Candidates are hired on an "at will" basis. Nothing herein is intended to create a contract.