Sales & Account Executive Small Market

Position Description

At Capital Blue Cross, we promise to go the extra mile for our team and our community. This promise is at the heart of our culture, and it’s why our employees consistently vote us one of the “Best Places to Work in PA.”

Responsible for the retention of existing and sale of new business, including core medical, dental, and vision contracts within the 21-county Capital BlueCross service area, and ancillary products offered by our subsidiaries. New business sales and retention of existing accounts is the primary accountability of this position, with sales and retention targets assigned to meet and exceed both corporate and incentive compensation goals, as outlined in the annual Market Plan.

Provides employee benefit consulting to current customers in choosing alternative health insurance plans and canvasses to expand existing accounts for additional revenue opportunities through ancillary products. Also, responsible for effectively interfacing with assigned brokers and consultants in order to move the prospecting and sales process forward.

The position requires knowledge of all CBC financial arrangements, products, services, and management reports. The Sales Executive must have the ability to analyze, interpret, and present alternative strategies to direct prospects to assist them in meeting their health insurance coverage needs. An understanding of market dynamics and our competitors is a must. Effectively planning and performing all administrative duties is also required of the position, while working to meet and exceed sales and unit goals.

Responsibilities And Qualifications

• The Sales Executive is able to consistently move the sales process from pre-call planning to close while ensuring that all applicable prospect files and broker profiles are maintained and updated on a timely basis. Each producer is contacted on a regular basis and specific strategies are proactively developed for target accounts. Partners with internal and external product, service, and sales support areas (e.g., product specialists for vision, dental, life, and labor) to implement and monitor the most effective sales solutions.
• Consults and advises with decision makers and brokers on small group cases within the assigned block of business (“Book of Business”) regarding benefits offered and alternative plan design options. This includes soliciting existing groups to upgrade coverage and add new product lines, including those offered by CBI. Consults with both standard and preferred brokers to close new business.
• Maintains a positive/professional relationship with assigned brokers and consultants. Responds to broker and consultant leads and meets with producers on a routine basis to develop mutual targets and sales strategies. Acts as a liaison between assigned producers and Producer Relations and is able to create partnerships with brokers in a consulting capacity in order to provide solutions to mutual prospects.
• All quotes and sales paperwork will be done on an accurate and timely basis. Salesforce and internal reports (e.g., weekly and monthly sales reports) will be updated on a timely basis. Refined time and territory management practices are expected. Company resources (e.g., laptops and cell phones) will be utilized in an effective manner and according to company guidelines.
• Available and willing to attend corporate sponsorship events, business networking functions, and community events during and after standard work hours, including weekends as required.
• Travels to or meets producers & customers as requested to conduct open enrollment meetings, conduct benefit presentations, business fairs or to explain benefits/answer questions from the employees of an existing account
• Analyzes competitive data submitted by brokers, submits rate exceptions, and communicates with both internal and external contacts regarding rate adjustments, contract types, and demographic changes. Acts as a liaison between Underwriting, customers, and brokers to ensure compliance with corporate enrollment regulations.
  
  

Skills

• Must exhibit refined oral and written communication skills, refined presentation skills (attaining high scores on training modules) advanced consultative selling and negotiation skills, and strong leadership ability.
  
  

Knowledge

• Comprehensive knowledge of all products and services offered by Capital BlueCross and its subsidiaries. This includes those products offered through CBI.
• Comprehensive knowledge of broker and provider reimbursement methodologies, claims processing, account administration, legal, regulatory, and compliance.
• Comprehensive knowledge of all financial arrangements offered by Capital Blue Cross, regional and statewide healthcare markets, competitor products, pricing, and strategies.
• Comprehensive knowledge of company policies and procedures.
  
  

Experience

• Minimum 3 years’ experience in the health insurance industry; Health sales experience is preferred.
  
  

Education And Certifications

• Requires PA Producer license to sell health insurance
• Must maintain sufficient Continuing Education Units to maintain the PA Producer license
• Participates in and successfully completes all training requirements
• Bachelor’s degree preferred.
  
  

Location:

• This position is classified hybrid, which requires onsite work on Tuesdays and Wednesdays.
  
  

Work Environment

• Fosters a positive professional attitude among fellow Sales and Account Executives and willing and able to mentor new Sales Executives.
• Available and accessible to the Small Group team and to management during and after standard work hours and on weekends when required.
• Able and willing to take on additional responsibilities to strengthen the sales team and improve the overall sales process and desires management as a possible next career step.
  
  

Physical Demands

• While performing the duties of the job, the employee is frequently required to sit, use hands and fingers, talk, hear, and see.
• The employee must be able to work over 40 hours per week.
• The employee must occasionally lift and/or move up to five pounds.
  
  

Other

• Travel Requirements: 60% of time
  
  

About Us

We recognize that work is a part of life, not separate from it, and foster a flexible environment where your health and wellbeing are prioritized. At Capital you will work alongside a diverse and caring team of supportive colleagues, and be encouraged to volunteer in your community. We value your professional and personal growth by investing heavily in training and continuing education, so you have the tools to do your best as you develop your career.

And by doing your best, you’ll help us live our mission of improving the health and well-being of our members and the communities in which they live.

Capital Blue Cross is an independent licensee of the Blue Cross Blue Shield Association. We are an equal opportunity/affirmative action employer and do not discriminate on the basis of race, color, religion, national origin, gender, sexual orientation, gender identity, age, genetic information, physical or mental disability, veteran status, or marital status, or any other status protected by applicable law.