Account Executive IV, Muni

Essential Functions

Your Day to Day:

• Uses strong consultative selling skills, ability to build relationships, influence decision-making, and negotiate sales to meet or exceed assigned quota and goals for territory and account retention and growth, new product sales (E.g., Dental Blue), and forecast accuracy.
• Responsible for relationship building and management with multiple decision makers and influencers including key brokers, consultants, and accounts to leverage the position of BCBSMA in the marketplace to achieve objectives for account retention and growth.
• Travels to accounts to meet with financial and personnel departments, Insurance Advisory Committees (IAC), elected officials, brokers, and consultants.
• Develops and implements territory and account strategy (multi-year, annual).
• Leverages marketing tools and programs to inform accounts about BCBSMA product portfolio, services, enhancements, processes, legislation, and changes to the network.
• Presents and interprets analytics to customers to explain utilization trends, address cost drivers, and inform benefit offerings and strategies.
• Coordinates the preparation of proposals, including responding to complex RFPs, preparing financial exhibits, and sales presentations.
• Presents and interprets analytics to customers to explain utilization trends, address cost drivers, and inform benefit offerings and strategies.
• Manages the renewal process through negotiating pricing and coordinating with other internal departments (e.g., Marketing, Underwriting, Finance, Service).
• Manages and completes renewals with competing priorities and aggressive deadlines.
• Ensures that issues are routed through the proper channels at the correct level of decision-making authority.
• Accomplishes goals through influencing cross-functional relationships.

Challenges/Problem Solving

• Manages and completes renewals with competing priorities and aggressive deadlines.
• Ensures that issues are routed through the proper channels at the correct level of decision-making authority.
• Accomplishes goals through influencing cross-functional relationships.

Leadership Responsibilities

• Displays teamwork and professionalism in all interactions internally and externally.
• Drives resolution of process issues and approvals cross-functionally through consensus building.
• Mentors, trains, and provides work direction to less experienced Account Executives.
• Directly influences revenue generation.
• The face of BCBSMA to brokers, consultants, and member accounts.
• Strong consultative, needs-based, selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, and implement products.

Qualifications

• Massachusetts Life, Accident and Health Producer’s license to be obtained within 90 days of start date and specified requirements met to maintain active license status.
• Demonstrated leadership experience in healthcare industry.
• Valid Driver’s License and a personal vehicle.
• Ability to anticipate account needs for health care products or services.
• Extensive knowledge of BCBSMA and competitors’ healthcare products, financial arrangements, and service delivery.
• Knowledge of municipal functions.
• Understanding of MGL 32b preferred.
• Excellent interpersonal, communication, and presentation skills.
• Ability to set and maintain work standards that clearly exceed the norm.
• Ability to actively solicit the support and involvement of appropriate individuals from different parts of BCBSMA to address/anticipate in customer issues.

Skills

• Strong consultative, needs-based, selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, and implement products.

Benefits

• Comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well-being benefits to eligible employees.
• This job is also eligible for variable pay.

Pay

$92,224.60 - $112,718.95

Schedule

Full time