Account Sales Consultant I (Buffalo / WNY Region)

Based exclusively seeking candidates who reside within our 8-county WNY Service Region (Allegany, Cattaraug, Chautauqua, Erie, Genesee, Niagara, Orleans & Wyoming).p>

About the role

Under the supervision of the local Manager, Sales/Regional Sales Director, and having attained an extensive and thorough knowledge of all contracts, enrollment regulations, and membership and billing procedures, you will be responsible for sales and leading the provision of service solutions for assigned accounts and territories. In accordance with established annual sales and retention goals, you will provide account training, benefit consulting, guidance, and coordination of account benefit plans. This position is responsible for account activity in assigned lines of business.

• For Labor Accounts: Coordinates efforts with other Account Sales Consultants that have union membership, attends regularly scheduled trustee and labor advisory board meetings.
• For Ancillary Accounts: Coordinates efforts with other Account Sales Consultants that have Ancillary Opportunities and membership, attends regularly scheduled Ancillary advisory board meetings.

Levels are differentiated by account size, complexity, and experience:

• Level 1: Primarily responsible for managing community-rated accounts of 50 or fewer eligible employees’ lives. Typically has fewer than three years of sales experience.
• Level 2: Primarily responsible for accounts of 51 or more eligible employees, local and small national groups, typically with a mix of community-rated and experience-rated health accounts. Typically has more than three years of sales experience.
• Level 3: Primarily responsible for several of the following: a majority of experience-rated health accounts, a broad range of financial arrangements including self-funded clients, large national accounts or accounts with several hundred eligible employees, complex benefit structures. Demonstrates leadership ability, mentoring of level one and two consultants, and may hold additional certifications (e.g., RHU, PAHM, FAHM).

Responsibilities

• Identify, qualify, and create specific strategies for prospects and accounts assigned in accordance with corporate sales goals.
• Thoroughly acquaint account personnel with benefit explanations, claims filing and billing procedures, proposed rate adjustment rationale, mandated benefits, statutory changes, and state and federal issues impacting health insurance delivery systems.
• Conduct educational meetings to review existing benefits and describe new benefits; assist in open enrollments, re-enrollments, and implementation of benefit changes.
• Serve in a consultative role to establish appropriate comprehension of benefits for assigned accounts and ensure account satisfaction.
• Provide consultative services to assist account representatives in establishing and meeting the goals of the group’s insurance program, including advice on benefit design, health care financing, and legislation.
• Prepare and participate in educational programs such as pre-retirement seminars, community information programs, and health fairs.
• Assist in the development of new programs or modifications to existing contracts to accommodate account needs.
• Perform research and coordinate the preparation of new or revised benefits booklets for distribution among account employees.
• Maintain detailed account and prospect history through a sales force automation program.
• Evaluate competitive carriers’ benefits packages and sales strategies.
• Manage time and schedules effectively, initiating appropriate paperwork to keep account files and databases current.
• Keep abreast of corporation, national, and legislative developments impacting health care benefits.
• Consistently demonstrate high standards of integrity by supporting the company’s mission and values and adhering to the Corporate Code of Conduct.
• Perform other functions as assigned by management.

Requirements

• Valid NYS Accident and Health License within six months of employment required. Employees without a license are not eligible for sales incentive awards or contests.
• A minimum of a four-year degree, preferably in Business Administration with Marketing or Liberal Arts major, or equivalent experience required. Previous direct sales or insurance industry experience required.
• For Labor Accounts: A minimum of a four-year degree, preferably in Business Administration with Marketing or Labor Relations, and previous labor market experience required.
• For Ancillary Accounts: Previous direct ancillary sales or insurance experience required.
• Excellent oral and written communication skills and the ability to deal effectively and professionally with all levels of account management and personnel.
• Ability to effectively sell products through application of appropriate sales techniques backed by extensive product knowledge.
• Ability to adapt and respond to diverse and unexpected situations normally encountered in marketing and service occupations.
• Ability to independently travel to customers throughout the health plan markets.
• Must be able to lift and carry up to 40lbs of materials.

Pay

Compensation range: $62,400 – $84,000. Actual salary will vary depending on factors including budget available, prior experience, knowledge, skill, and education as they relate to the position’s minimum qualifications, in addition to internal equity.

Benefits

• Group health and/or dental insurance.
• Retirement plan.
• Wellness program.
• Paid time away from work and paid holidays.
• Opportunity for remote work may be possible on a case-by-case basis.