Account Sales Consultant II (WNY/Buffalo Region)

Summary

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, will be responsible for sales and leading the provision of service solutions of assigned accounts and territories.

Level 1

• Primarily responsible for managing community rated accounts of 50 and fewer eligible employees’ lives.
• Typically has fewer than three years of sales experience.

Level 2

• Primarily responsible for accounts of 51 and 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:
• Book of Business contains a majority of experience rated health accounts.
• A broad range of financial arrangements including several self funded clients.
• More than half the accounts are large national accounts or are accounts with several hundred eligible employees.
• Several accounts with complex benefit structures.
• Ability to explain and answer questions about the financial aspects of rate determination, renewal, and underwriting to clients.
• Demonstrated leadership ability – mentoring of level one and two consultants, lead role on projects, committee participation, assigned management responsibility in absence of management.

Essential Primary Responsibilities/Accountabilities

• In accordance with corporate sales goals, will identify, qualify and create specific strategy for prospects and accounts assigned.
• Thoroughly acquaints appropriate 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.
• Conducts educational meetings to review existing benefits and describe new benefits.
• Assists in conducting open enrollments, re-enrollments, implementation of benefit changes, etc.
• Provides consultative services to assist the account’s representative in establishing and meeting the goals of the group’s insurance program.
• Provides advice on such matters as benefit design, health care financing, health care legislation, the health care delivery system and the best way to communicate benefit information to employees.
• Prepares and participates in educational programs such as pre-retirement seminars, community information programs, health fairs, etc.
• As required, assists in the development of new programs or modifications to existing contracts to accommodate prospective or existing account needs in conjunction with actuaries, consultants and others.
• Performs research and coordinates the preparation of new or revised benefits booklets for distribution among account employees.
• Maintains detailed accounts and prospect history through the use of a sale force automation program.
• Evaluates and otherwise develops a familiarity with the benefits packages of competitive carriers and their sales strategies.
• Effectively manages time and schedules contact per account as determined by account needs and management.
• Initiates the appropriate paperwork to keep account file and databases current.
• Keeps abreast of corporation, national and legislative developments impacting the delivery of health care benefits through meetings, professional societies and publications.
• Keeps management advised of significant field developments.
• Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values and adhering to the Corporate Code of Conduct.
• Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.

Minimum Qualifications

• Valid NYS Accident and Health License within six months of employment required.
• Employees without a license are not eligible for any sales incentive awards or contests.
• Any sales made while not licensed are not eligible for incentive compensation.
• A minimum of 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 four-year degree preferably in Business Administration with Marketing or Labor Relations. Previous labor market experience required.
• For Ancillary: 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 required.
• Ability to effectively sell products offered through application of appropriate sales techniques backed by extensive product knowledge including contract administration, enrollment regulations, competitive financial arrangements and membership and billing procedures required.
• Ability to adapt and respond to the diverse and unexpected situations normally encountered in marketing and service occupations required.
• Ability to independently travel in a timely fashion to customers throughout the health plan markets.

Physical Requirements

• Must be able to lift and carry up to 40lbs of materials.

Compensation Range(s)

• Minimum: $62,400
• Maximum: $96,081