Sr. Sales Account Representative - Small Group

About the role

Responsible for retention activities for BCBSM and/or BCN customers generally under 50 contracts in a group within an assigned geographic area, 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 strategies that align with the overarching strategy for that agency relationship by understanding the decision-making process and gaining trust and respect from key agent decision makers.

Responsibilities

• Provide the agent/customer with information related to alternate methods of health care delivery (e.g., HMO, POS, PPO), including financial alternatives such as funding options.
• Use established resell processes to coordinate customer acceptance of renewals, open enrollment activities, and the acquisition of information for necessary reporting.
• Explore possible jeopardy situations and develop and implement sales strategies to retain the group.
• 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.
• Participate 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 to meet customer needs and close the sale.
• Coordinate the successful implementation of new business enrollment with the sales office.

Requirements

• 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 and a valid Michigan driver’s license required within 90 days of the employee’s start date or the license expiration date.

Skills

• 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.