Resp & Qualifications

CANDIDATES MUST LIVE IN THE MD, DC, NORTHERN VA AREA IN ORDER TO TRAVEL INTO THE OFFICES AND FOR CLIENT MEETINGS AND STAFF MEETINGS.

ACTIVE HEALTH AND LIFE LICENSE IS REQUIRED.

PURPOSE:

This position is responsible for renewing/growing a book business which includes more complex accounts with indemnity and managed care medical products, ancillary/specialty products, and life products. You will be working with Public Sector accounts with various funding arrangements and plan sponsors within state, municipal and school boards ranging in girth from 100 to 100,000+ contracts. This position drives revenue and manages current and prospective relationships to ensure success with products. Leads sales initiatives and strategies within their assigned territory. Achieves sales and profitability objectives by effectively managing new and existing accounts.

ESSENTIAL FUNCTIONS:

• Ensures that each assigned account renews annually and aggressively pursues growth within groups by developing and implementing account specific benefit and financial strategies.
• Manages and develops a set of assigned accounts to increase productivity and sales of products, as well as identifies potential customers and sets approach strategies.
• Develops strong and long-term client relationships.
• Takes ownership of territory team initiatives and ensures deadlines are met.
• Resolves issues and handles client complaints quickly and effectively.
• Gets feedback and suggests ways to increase customer engagement.

SUPERVISORY RESPONSIBILITY:

Position does not have direct reports but is expected to assist in guiding and mentoring less experienced staff. May lead a team of matrixed resources.

QUALIFICATIONS:

Education Level: Bachelor's Degree in Business, Finance or related field RO OR in lieu of a Bachelor's degree, an additional 4 years of relevant work experience is required in addition to the required work experience.

Licenses/Certifications:

• Current health and life license for the jurisdictions of Maryland, DC, and Virginia is Required.

Experience: 8 years healthcare sales.

Preferred Qualifications:

• Sales experience in the public sector markets with an emphasis on strategic, retention and consultative selling.
• Experience in a similar sales position with a competitor or another Blue Cross Blue Shield plan is preferred.

Knowledge, Skills and Abilities (KSAs):

• Knowledge of underwriting principles; group health/life insurance financial/funding mechanisms; stop loss, medicare advantage, wellness, clinical, managed care and point solutions, healthcare delivery systems, including pricing methodologies and cost reimbursement mechanisms for both self-funded and fully insured business.
• Knowledge and understanding of CRM and other client management tools.
• Strong customer service orientation.
• Ability to recognize, analyze, and solve a variety of problems.
• Excellent communication skills both written and verbal.
• Must be able to contribute to membership retention and growth as an active participant in our customer-centric, performance-based culture.
• Must be able to develop cross-selling strategies to drive specialty product portfolio adoption and member engagement in products while also creating margin growth and additional revenue streams through a diverse product portfolio.
• In a consultative fashion, must be able to work with groups, consultants and brokers to better engage membership in CareFirst products and service, delivering on our whole health value proposition.
• Must be able to identify and collaborate with internal resources to deliver a differentiated client experience that meets or exceeds their needs and expectations.

Travel Requirements:

60% This position is expected to travel to see clients within the CareFirst region.

Salary Range: $96,000 - $156,000

Salary Range Disclaimer

The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the work is being performed. This compensation range is specific and considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate's work experience, education/training, internal peer equity, and market and business consideration. It is not typical for an individual to be hired at the top of the range, as compensation decisions depend on each case's facts and circumstances, including but not limited to experience, internal equity, and location. In addition to your compensation, CareFirst offers a comprehensive benefits package, various incentive programs/plans, and 401k contribution programs/plans (all benefits/incentives are subject to eligibility requirements).

PHYSICAL DEMANDS:

The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted.

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