The desired candidate for this role will live in Southeast Michigan to cover territory responsibilities from Detroit, Troy, Flint and Lansing.
PRIMARY OBJECTIVE:This position supports driving growth within the Large Group Commercial sales business. The role is accountable for membership growth through the development and maintenance of consultant relationships, promotion of the company's value proposition, and close coordination with sales personnel to support both new business acquisition and client retention. The position also supports the organization's development and execution of targeted sales and growth strategies, including business development, client service, underwriting, and marketing support. A primary expectation of this role is to partner effectively with the HAP/TPA sales teams, Large Group Growth leadership, and external agents to strengthen sales activity, improve retention, and expand market share and brand awareness throughout Michigan.
DUTIES AND RESPONSIBILITIES:- Collaborate with the agent community and sales team to identify and address performance gaps with effective, practical solutions.
- Build and maintain strong relationships with consultants, brokers, and internal partners to support sales growth and retention efforts.
- Develop and deliver ongoing training for sales agents as needed to strengthen product knowledge, sales effectiveness, and market readiness.
- Conduct analyses, reviews, and audits of agent partner productivity to identify trends, opportunities, and areas for improvement.
- Partner with the sales team, product department, and marketing to ensure Request for Proposal (RFP) responses are accurate, complete, timely, and compelling for employer groups, consultants, and agents.
- Review and refine sales presentations as needed to ensure consistent, accurate, and compelling messaging. Provide actionable feedback to the sales team prior to presentations with prospective clients.
- Support additional growth initiatives, implementation activities, and administrative services only as assigned and required by business needs.
- Attend key meetings, events, and sales functions with internal and external customers to promote HAP and TPA products and services. Prepare materials and coordinate activities that support effective brand representation at sponsored events.
- Serve as a liaison for the sales team by providing expertise, guidance, and recommendations that support efficient daily operations. Escalate concerns and unresolved issues to the Director in a timely manner to support balanced, effective resolution.
- Perform other related duties as assigned.
Education/Experience Required:- Bachelor's Degree. Relevant experience may be considered in lieu of the degree requirement.
- Minimum of five (5) years of successful health insurance sales experience in the health care market.
- Familiarity with health plan operations and federal, and state regulations
- Familiarity with a broad range of health plan options (HMO, PPO, CDHP).
- Self-Funding health plan sales and strategy experience preferred.
- Employer Group Waiver Plan/Group Medicare Plan sales and strategy experience preferred.
- Demonstrated leadership skills.
- Excellent written and oral communication skills.
- Strong presentation skills.
- Strong interpersonal skills.
- Commitment to service excellence
- Respect for diversity.
- Ability to manage multiple projects.
- Strong organizational and time management skills.
- Strong analytical skills and attention to detail.
- Ability to coach and guide sales team, including implementation of appropriate staff training.
- Excellent public relations and public speaking skills.
- Team spirited.
- Strong understanding of the sales process for both group new business and sales.
- Working knowledge of an integrated health delivery system.
- Proficient at operating personal computers and associated software programs including, but not limited to, Word, Excel, and Power Point.
- Travel - Frequent travel including overnight stays.
- Must be able to work off-hours and extended hours as necessary.
Certifications/Licensures Required:- Must possess a valid Driver's license and maintain an acceptable driving record.
- Must be a licensed Agent with the state of Michigan in Accident Health & Life insurance.
