Pay Range:

Please email  if you are a candidate seeking a reasonable accommodation for the application and/or interview process.

Why this job matters:

Responsible for leading the sales and account management strategy and execution for the Under 100 commercial market, inclusive of Small Group (<50) and Large Group Fully Insured (50–99) clients.

Provides direct leadership and oversight of:

• Small Group Account Executives and their books of business including medical, dental, and vision

• BCBSRI’s general agent who manages the retention for the <10 Small Group segment

• All new Small Group sales activity

• Large Group Account Executives managing 50–99 groups

Accountable for achieving new business, membership growth, retention, and enrollment targets while ensuring a strong broker and customer experience. Partners cross-functionally to execute sales strategy, drive growth, and strengthen market competitiveness within the Under 100 segment.

• Lead Under 100 Sales Performance

  • Drive execution of sales and retention strategy across Small Group and 50–99 Large Group segments

  • Ensure achievement of membership, enrollment, and retention goals

• Oversee Small Group Account Executives

  • Manage performance and development of Account Executives responsible for 1–50 business

  • Ensure effective management of books of business across medical, dental, and vision products

  • Oversight for intermediaries and associations.

  • Monitor account performance, retention strategies, and broker engagement

• Manage BCBSRI’s general agent

  • Oversee team responsible for <10 Small Group segment

  • Drive retention performance and operational execution within this subsegment

  • Ensure alignment with broader Under 100 strategy and customer experience goals

• Drive New Small Group Sales

  • Oversee all new business activity for Small Group segment

  • Partner with brokers, general agents, and internal teams to maximize sales pipeline and conversion

  • Identify and execute growth opportunities in target segments

• Lead Large Group (50–99) Sales Team

  • Manage Account Executives responsible for 50–99 fully insured groups

  • Ensure strong retention, account performance, and growth within this segment

  • Provide strategic direction on account planning and broker engagement

• Broker and Market Relationship Management

  • Develop and maintain strong relationships with broker partners and general agents

  • Identify opportunities to enhance broker engagement, satisfaction, and production

  • Represent the organization in market-facing activities and broker forums

• Performance Management & Reporting

  • Establish and monitor key performance indicators for sales, retention, and growth

  • Analyze trends and performance data to identify risks and opportunities

  • Provide regular reporting and insights to leadership

• Cross-Functional Collaboration

  • Partner with Product, Marketing, Underwriting, and Operations teams to support sales execution

  • Ensure alignment of sales strategies with product offerings and market needs

  • Support implementation of segment initiatives and go-to-market strategies

• Team Leadership & Development

  • Provide leadership, coaching, and development for direct reports

  • Foster a high-performance, accountable, and collaborative team culture

  • Support talent development and succession planning

What you need to succeed:

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field (or equivalent experience)

• 7+ years of experience in healthcare sales, account management, or broker-facing roles

• 3+ years of leadership or team management experience

• Strong understanding of health insurance products and market dynamics (medical, dental, vision)

• Ability to develop and monitor sales and retention metrics

• Strong leadership, coaching, and performance management skills

• Excellent communication, presentation, and relationship management skills

• Ability to influence and collaborate across multiple stakeholders

• Strategic thinking with the ability to translate strategy into execution

• Strong analytical and problem-solving skills

• Ability to manage competing priorities in a fast-paced environment

• Customer and broker-centric mindset

• Experience in Small Group and/or Large Group health insurance markets

• Knowledge of medical, dental, and vision products

• Familiarity with broker distribution models and general agent relationships

• Experience managing multi-segment portfolios (small and large group)

Location:
BCBSRI is headquartered in downtown Providence, conveniently located near the train station and bus terminal. We actively support associate well-being and work/life balance and offer the following schedules, based on role:

• In-office: onsite 5 days per week
• Hybrid: onsite 2-4 days per week
• Remote: onsite 0-1 days per week. Permitted to reside in the following states, pending approval from the Human Resources Department: Arizona, Connecticut, Florida, Georgia, Louisiana, Massachusetts, North Carolina, Oklahoma, Rhode Island, South Carolina, Texas, Virginia