Pay Range:$102,300.00 - $163,700.00
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 (
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
- 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.
What you will do:- 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
- 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
The extras:- 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
