Resp & Qualifications PURPOSE: The Sales Consultant IV is responsible for originating, structuring, and closing the organization's most complex and high-value new business opportunities. This role serves as a strategic thought partner, driving enterprise-level growth through executive engagement, distribution channel influence, and cross-functional deal leadership.
In addition to securing the most complex new sales, this role will be responsible for shaping market strategy, influencing product and pricing approaches, and delivering innovative solutions for high profile accounts. The role is accountable for achieving sales, growth, and profitability objectives while enhancing the organization's competitive position in the marketplace.
ESSENTIAL FUNCTIONS:- Originates and closes the most complex, high-value jumbo, national, and large fully insured new business opportunities. Leads end-to-end deal strategy, including product development, solution design, pricing strategy, and negotiations, while coordinating deal strategy across underwriting, actuarial, network, clinical, and product teams. Structures non-standard, customized solutions, such as ASO, TPA, Labor, and large Fully Insured arrangements. Engages senior client stakeholders, including CFOs, CHROs, and executive leadership, to influence outcomes and ensures internal stakeholder alignment to deliver competitive and profitable solutions. Partners with leadership to refine go-to-market strategies and segment focus, identifies emerging market trends, competitive threats, and growth opportunities, and resolves complex deal barriers and escalations.
- Develops and maintains relationships with industry partners, including top-tier and national broker firms, and educates them on the companys offerings to influence broker firm strategy, alignment, and placement decisions. Leads executive-level broker discussions and market positioning efforts. Provides documented formal training for assigned brokers throughout the year, including the use of virtual training technology where appropriate, and creates and conducts training presentations on medical and ancillary products as well as regulatory changes. Manages and coaches assigned brokers to ensure paperwork and enrollment processes are followed correctly and takes appropriate action when necessary to ensure distribution partners follow established guidelines.
- Mentors and develops junior team members, leads internal deal strategy sessions and best practice sharing, and serves as a subject matter expert for complex products and sales approaches.
QUALIFICATIONS:Education Level: Bachelor's Degree in Business, Finance or related field 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.
Experience: 10 years healthcare sales experience in a similar sales position.
Licenses/Certifications:- Current health and life license for the jurisdictions of Maryland, DC, and Virginia is required.
Preferred Qualifications:- Experience in a similar sales position with a competitor or another Blue Cross Blue Shield plan is preferred
Knowledge, Skills and Abilities (KSAs):- Expert-level consultative and strategic selling skills.
- Deep understanding of healthcare financing, underwriting, and risk structures.
- Ability to lead and influence cross-functional teams without direct authority.
- Executive presence with strong communication and negotiation skills.
- Advanced analytical and financial acumen.
- Strong understanding of broker distribution models and dynamics.
- Ability to identify, analyze, and solve highly complex business problems.
Travel Requirements:Estimate Amount: 20% Occasional Travel Time
Salary Range: $101,600 - $165,100 plus Sales Incentive
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).
Department CMLG New Business MD
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.
Sponsorship in US Must be eligible to work in the U.S. without Sponsorship
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