Specialty Sales Executive Senior

Blue Shield Of California   •  

Fresno, CA

Industry: Accounting, Finance & Insurance


5 - 7 years

Posted 25 days ago


Job Description:

Reporting directly to an Area Vice President, the Senior Specialty Sales Executive is responsible for the identification, development and sale of new employer specialty groups for the small (2-99) core (100 – 1999) and Premier (2,000+) markets to achieve business objectives. Spends approximately 50 – 75% of their time working withinternal Sales Executives, Account Managers and in the field.


  • Overall relationship management of assigned medical reps, account managers and producer firms.
  • Engages reps, account managers and producers in a consultative manner.
  • Ascertains underlying needs of producers and employers and maintains strong consultative relationship with producers.
  • Develops, executes and maintains strategic business plan to achieve goals.
  • Creates comprehensive solutions to meet needs of producers and employers.
  • Educates producer and their team on BSC product offering, capabilities and health care solutions.
  • Educates medical reps and account managers on products, changes and competitive landscape.
  • Facilitates weekly sales team meetings focused on RFP pipeline management, target prospects and producer firm activities.
  • Develops and manages mid size and large group prospects to close the sale.
  • Conducts finalist presentations.
  • Collaborates with all members of the sales team, including sharing information within the team, providing market insight or feedback as appropriate and supporting the team in achieving new sales.
  • Maintains specialty competitive and industry knowledge.
  • Effectively communicates BSC strategies, value proposition and mission in the market place.
  • Serves as sale team role model.
  • Actively provides competitive feedback and market data.
  • Attend medical sales and account management meetings.
  • Partner with the new and existing Medical Reps and Account Managers to ensure they have a good level of specialty product knowledge.
  • Work closely with underwriting and underwriting leads and management on appeals and pricing strategy.
  • Specialize in one segment (Small/Core/Premier) as a subject matter expert and act as a Liaison for projects in that segment.



  • Bachelor's degree and six plus years of experience in insurance/employee benefit sales or equivalent combination of education and experience and sales management experience.
  • Proven excellence in sales skills and results across products (Dental, Vision and Life).
  • Expert knowledge of the specialty industry and related benefit products and services.
  • Expert knowledge of pricing for experience and manually rates cases.
  • Possess strategic selling skills.
  • Demonstrated relationship management of brokers, GA’s and national consulting firms.
  • Experience managing formal RFP’s process including questionnaires, claims, contracts, pricing and discount analysis.
  • Demonstrated ability in understanding customer needs.
  • Strong business and financial acumen.
  • Proven results in achieving production goals and objectives selling.
  • Excellent communication and interpersonal skills.
  • Exceptional presentation skills.
  • Maintains valid driver’s license.
  • Current Life Agent License with California Department of Insurance.
  • Strong PC skills including Salesforce, Microsoft Office Applications.