Manager of Under 100 Sales

Pay Range:

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

At BCBSRI our greatest resource is our people.

We come from varying backgrounds different cultures and unique experiences. We are hard-working caring and creative individuals who collaborate support one another and grow together. Passion empathy and understanding are at the forefront of everything we donot just for our members but for our employees as well.

We recognize that to do your best work you have to be your best self.
Its why we offer flexible work arrangements that include remote and hybrid opportunities and paid time off. We provide tuition reimbursement and assist with student-loan repayment. We offer health dental and vision insurance as well as programs that support your mental health and well-being. We pay competitively offer bonuses and investment plans and are committed to growing and developing our employees.

Our culture is one of belonging.
We strive to be transparent and accountable. We believe in equipping our associates with the knowledge and resources they need to be successful. No matter where youre at in the organization youre an integral part of our team and your input thoughts and ideas are valued.

Join others who value a workplace for all.
We appreciate and celebrate everything that makes us unique from personal characteristics to past experiences. Our different perspectives strengthen us as an organization and help us better serve all Rhode Islanders.

Were dedicated to serving Rhode Islanders.
Our focus extends beyond providing access to high-quality affordable and equitable care. To further improve the health and well-being of our fellow Rhode Islanders we regularly roll up our sleeves and get to work (literally) in communities all across the statebuilding homes working in food pantries revitalizing community centers and transforming outdoor spaces for children and adults. Because we believe it is our collective responsibility to uplift our fellow Rhode Islanders when and where we can our associates receive additional paid time to volunteer.

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 (5099) clients.

Provides direct leadership and oversight of:

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

• BCBSRIs general agent who manages the retention for the <10 Small Group segment

• All new Small Group sales activity

• Large Group Account Executives managing 5099 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 5099 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 150 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 BCBSRIs 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 (5099) Sales Team

  • Manage Account Executives responsible for 5099 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:

• Bachelors 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
  

Our culture of belonging at Blue Cross & Blue Shield of Rhode Island (BCBSRI) is at the core of all we do and it strengthens our ability to meet the challenges of todays healthcare industry. BCBSRI is an equal opportunity employer.

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