Sr. Sales Account Representative-Large Group

Responsible for retention activities for BCBSM and/or BCN customers generally with 50 to 99 contracts in a group within an assigned geographic area working in close coordination with Client Engagement Manager and Client Operations Managers overseeing the agent relationship(s) associated with those accounts. Retention activities include planning strategizing benefit consulting and administration to increase membership as well as required resell activities. Responsibility may include enrolled and prospective customers.

• Working in concert with the Sales Manager to propose specific retention strategy that is aligned with the overarching strategy for that agency relationship by understanding the decision-making process and gaining trust and respect from key agent decision makers.
• Provide the agent/customer with information related to alternate methods of health care delivery (e.g. HMO POS PPO). May include financial alternatives such as funding options.
• Use established resell process to coordinate customer acceptance of renewals open enrollment activities and the acquisition of information for the completion of necessary reporting.
• Explore possible jeopardy situations and develop and implement sales strategies to retain the group working in concert with the Client Engagement Manager.
• Identify complex servicing problems refer through appropriate internal channels and assure resolution of the problems.
• Coordinate and assist in the education and training of group contact personnel.
• Complete and forward all sales plans and/or reports as required.
• Responsible for involvement in community relations activities to support corporate sales and marketing images.
• Secure necessary data for the development of rates for proposed programs.
• Develop presentations of proposed programs in order to meet customer needs and close the sale.
• Coordinate the successful implementation of new business enrollment with the sales office.

QUALIFICATIONS

• Bachelors Degree in Business Administration Marketing or related field preferred.
• Three (3) years of concept sales or face-to-face service experience.
• If an employee is selling/negotiating a price as part of the duties and responsibilities of this job the following licenses are required within 90 days of the employees start date or 90 days from license expiration date.
  1. Valid Michigan Accident and Health Insurance License.
  2. Valid and unrestricted drivers license is required.
• Excellent analytical presentation problem resolution sales verbal and written communication skills.
• Well-developed forecasting organizing planning and scheduling skills.
• Proficient in current industry standard PC applications and systems.
• High degree of technical knowledge of all benefits billing competitive programs distribution systems methods policies procedures rating regulations selling process and underwriting as it relates to sales and marketing.
• Thorough knowledge of alternative benefit delivery programs corporate philosophy medical economics trust fund and union structures.
• Other related skills and/or abilities may be required to perform this job.

All qualified applicants will receive consideration for employment without regard to among other grounds race color religion sex national origin sexual orientation age gender identity protected veteran status or status as an individual with a are hired on an at will basis. Nothing herein is intended to create a contract.