Account Consultant IV - Public Sector (Remote)

CareFirst•Baltimore, MD

18h•Remote

About The Position

This position is responsible for renewing and growing a book of business that includes complex accounts with indemnity and managed care medical products, ancillary and specialty products, and life products. The role serves Public Sector accounts with varied funding arrangements and plan sponsors, including state, municipal, and school boards, ranging in size from 100 to more than 100,000 contracts. The Account Consultant drives revenue and manages current and prospective relationships to support product success, leads sales initiatives and strategies within an assigned territory, and achieves sales and profitability objectives by managing new and existing accounts. Candidates must be located in the Maryland, Washington, DC, or Northern Virginia area to travel to offices and client and staff meetings. The position requires 60% travel to see clients within the CareFirst region.

Requirements

Bachelor's degree in Business, Finance, or a related field, or an additional four years of relevant work experience in lieu of the degree.
Ten years of healthcare sales experience.
Current health and life licenses for Maryland, the District of Columbia, and Virginia.
Knowledge of underwriting principles; group health and life insurance financial and funding mechanisms; stop loss, Medicare Advantage, wellness, clinical, managed care, and point solutions; and healthcare delivery systems, including pricing methodologies and cost reimbursement mechanisms for self-funded and fully insured business.
Knowledge and understanding of CRM and other client management tools.
Strong customer service orientation.
Ability to recognize, analyze, and solve a variety of problems.
Excellent written and verbal communication skills.
Ability to disclose immediately any debarment, exclusion, or other event that makes the associate ineligible to perform work directly or indirectly on Federal health care programs.
Must be eligible to work in the U.S. without sponsorship.

Nice To Haves

Sales experience in public sector markets, emphasizing strategic, retention, and consultative selling.
Experience in a similar sales position with a competitor or another Blue Cross Blue Shield plan.

Responsibilities

Ensure each assigned account renews annually and pursue group growth by developing and implementing account-specific benefit and financial strategies.
Manage and develop assigned accounts to increase productivity and product sales, identify potential customers, and develop approach strategies.
Develop strong, long-term client relationships.
Take ownership of territory team initiatives and ensure deadlines are met.
Resolve issues and handle client complaints promptly and effectively.
Gather feedback and suggest ways to increase customer engagement.
Contribute to membership retention and growth as an active participant in a customer-centric, performance-based culture.
Develop cross-selling strategies to drive specialty product adoption and member engagement while creating margin growth and additional revenue streams.
Work consultatively with groups, consultants, and brokers to engage members with CareFirst products and services and deliver the whole health value proposition.
Identify and collaborate with internal resources to deliver a differentiated client experience that meets or exceeds client needs and expectations.
Travel to see clients within the CareFirst region.