Account Executive I, Inside Sales

Blue Cross Blue Shield of Massachusetts•Hingham, MA

25d•$27 - $33•Hybrid

About The Position

Within a call center environment, the Account Executive I, Inside Sales is responsible for marketing, selling, and retaining the BCBSMA Commercial Medical and Dental small group product portfolio with our broker partners, direct accounts, and individuals. Inside Sales Executives are expected to cross sell, retain, and sell new business (multiple lines) to help grow the BCBSMA market share as well as build and maintain broker partner relationships that influence the sale of the product portfolio. They are knowledgeable of our complete line of products and services and provide consultative, complex solutions in a price sensitive and regulated environment. Through efficient territory and time management they work to develop and implement strategies that include insured arrangements as well as drive our consumer engagement products including Healthy Actions, RAM and tiered network products. This position is eligible for the following personas: eWorker, Mobile, Resident.

Requirements

2 -3 years of telesales or member/account service experience with strong track record of delivering results and high performance.
Must demonstrate effective organizational, time management and prioritization skills in order to consistently meet deadlines, achieve assigned quota and overall individual goals.
Displays teamwork and professionalism in all interactions internally and externally.
Goal oriented individual who can thrive in a high-pressure environment while helping drive results independently and as a team.
Strong telephone selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, overcome objections and close.
Strong product knowledge.
Excellent written and verbal communication skills.
Working knowledge and/or understanding of salesforce and other sales technology tools
Proficiency in Microsoft Excel, Word, PowerPoint and Outlook
Up to date knowledge of competition as well as legislative changes in a highly regulated environment
Positive attitude, resilience, flexibility and ability to adapt to changing sales cycles and demands.
Must be self-motivated, independent, persistent and a team player.
High school degree or equivalent required unless otherwise noted above

Nice To Haves

Bachelor’s degree preferred or equivalent work experience.
Insurance industry experience considered favorably.
Massachusetts Life, Accident and Health producer’s license to be obtained within 90 days of start date and specified requirements met to maintain active license status.

Responsibilities

Using strong consultative, solutions based telesales skills, consistently delivers a positive brand experience when responding to inbound calls and emails, initiating outbound calls, and following up with existing and new account prospects.
Employs BCBSMA and competitor product and process knowledge and active listening skills to promptly and effectively gather the information necessary to engage the broker, account or member, identify customer needs, offer the appropriate telephonic, online, and offline sales support, build value, present strategic solutions, and retain and /or win the business.
Foster and maintain positive and productive relationships with broker distribution channel and their support staff.
Supports emerging vertical markets such as COOPs and Public and Private Exchanges Promotes and sells engagement products such as Healthy Actions, HCCS, High Ded., HSA compatible and Select Network products Review renewals for possible cross sale opportunities, provide creative product alternatives that demonstrate a consultative approach.
Obtain new accounts through brokerage channels for sales. Meets or exceeds assigned monthly, quarterly, and annual quota for new accounts and retention.
Consistently cross sells and closes all available product lines.
Assist brokers with technology and those renewals that need manual intervention.
Effectively utilizes sales technology and tools to support day to day activities.
Takes appropriate number of inbound retention calls from assigned splits/skills.
Follows up on all prospective leads and customary inquiries.
Work collaboratively with Inside Service Team, other segments and departments to ensure prompt resolution and proactive approach when possible.
Strategize with Underwriting to ensure best possible options for account to either choose BCBSMA as their benefits solution or remain with BCBSMA.
Work with Dental and Ancillary team to develop strategies to promote cross selling and effective strategies that include bundling products for over-all savings.
Act as trusted advisor on all relevant issues including new products, processes, and Health Care Reform Directly influences revenue generation and the growth and profitability of BCBSMA.
Complies with all federal and state regulations that govern the sales process.