Account Executive IV, Large Group

Blue Cross Blue Shield of Massachusetts • Boston, MA

27d • Hybrid

About The Position

The Account Executive IV is responsible for managing a designated sales territory with a focus on client retention, consultative selling, and delivering exceptional service. This role promotes and sells the full suite of BCBSMA’s products through broker and consultant channels, as well as directly to employer groups with 100 or more employees. This position is eligible for the eWorker, mobile and resident personas.

Requirements

• Licensing & Requirements Must obtain a Massachusetts Life, Accident, and Health Producer’s License within 90 days of hire and maintain per state regulations.
• Valid driver’s license and access to a personal vehicle for travel.
• Skills & Competencies Ability to anticipate client needs and deliver customized solutions.
• Highly organized, self-motivated, and results-oriented.
• Strong communication skills—verbal, written, and presentation.
• Strategic thinker with experience in pre-sale planning and proposal development.
• Comfortable working in a fast-paced, deadline-driven environment.
• Deep understanding of industry practices, including self-funded and fully insured plans.
• Proven consultative sales success and ability to collaborate across teams.
• Education & Experience Bachelor’s degree preferred.
• 5–7 years of professional business experience.
• 3–5 years of account management experience.
• Prior sales experience preferred; healthcare sales experience strongly preferred.

Responsibilities

• Sales & Relationship Management Use consultative, solution-based sales strategies to build trust, influence decisions, and negotiate effectively.
• Meet or exceed targets for client retention, revenue growth, and new product sales (e.g., dental and ancillary benefits).
• Develop and maintain strategic relationships with brokers, consultants, and client stakeholders to strengthen market presence.
• Conduct in-person meetings to provide strategic updates and deepen engagement.
• Create and execute annual territory plans and long-term account strategies.
• Client Education & Proposal Development Collaborate with marketing and subject matter experts to educate stakeholders on products, services, regulatory updates, and network changes.
• Lead proposal development, including responses to complex RFPs, financial exhibits, and tailored presentations.
• Deliver persuasive presentations to support sales and retention initiatives.
• Renewal & Service Coordination Oversee the renewal process in partnership with internal teams (e.g., Marketing, Underwriting, Finance, Service, Product Management).
• Work closely with Account Service Consultants to ensure high-touch service and prompt issue resolution.
• Facilitate seamless transitions from Sales Executives to Account Management for new clients.
• Problem Solving & Strategic Execution Manage the full lifecycle of account renewals, including strategy, proposal development, negotiation, and implementation.
• Demonstrate strong organizational and time management skills to meet deadlines and performance goals.
• Resolve complex challenges by engaging decision-makers and coordinating across departments.
• Decision-Making & Autonomy Independently manage renewals and competing priorities under tight deadlines.
• Apply analytical thinking and policy knowledge to resolve issues, escalating when necessary.
• Operate effectively within a matrixed organization, balancing input from leadership and cross-functional teams.
• Leadership & Influence Act as the primary external representative to brokers, consultants, and clients.
• Model professionalism and collaboration in all interactions.
• Drive resolution through consensus-building and cross-functional teamwork.
• Mentor Account Service Consultants and contribute to revenue growth through retention and cross-selling.

Benefits

• We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well-being benefits to eligible employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees