Account Executive IV, Muni

Blue Cross Blue Shield of Massachusetts•Hingham, MA

13d•$92,225 - $112,719•Onsite

About The Position

Ready to help us transform healthcare? Bring your true colors to blue. Your Day to Day: Essential Functions: Uses strong consultative selling skills, ability to build relationships, influence decision-making, and negotiate sales to meet or exceed assigned quota and goals for territory and account retention and growth, new product sales (E.g., Dental Blue), and forecast accuracy. Responsible for relationship building and management with multiple decision makers and influencers including key brokers, consultants, and accounts to leverage the position of BCBSMA in the marketplace to achieve objectives for account retention and growth. Travels to accounts to meet with financial and personnel departments, Insurance Advisory Committees (IAC), elected officials, brokers, and consultants. Development and implementation of territory and account strategy (multi-year, annual). Leverage’s marketing tools and programs to inform accounts about BCBSMA product portfolio, services, enhancements, processes, legislation, and changes to the network. Presents and interpret analytics to customers to explain utilization trends, address cost drivers and inform benefit offerings and strategies. Coordinates the preparation of proposals, including responding to complex RFPs, preparing financial exhibits and sales presentations. Presentations to accounts, IAC’s, brokers, consultants and to labor affairs. Manages the renewal process through negotiating pricing and coordination with other internal department (E.g., Marketing, Underwriting, Finance, Service). Build and maintains an understanding of municipal processes including financial and personnel structures. Partners with Account Service team to assure resolution of service issues. Challenges/Problem Solving: Responsible for managing the sales cycle for assigned account renewals including proposals, negotiating pricing, closing deals, and implementing new plan design and designing creative approaches to meet client objectives, including cost control. Must demonstrate effective organizational, time management and prioritization skills to consistently meet deadlines and performance standards Ensures that issues are routed through the proper channels at the correct level of decision-making authority. Accomplishes goals through influencing cross-functional relationships. Decision Making Authority: Manages and completes renewals with competing priorities and aggressive deadlines. Work requires analytical and policy interpretation, independent problem solving and issue resolution. Responsible to leader and to internal and external relationships for work performed cross-functionally. Leadership Responsibilities: Displays Teamwork and professionalism in all interactions internally and externally. Drives resolution of process issues and approvals cross functionally through consensus building. Mentors, trains, and provide work directions to less experienced Account Executives Directly influences revenue generation. The face of BCBSMA to brokers, consultants, and member accounts. Strong consultative, needs based, selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales and implement products. This position is eligible for the following personas: eWorker, mobile and resident.

Requirements

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.
Demonstrated leadership experience in healthcare industry.
Valid Driver’s License and a personal vehicle.
Ability to anticipate account needs for health care products or services.
Extensive knowledge of BCBSMA and competitors’ healthcare products, financial arrangements, and service delivery.
Knowledge of municipal functions.
Understanding of MGL 32b preferred.
Excellent interpersonal, communication and presentation skills.
Ability to set and maintain work standards that clearly exceed the norm.
Ability to actively solicit the support and involvement of appropriate individuals from different parts of BCBSMA to address/anticipate in customer issues.
Team player, persuasive, and professional demeanor.
High school degree or equivalent required.

Nice To Haves

Bachelor’s degree recommended.
5- 10 years business experience.
5+ years’ healthcare sales account management experience with a proven track of success.

Responsibilities

Uses strong consultative selling skills, ability to build relationships, influence decision-making, and negotiate sales to meet or exceed assigned quota and goals for territory and account retention and growth, new product sales (E.g., Dental Blue), and forecast accuracy.
Responsible for relationship building and management with multiple decision makers and influencers including key brokers, consultants, and accounts to leverage the position of BCBSMA in the marketplace to achieve objectives for account retention and growth.
Travels to accounts to meet with financial and personnel departments, Insurance Advisory Committees (IAC), elected officials, brokers, and consultants.
Develops and implements territory and account strategy (multi-year, annual).
Leverages marketing tools and programs to inform accounts about BCBSMA product portfolio, services, enhancements, processes, legislation, and changes to the network.
Presents and interprets analytics to customers to explain utilization trends, address cost drivers and inform benefit offerings and strategies.
Coordinates the preparation of proposals, including responding to complex RFPs, preparing financial exhibits and sales presentations.
Presents to accounts, IAC’s, brokers, consultants and to labor affairs.
Manages the renewal process through negotiating pricing and coordination with other internal departments (E.g., Marketing, Underwriting, Finance, Service).
Builds and maintains an understanding of municipal processes including financial and personnel structures.
Partners with Account Service team to assure resolution of service issues.
Manages the sales cycle for assigned account renewals including proposals, negotiating pricing, closing deals, and implementing new plan design and designing creative approaches to meet client objectives, including cost control.
Ensures that issues are routed through the proper channels at the correct level of decision-making authority.
Accomplishes goals through influencing cross-functional relationships.
Manages and completes renewals with competing priorities and aggressive deadlines.
Displays Teamwork and professionalism in all interactions internally and externally.
Drives resolution of process issues and approvals cross functionally through consensus building.
Mentors, trains, and provides work directions to less experienced Account Executives.
Directly influences revenue generation.
Acts as the face of BCBSMA to brokers, consultants, and member accounts.