Account Executive - Middle Market, Senior

Blue Shield of California•Long Beach, CA

About The Position

The Mid-Market Sales team manages employer groups in the 100-3,000 eligible employee market. The Account Executive, Senior will report to the Director of Account Management. In this role you will be working directly with brokers in the greater LA and Central Coast region and the clients they represent. While overseeing service aspects of for those clients, the main responsibility is working with brokers and their clients to deliver Blue Shield of California’s Value Proposition and successfully negotiate annual renewal increases and upsell new products.

Requirements

Requires at least 5 years of prior relevant experience
Requires at least 3 years sales Health Plan experience
Requires current life agent license
Requires a bachelors degree or equivalent experience
Requires specific experience with responsibility for renewal negotiation of medical plans
Requires experience or knowledge of the California health insurance market

Nice To Haves

Desired to have some existing broker relationships in the greater LA region

Responsibilities

Use thorough understanding of competitive product offerings and can confidently differentiate between BSCA and competitive products
Use thoroughly understanding upcoming developments in the healthcare market (healthcare reform, state and local healthcare legislation, new entrants, customer need shifts)
Communicate with clients and brokers in a proactive and timely manner.
Gain access to some executive level decision makers
Use Bok of Business and other data to proactively anticipate client needs.
Asks probing questions to understand client needs
Anticipates client pushback and has intermediate understanding of factors driving the renewal calculation e.g. stickiness, switching costs, client value drivers, negotiate with brokers (medium complexity)
Successfully renew business and upsell new products
Build quality, productive broker relationships
Present valuable data insights to brokers and clients
Meet and develop relationships with your top, most critical clients
Develop relationships with support staff and internal partners