Director External Sales

Blue Cross and Blue Shield of Kansas•Topeka, KS

7d•Hybrid

About The Position

The Director, External Sales is responsible for developing and leading the sales and retention strategy for external group clients at Blue Cross Blue Shield of Kansas (BCBSKS). This role is instrumental in driving enrollment growth, client retention, and revenue generation across the state. The Director contributes to the development of both short- and long-term strategic sales plans and oversees the implementation of initiatives through collaboration with brokers, internal teams, and field staff. In collaboration with the Director, Association Health Plans and National and Key Accounts, this position plays a key role in managing relationships, ensuring high levels of service and compliance, and developing strategies that align with corporate goals.

Requirements

Maintained knowledge of market trends and regulatory updates
Exceptional communication, presentation, and interpersonal skills.
Ability to develop and communicate complex sales strategies and financial cases.
Strong knowledge of health insurance regulations, products, and funding mechanisms.
High level of proficiency in sales systems and business technology tools.
Strong leadership, problem-solving, and time management skills.
Ability to hold up the company’s core values: integrity, dependability, service, growth and progress, and courage.
High school diploma or equivalent required.
Minimum 8 years’ experience in health insurance sales or account management with a focus on external groups and broker relations required.
Minimum 3 years’ leadership experience required.
Required to obtain a Kansas insurance agent’s license within 60 days of hire. License must be maintained throughout employment.
Valid driver’s license and a driving record that qualifies for the company automobile insurance, which must be maintained through employment.
A non-compete agreement will be required.

Nice To Haves

Bachelor’s degree in business administration, health care, or finance/economics preferred.
Minimum 5 years’ experience with association plan sales and regulatory compliance preferred.
Prior experience with a Blue Cross Blue Shield Plan preferred.

Responsibilities

Develop external sales strategies to meet enrollment, revenue, and retention goals and execute strategy where applicable
Develop long-term sales objectives and annual business plans aligned with company growth and strategic targets.
Build and maintain strong relationships with brokers, consultants, and group decision-makers.
Advocate for clients to ensure consistent, high-quality service.
Provide consultative benefits support to both prospective and existing group clients.
Resolve complex issues related to group accounts, provider relationships, and benefits administration.
Partner with internal departments to implement and administer group policies.
Partner cross-functionally to incorporate product and regulatory updates into group policy implementation and communicate clear impacts and next steps to brokers and clients.
Oversee responses to Request for Proposal (RFP)s/RFIs and ensures compliance with BlueCard, Blue Cross Blue Shield Association (BCBSA) marketing guidelines, and regulatory requirements.
Lead, guide, develop and support Regional Sales Managers and sales staff across the state while monitoring performance, conducting evaluations, overseeing internal training, and implementing coaching strategies consistently.
Establish departmental staffing strategy, workforce plans, and resource allocation frameworks to support strategic initiatives; manage corresponding budgets
Represent BCBSKS at industry events, conferences, and community functions contributing to thought leadership in the healthcare and benefits space.