Group Business Sales Consultant

Blue Cross Blue Shield of Michigan•Detroit, MI

About The Position

The Group Business Sales Consultant is responsible for sales and retention activities across an assigned territory or geographic area covering more than 1,000 accounts, which may include national accounts or associations. The role implements a prospecting process to identify sales potential, connect products to account business goals, qualify and enroll group clients, and coordinate client servicing. It also manages the quality and consistency of product and service delivery. Other duties may be assigned.

Requirements

Six years of experience in a related field, including two years of concept sales experience.
Valid Michigan Accident and Health Insurance License, required within 90 days of the employee's start date or within 90 days of license expiration.
Valid and unrestricted driver's license, required within 90 days of the employee's start date or within 90 days of license expiration.
Advanced technical knowledge of healthcare benefits, billing, competitive programs, distribution systems, policies, procedures, underwriting, rating methodology, and regulations related to sales and marketing processes.
Excellent analytical, interpersonal, decision-making, presentation, problem-resolution, sales, verbal, and written communication skills.
Well-developed forecasting, organization, planning, and scheduling skills.
Proficiency in current industry-standard PC applications and systems, including Microsoft Office Suite.
Tact and resourcefulness in establishing and maintaining effective internal working relationships.
Ability to persuade and influence others while maintaining a professional appearance and providing a positive company public image.
Other related skills and abilities may be required to perform the job.

Nice To Haves

Bachelor's degree in Business Administration, Marketing, or a related field preferred.

Responsibilities

Identify potential group account customers through prospecting and qualification methods and agent contacts, and maintain a comprehensive database of prospects.
Determine account decision-making processes and key union and management stakeholder roles to support sales strategies and acquisition of group account business.
Prepare sales reports, action plans, presentations, proposals, sales contracts, and schedules.
Identify and follow up on new leads and referrals from field activity, and project the number of contacts needed to meet business goals.
Develop and implement comprehensive sales strategies for target account groups in accordance with accepted sales practices.
Communicate new product and service opportunities, special developments, information, and field feedback to appropriate staff members.
Identify specific account requests and requirements and incorporate solutions into proposal materials.
Verify data needed to develop rates and identify and resolve client concerns.
Monitor and communicate benefit, competitor product, and rate trends, as well as concerns raised by community leaders and prospective and existing customers.
Participate in marketing seminars, trade shows, and community forums.
Perform other duties as assigned.