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 containing more than 1,000 accounts, potentially including national accounts or associations. The role implements a prospecting process, identifies sales potential, connects products to account business goals, qualifies and enrolls group clients, and coordinates client servicing. It also manages the quality and consistency of product and service delivery. The consultant develops sales strategies for target account groups, identifies decision-makers and key union or management stakeholders, and prepares sales reports, action plans, presentations, proposals, contracts, and schedules. The role monitors benefit, competitor product, and rate trends; communicates field feedback and new opportunities to appropriate staff; and participates in marketing seminars, trade shows, and community forums. Other duties may be assigned.

Requirements

Six years of experience in a related field, including two years of concept sales experience.
Obtain or hold a valid Michigan Accident and Health Insurance License within 90 days of the employee's start date or within 90 days of license expiration.
Possess a valid and unrestricted driver's license.
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 with 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

Conduct sales and retention activities for an assigned territory or geographic area of more than 1,000 accounts, which may include national accounts or associations.
Implement prospecting processes to identify sales potential and connect products to account business goals.
Qualify and enroll group clients and coordinate their servicing.
Manage the quality and consistency of product and service delivery.
Identify potential group account customers through prospecting, qualifying methodologies, and agent contacts, and maintain a comprehensive prospect database.
Determine account decision-making processes and key union or 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 leads and referrals from field activity, and project the number of contacts needed to meet business goals.
Develop and implement 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.
Identify 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 of community leaders and prospective and existing customers.
Participate in marketing seminars, trade shows, and community forums.
Perform other duties as assigned.