Group Sales Consultant

Blue Cross and Blue Shield of Kansas•Hutchinson, KS

3d•$99,440 - $124,300

About The Position

The Group Sales Consultant generates existing and new business opportunities out of book to meet assigned business targets. Must be able to communicate the breadth of products, solutions, and initiatives. Creates and execute strategies, proactively targeting client segments, to generate partnership opportunities as well as act as the first point of contact within sales for new inquiries generated from marketing activity and any calls which warrant sales engagement. Additionally, the Group Sales Consultant will own a territory that will require creation and execution of business strategies to meet growth targets. Responsible for discovering, developing and maintaining benefits brokerage relationships that result in the ongoing sales and retention of Blue Cross and Blue Shield of Kansas benefit products.

Requirements

Requires the ability to develop relationships with brokers and educate them about products and processes of Blue Cross and Blue Shield of Kansas.
Requires the ability to acquire and understand Blue Cross and Blue Shield Association rules and regulations concerning groups and prospects that Blue Cross and Blue Shield of Kansas can write in our Plan area.
Requires the ability to complete a high volume of quality sales and retention calls in an effort to meet minimum goals and in meeting the needs of the customer.
Requires the ability to acquire industry knowledge of insurance products, services and sales culture.
Exceptional objection handling & closing skills
Expected to maintain high integrity & ethical standards and professional appearance standards
Must have and maintain a valid driver’s license and a driving record that qualifies for the company automobile insurance.
Required to sign a non-compete agreement.
Documented history of sales attainment/exceeding sales goals.
Ability to understand complex contracting and develop sound financial business case.
Strong computer acumen and business application.
Strong verbal, written and interpersonal communication skills.
Bachelor’s degree in business, marketing, economics or related field preferred. In lieu of degree, must have three years extensive direct sales experience.
If not already attained, must acquire a State of Kansas Insurance Agents License within 60 days and must maintain license through employment.
Ability to work flexible and morning & evening hours.
Some overnight travel will be required.
Requires a minimum of 75% travel within assigned area of responsibility.

Nice To Haves

Previous outside sales success in a competitive environment.
Extensive B2B sales and account management, group health insurance sales and retention, or selling employee benefits in the brokerage environment preferred.

Responsibilities

Keep marketplace informed about Blue Cross and Blue Shield of Kansas.
Complete enrollment of a prospect by executing contracts and enrollment material, educate group leader and employees
Provide timely follow-up and thorough service to all clients and all company personnel.
When appropriate, recommend benefit changes and/or new product sales to meet the needs of our clients.
Required to interpret system and contract issues on non-standard benefit groups.
Overcome jeopardy situations with analysis and knowledge of commercial competition.
Provide ongoing education to keep our clients informed about our products.
Assist with notifying groups of delays in paying premiums timely.
Communicates with groups for the Underwriting Department when exceptions to coverage and options are denied.
Must keep current on market conditions in territory as well as keeping abreast of state and federal health insurance reform issues.
Helps resolve claims issues with Customer Service Center and groups when benefits are not correctly processed.
Deliver renewals and develop prospects through personal calls, follow-up appropriate.
Plans for proper and timely completion of all required reports (annual plans and weekly activity reports) and enter all calls in TMS sales database system.
Assists in developing sales aids and policy and recommends benefit and procedural changes benefit and procedural changes, where applicable.
Must support and exhibit the company's values of integrity, dependability, service, growth and progress, and courage.

Benefits

Base compensation is only one component of your competitive Total Rewards package
Incentive pay program (EPIP)
Health/Vision/Dental insurance
6 weeks paid parental leave for new mothers and fathers
Fertility/Adoption assistance
2 weeks paid caregiver leave
401(k) plan matching up to 5%
Tuition reimbursement
Health & fitness benefits, discounts and resources
Paid vacation and sick leave with paid maternity and paternity available immediately upon hire