Manager of Under 100 Sales

Blue Cross & Blue Shield of Rhode Island•Providence, RI

14d•Hybrid

About The Position

At BCBSRI, our greatest resource is our people. We come from varying backgrounds, different cultures, and unique experiences. We are hard-working, caring, and creative individuals who collaborate, support one another, and grow together. Passion, empathy, and understanding are at the forefront of everything we do—not just for our members, but for our employees as well. We recognize that to do your best work, you have to be your best self. It’s why we offer flexible work arrangements that include remote and hybrid opportunities and paid time off. We provide tuition reimbursement and assist with student-loan repayment. We offer health, dental, and vision insurance as well as programs that support your mental health and well-being. We pay competitively, offer bonuses and investment plans, and are committed to growing and developing our employees. Our culture of belonging. We strive to be transparent and accountable. We believe in equipping our associates with the knowledge and resources they need to be successful. No matter where you’re at in the organization, you’re an integral part of our team and your input, thoughts, and ideas are valued. Join others who value a workplace for all. We appreciate and celebrate everything that makes us unique, from personal characteristics to past experiences. Our different perspectives strengthen us as an organization and help us better serve all Rhode Islanders. We’re dedicated to serving Rhode Islanders. Our focus extends beyond providing access to high-quality, affordable, and equitable care. To further improve the health and well-being of our fellow Rhode Islanders, we regularly roll up our sleeves and get to work (literally) in communities all across the state—building homes, working in food pantries, revitalizing community centers, and transforming outdoor spaces for children and adults. Because we believe it is our collective responsibility to uplift our fellow Rhode Islanders when and where we can, our associates receive additional paid time to volunteer.

Requirements

Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field (or equivalent experience)
7+ years of experience in healthcare sales, account management, or broker-facing roles
3+ years of leadership or team management experience
Strong understanding of health insurance products and market dynamics (medical, dental, vision)
Ability to develop and monitor sales and retention metrics
Strong leadership, coaching, and performance management skills
Excellent communication, presentation, and relationship management skills
Ability to influence and collaborate across multiple stakeholders
Strategic thinking with the ability to translate strategy into execution
Strong analytical and problem-solving skills
Ability to manage competing priorities in a fast-paced environment
Customer and broker-centric mindset

Nice To Haves

Experience in Small Group and/or Large Group health insurance markets
Knowledge of medical, dental, and vision products
Familiarity with broker distribution models and general agent relationships
Experience managing multi-segment portfolios (small and large group)

Responsibilities

Lead Under 100 Sales Performance
Drive execution of sales and retention strategy across Small Group and 50–99 Large Group segments
Ensure achievement of membership, enrollment, and retention goals
Oversee Small Group Account Executives
Manage performance and development of Account Executives responsible for 1–50 business
Ensure effective management of books of business across medical, dental, and vision products
Oversight for intermediaries and associations.
Monitor account performance, retention strategies, and broker engagement
Manage BCBSRI’s general agent
Oversee team responsible for <10 Small Group segment
Drive retention performance and operational execution within this subsegment
Ensure alignment with broader Under 100 strategy and customer experience goals
Drive New Small Group Sales
Oversee all new business activity for Small Group segment
Partner with brokers, general agents, and internal teams to maximize sales pipeline and conversion
Identify and execute growth opportunities in target segments
Lead Large Group (50–99) Sales Team
Manage Account Executives responsible for 50–99 fully insured groups
Ensure strong retention, account performance, and growth within this segment
Provide strategic direction on account planning and broker engagement
Broker and Market Relationship Management
Develop and maintain strong relationships with broker partners and general agents
Identify opportunities to enhance broker engagement, satisfaction, and production
Represent the organization in market-facing activities and broker forums
Performance Management & Reporting
Establish and monitor key performance indicators for sales, retention, and growth
Analyze trends and performance data to identify risks and opportunities
Provide regular reporting and insights to leadership
Cross-Functional Collaboration
Partner with Product, Marketing, Underwriting, and Operations teams to support sales execution
Ensure alignment of sales strategies with product offerings and market needs
Support implementation of segment initiatives and go-to-market strategies
Team Leadership & Development
Provide leadership, coaching, and development for direct reports
Foster a high-performance, accountable, and collaborative team culture
Support talent development and succession planning