Mid-Large Group Account Sales Consultant I (Rochester Territory)

Excellus BCBS•Rochester, NY

About The Position

Based on the book of business associated with this opening, we're exclusively seeking candidates who reside in Rochester, NY Summary: The Account Sales Consultant is responsible for prospecting new sales while providing service solutions for existing accounts. In accordance with established annual sales and retention goals, the Account Sales Consultant will provide existing accounts and brokers with education, benefit consulting, guidance, and coordination of benefit plans. Accounts are a mix of experience rated accounts including fully insured and self-funded. This group manages medical and all ancillary lines of business for accounts with over 100 full-time equivalents. Essential Accountabilities: Level I Establishes, develops, and maintains positive business relationships with prospective and current clients, brokers, and internal department contacts. Researches accounts and generates or follows through on sales leads. Coordinates sales effort with team members and other departments. Performs cost-benefit and needs analysis of existing/potential customers to meet their needs. Accounts will typically have less complex financial arrangements and will be predominantly Health Plan based employee populations. Responsible for providing solutions to groups to meet those needs to ensure account satisfaction. Conducts open enrollment meetings with broker partners and group representatives to review existing benefits and educate/update on new benefits ensuring an appropriate comprehension level of benefits for assigned groups and their employees. This includes any plan changes, mandates, rates, billing procedures, and enrollment procedures. Conducts regularly scheduled meetings (monthly/quarterly) with broker partners for training and informational purposes. Expedites the resolution of customer problems and complaints to maximize satisfaction. Works with appropriate internal departments in order to deliver proper responses. Responsible for maintaining client detail (existing, at risk, etc.) and prospect history. Submits reports to management on customer needs, problems, interests, and competitive activities keeping them advised of significant developments in their book of business. Prepares and participates in educational programs such as health fairs and Wellness seminars. Keeps abreast of best practices and promotional trends. Attends meetings, sales events, and trainings to keep abreast of the latest corporate, national, and legislative developments impacting the delivery of health care benefits. Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs. Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures. Regular and reliable attendance is expected and required. Performs other functions as assigned by management. Level II (in addition to Level I Accountabilities) Manages more complex relationships involving group leaders, brokers, senior management, and internal departments. Accounts will typically require more complex/strategic financial arrangements. Mentors newer account consultants/service reps. Proactively seeks participation in internal projects. Stands in for management when meetings are delegated.

Requirements

Valid NYS Accident and Health License is required within six months of employment. Employees without a license are not eligible for sales incentive awards or contests. Any sales made while not licensed are not eligible for incentive compensation.
Highly motivated and target driven with two (2) or more years of experience in direct sales.
Health insurance sales and/or industry experience beneficial.
Proven ability to build productive professional relationships.
Strong business acumen with ability to explain and answer questions about the financial aspects of rate determination, renewal, and underwriting to clients.
Ability to create and deliver presentations tailored to the audience needs.
Familiarity with different sales techniques and pipeline management, as well as best practices in maintaining account details.
Excellent oral and written communication skills and the ability to deal effectively and professionally with all levels of account management and personnel.
Ability to adapt and respond to the diverse and unexpected situations normally encountered in marketing and service occupations.
Must have and maintain a valid NYS Accident and Health license.
A proven track record of four (4) or more years in direct sales.
Exceptional analytical/problem-solving skills.
Demonstrated mentoring/leadership skills.
Ability to travel across the Health Plan service region for presentations, meetings, and/or trainings as needed.
Ability to work while sitting and/or standing at a workstation viewing a computer and using a keyboard, mouse and/or phone for three (3) or more hours at a time.
May be required to transport sales collateral/materials to and from meetings/events.

Nice To Haves

Health insurance sales and/or industry experience desired.

Responsibilities

Establishes, develops, and maintains positive business relationships with prospective and current clients, brokers, and internal department contacts.
Researches accounts and generates or follows through on sales leads.
Coordinates sales effort with team members and other departments.
Performs cost-benefit and needs analysis of existing/potential customers to meet their needs.
Responsible for providing solutions to groups to meet those needs to ensure account satisfaction.
Conducts open enrollment meetings with broker partners and group representatives to review existing benefits and educate/update on new benefits ensuring an appropriate comprehension level of benefits for assigned groups and their employees.
Conducts regularly scheduled meetings (monthly/quarterly) with broker partners for training and informational purposes.
Expedites the resolution of customer problems and complaints to maximize satisfaction.
Works with appropriate internal departments in order to deliver proper responses.
Responsible for maintaining client detail (existing, at risk, etc.) and prospect history.
Submits reports to management on customer needs, problems, interests, and competitive activities keeping them advised of significant developments in their book of business.
Prepares and participates in educational programs such as health fairs and Wellness seminars.
Keeps abreast of best practices and promotional trends.
Attends meetings, sales events, and trainings to keep abreast of the latest corporate, national, and legislative developments impacting the delivery of health care benefits.
Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies’ mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs.
Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.
Regular and reliable attendance is expected and required.
Performs other functions as assigned by management.
Manages more complex relationships involving group leaders, brokers, senior management, and internal departments.
Proactively seeks participation in internal projects.
Stands in for management when meetings are delegated.