Sales Account Executive

Blue Cross and Blue Shield of Louisiana

3d•Onsite

About The Position

This position is responsible for managing relationships with assigned brokers, external vendors, and groups, while also establishing relationships with new groups for sales and renewals. The role involves prospecting, expanding, and maintaining group renewals. This position works with customers and internal personnel, providing training, product knowledge, and technical expertise to ensure customer satisfaction and the smooth operation of internal enrollment procedures. The role is accountable for complying with all laws and regulations. This role does not manage people and reports to the REGIONAL DIRECTOR, GROUP AND INDIVIDUAL SALES. Necessary contacts include Membership and Billing, Actuarial, Underwriting, Claims, Legal, Medical Review, all levels of employees as needed, account consultants, assigned brokers, and company executives.

Requirements

Bachelor's in Marketing, Business or related field is required (Four years of related experience can be used in lieu of a Bachelor’s degree).
4 years of experience in account management or sales with a major carrier is required.
3 years of Self-Funding, Stop Loss, and experience working with larger 200+ ASO groups is required.
Demonstrated self-starter and always striving to improve productivity.
Demonstrated work experience that displays a consistent high sales and retention rate.
Excellent presentation and public speaking skills are necessary.
Able to field underwrite the group for the broker.
Excellent grammatical and letter writing skills.
Proficient in Microsoft Office and general computer skills.
Demonstrated presentation skills.
Experience analyzing reports, determining product mix for customers, and analyzing financial information.
Strong operational as well as account management skills.
Creative and innovative thinker.
High level of interpersonal skills with the ability to manage client relationships at both the day-to-day level, as well as the executive C-Suite level.
Ability to manage several projects at one time.
Ability to travel daily in the local area and statewide on occasion.
Louisiana state insurance Life, Health, and Accident license is required.

Nice To Haves

Residency in or relocation to Louisiana is preferred.

Responsibilities

Manage relationships with assigned brokers, external vendors, and groups.
Establish relationships with new groups for sales and renewals.
Prospect, expand, and maintain group renewals.
Provide training, product knowledge, and technical expertise to customers and internal personnel.
Ensure customer satisfaction and the smooth operation of internal enrollment procedures.
Comply with all laws and regulations.
Define and oversee the execution of account management and retention strategies for large and complex customers.
Identify opportunities for upsells of specialty lines of coverage and other services.
Achieve established sales/retention quota through broker-driven distribution.
Provide group clients with complete information on availability and pricing of group products.
Initiate visits and personal contacts with prospective groups and brokers to explain products and procedures.
Develop business relationships with consultants and key decision makers.
Review and screen all new business received for proper documentation and enrollment information.
Document all calls, activities, quote histories, and follow-ups in the automated sales tracking system.
Manage the annual renewal process, including underwriting negotiation, preparation of renewal analysis, and client presentations.
Coordinate ongoing clinical/utilization review meetings, utilizing medical and clinical SMEs within the organization.
Train/mentor junior level Account Management staff.
Identify competitive situations within assigned accounts or group market, analyze information, and develop proposals and execution plans.
Work directly with regional office staff to ensure all aspects of account management are executed to meet high service standards.
Perform other job-related duties as assigned.