Sales Executive I, Direct New Sales

Blue Cross Blue Shield of Massachusetts•Hingham, MA

1d•$25 - $31•Hybrid

About The Position

The Sales Executive is responsible for selling, marketing, and retaining the BCBSMA Medicare product portfolio on a direct basis to prospective and existing members by telephone and by online digital channels. Additional responsibilities include cross selling ancillary products, retaining, and selling new Medicare business to help grow BCBSMA revenue by prospecting, qualifying leads, uncovering needs, building value, and closing. The incumbent effectively manages time and pipeline to achieve assigned sales quota and must demonstrate knowledge of BCBSMA Medicare plans and the overall Medicare market including competitor products. The incumbent will help Medicare beneficiaries navigate one of the most important purchasing decisions of their life as they select their insurance coverage. As a Medicare Sales Executive, the incumbent will demonstrate strong retail selling skills and demonstrate command of CRM sales support technology. This position is eligible for the following personas: eWorker, mobile, resident.

Requirements

Massachusetts Life, Accident and Health producer’s license to be obtained within 90 days of start date and specified requirements met to maintain active license status.
AHIP certification to be obtained annually in conjunction with Medicare annual open enrollment period.
Two to three years of telesales or member/account service experience with strong history of delivering results.
Must demonstrate effective organizational, time management and prioritization skills to consistently meet deadlines, achieve assigned quota and overall individual goals.
Displays teamwork and professionalism in all interactions internally and externally.
Strong telephone selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, overcome objections, and close.
Strong Medicare product knowledge desired.
Excellent written and verbal communication skills.
Working knowledge and/or understanding of Salesforce and other sales technology tools
Proficiency in Microsoft Excel, Word, PowerPoint, and Outlook.
Up to date knowledge of competition, including CMS changes in a highly regulated environment.
Positive attitude, resilience, flexibility, ability to adapt to market changes and demands.
Willingness to work a flexible schedule to meet the needs of the business, i.e., evenings and weekends.
Must be self-motivated, independent, persistent, and a team player.

Nice To Haves

Bachelor’s degree preferred or equivalent work experience.
Insurance industry experience considered favorably.

Responsibilities

Using exceptional consultative and telesales skills, consistently delivers a positive brand experience when responding to inbound calls, initiating outbound calls, and following up with prospective and existing members.
Employs BCBSMA and competitor product and process knowledge and active listening skills to promptly and effectively gather the information necessary to engage the member/sales prospect, identify customer needs, present product solutions, and close the sale.
Takes appropriate number of inbound telesales calls from assigned splits/skills.
Follows up on all prospective leads that come through various channels by making outbound calls.
Meets or exceeds assigned monthly, quarterly, and annual quota.
Consistently cross sells and closes all available product lines.
Develops and implements pipeline plan to achieve sales quota.
Effectively utilizes sales technology and tools to support day to day activities including call center telephone system and contact management software to track inbound and outbound call activity results.
Assist prospective member inquiries via online digital channels offerings, live chat, and email.
Communicate effectively and provide prospects with a personal, professional, and efficient digital sales experience.
Responsible for relationship building with referral sources to leverage the position of BCBSMA in the marketplace to achieve objectives for increased corporate Medicare membership and profitability.
Executes Medicare retention programs by assisting existing Medicare members during AEP and cross selling year-round ancillary products.
Directly influences revenue generation and the growth and profitability of BCBSMA.
Complies with all federal (CMS) and state (DOI) regulations that govern Medicare plans.
Train and support on-boarding for new hires and share best practices.
Work on assigned special projects, including but not limited to testing system enhancements, updating processes, and drafting team documentation.
Independently manage and resolve escalated and complex member issues.