Senior Group Consultant

Blue Cross and Blue Shield of Kansas•Wichita, KS

3d•$116,000 - $145,000•Onsite

About The Position

The Senior Group Sales Consultant will work in collaboration with Regional Sales Managers throughout the sales cycle to uncover and deliver incremental growth opportunities. This individual will also engage directly with our most strategic prospects and clients and be responsible for a variety of revenue generating activities. This position is based onsite in our Wichita office and requires travel throughout the Wichita region.

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.
Must have and maintain a valid drivers license and a driving record that qualifies for the company automobile insurance.
Required to sign a non-compete agreement.
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.
Ability to effectively communicate complex concepts to customers.
Excellent customer service and follow up skills required.
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.
Bachelors degree in business, marketing, economics or related field preferred.
In lieu of degree, must have four 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.
One year of outside sales success in a competitive environment.
Previous outside large group health sales and retention success in a competitive environment.
Key account development with experience assessing and developing key decision-makers and influencers.
Experience in engaging with customers and handling long-term/high value contracts.

Responsibilities

Keep clients and prospects informed about Blue Cross and Blue Shield of Kansas and provide ongoing education to keep our clients informed about our products and services.
Complete enrollment of a prospect by executing contracts and enrollment material, educate group leader and employees.
Employs appropriate time management and 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 and assist in developing sales aids and recommend improvements in sales materials, where applicable.
Required to interpret system and contract issues on non-standard benefit groups.
Overcome jeopardy situations with analysis and knowledge of commercial competition.
Develop prospects through personal calls, follow-up as appropriate and deliver renewals and complete appropriate paperwork in a timely fashion.
Maintain accurate records within the sales database system and plans for proper and timely completion of all required reports (annual plans and weekly activity reports).
Assist with notifying groups of delays in paying premiums timely.
Communicates with groups and the underwriting department when exceptions to coverage and options are denied.
Must keep current on market conditions in the assigned 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.
When necessary, oversees office and sales support staff.
Attends monthly staff meetings and provides management with feedback of insureds attitudes and develops recommendations for improvement, where applicable.