Senior Manager, Sales Enablement

Blue Cross and Blue Shield Association•Chicago, IL

1d•Hybrid

About The Position

This role drives and supports Plans' initiatives to preserve and grow National Account business by providing strategic request for proposal (RFP) assistance or request for information (RFI), leadership, and the ongoing improvement of sales support tools, along with other sales enablement tasks aligned with National Account system goals. Oversees a team tasked with orchestrating cross-divisional collaboration, involving various subject matter experts to aid Plans in their response strategies and the upkeep of sale support tools and additional sales support resources. Cultivates robust relationships with Plan and Consortium Health Plan stakeholders, heads the Inter-Plan Collaboration Leaders Ancillary Group, and crafts strategic communications to bolster Plan sales of National Accounts. Responsibilities include but are not limited to: Knowledge of National Programs and solutions to improve Plan responses to customer needs. It refines sales enablement tools and RFP support based on a thorough understanding of RFPs/RFIs from national employer groups. Additionally, it leads the development of sales support tools, collaborates with brokers/consultants, and oversees the Inter-Plan Collaboration Leaders Ancillary Group. Oversees and manages all BCBSA activities to assist Plans in completing their RFP/RFI responses to national account clients, ensuring prompt and accurate information collection and return. It is responsible for generating centralized responses to Plans, including regular communications and RFP information, and establishing ongoing support processes. Additionally, it sets up and meets BCBSA service level agreements with Plans, escalates issues internally when needed, and drives the creation and delivery of training sessions for Plan proposal staff. Establishes robust working relationships with essential Plan contacts, engaging with them consistently and meaningfully. Supports the Plans' interactions with their clients, including national accounts, consultants, and brokers, through various means such as written communications, conference calls, and face-to-face meetings. Builds solid internal cross-functional relationships with key stakeholders and information owners to support the Plans' RFP/RFI requirements. Liaises with CHP regarding RFP/RFI support, ensuring high degree of coordination and collaboration. Represents BCBSA in CHP and Plan workgroup meetings. Leads customized subject matter expert support to develop key messaging and toolkit materials, for specific initiatives and across the portfolio. Collaborates in development of marketing and/or technical collateral, along with other intermediary activities (sharing best practices, creating implementation guides, etc.). Identifies the interconnections among various components to create pertinent sales inputs. Lead and manage a team with the aim of driving effective performance management, fostering professional growth, and creating a positive and inclusive work environment. This role is dedicated to utilizing strong leadership and communication skills to motivate and inspire team members, ensuring they are aligned with and committed to achieving the organization’s goals.

Requirements

BS in business, management, communications and/or sales or equivalent work experience
7+ Years health insurance experience, including building health insurance purchaser/customer relationships
Demonstrated strategic thinking and approach to problem solving.
Demonstrated effective written and oral communication skills, including delivery of written papers and presentations.
Effective organization, presentation, negotiation and communications skills (oral and written).
Ability to demonstrate good judgment and critical thinking relative to problem analysis/resolution at both the strategic and functional levels.
Ability to build effective relationships with cross-functional teams.
Proven consensus building and negotiation skills.
Demonstrated ability to navigate challenging situations, with tact and savvy.
Proven ability to develop key business partnerships both internal and external, including effective customer relationship skills and demonstrated interpersonal skills for building and fostering key relationships.

Nice To Haves

Demonstrates AI literacy and an understanding of generative AI tools, including appropriate business applications and limitations.
Minimum 7 years of health insurance experience, including building health insurance purchaser/customer relationships.
Management or leadership experience.
Experience with crafting responses to health insurance RFP/RFIs from employers, consultants and/or brokers.
Experience establishing market responsive Service Level Agreements (SLA).
Experience leading in a matrix environment.

Responsibilities

Provide strategic request for proposal (RFP) assistance or request for information (RFI).
Oversee a team tasked with orchestrating cross-divisional collaboration.
Cultivate robust relationships with Plan and Consortium Health Plan stakeholders.
Head the Inter-Plan Collaboration Leaders Ancillary Group.
Craft strategic communications to bolster Plan sales of National Accounts.
Refine sales enablement tools and RFP support based on a thorough understanding of RFPs/RFIs from national employer groups.
Lead the development of sales support tools.
Collaborate with brokers/consultants.
Oversee the Inter-Plan Collaboration Leaders Ancillary Group.
Manage all BCBSA activities to assist Plans in completing their RFP/RFI responses to national account clients.
Generate centralized responses to Plans, including regular communications and RFP information.
Establish ongoing support processes.
Set up and meet BCBSA service level agreements with Plans.
Escalate issues internally when needed.
Drive the creation and delivery of training sessions for Plan proposal staff.
Establish robust working relationships with essential Plan contacts.
Support the Plans' interactions with their clients, including national accounts, consultants, and brokers.
Build solid internal cross-functional relationships with key stakeholders and information owners.
Liaise with CHP regarding RFP/RFI support.
Represent BCBSA in CHP and Plan workgroup meetings.
Lead customized subject matter expert support to develop key messaging and toolkit materials.
Collaborate in development of marketing and/or technical collateral.
Identify the interconnections among various components to create pertinent sales inputs.
Lead and manage a team with the aim of driving effective performance management, fostering professional growth, and creating a positive and inclusive work environment.
Utilize strong leadership and communication skills to motivate and inspire team members.