Small Group Account Executive

Florida Blue • Jacksonville, FL

4d • $67,500 - $109,700 • Hybrid

About The Position

The role of the Small Group Account Executive (SGAE) is crucial for the success of Florida Blue Health. As a member of the Sales team, the SGAE plays a vital role in effectively managing and retaining existing clients, as well as driving new sales for Health and Ancillary products. This position requires excellent communication skills and the ability to analyze customer needs to provide tailored solutions. The SGAE also maintains regular contact with agents and direct clients, building strong relationships and identifying cross-selling opportunities. By staying updated on customer and agent needs, the SGAE ensures the delivery of optimal solutions. The responsibilities of this role include evaluating Small Group RFPs, analyzing competitor offerings, implementing innovative sales strategies, conducting market research, ensuring compliance, training agents, monitoring sales metrics, and driving revenue growth through cross-selling. Strong communication and relationship-building skills are essential for achieving sales targets and delivering exceptional customer service.

Requirements

• 3+ years related work experience in sales, marketing, and/or operations within the healthcare industry, specifically in medical and/or ancillary fields.
• Related Bachelor’s degree or additional related equivalent work experience.
• Active Florida state health insurance license 2-15 Health, Life and Variable Annuities Upon Hire.
• Excellent verbal and written communication skills, including well developed interpersonal skills.
• Demonstrated time management skills and the ability to manage multiple priorities.
• Experience working independently and as part of a team.
• Experience using computers and navigating among multiple systems and screens.
• Experience with listening and relating key information to comparable selling situations to apply appropriate responses and actions.
• The ability to work flexible schedules including evenings and weekends.
• Must be able to travel frequently to multiple locations for work (i.e. travel to attend meetings, events, conferences).

Nice To Haves

• Bachelor’s degree
• 3+ years experience in Group Health Sales/Retention

Responsibilities

• Evaluate and analyze new Small Group RFPs to identify the optimal product offering for potential customers and agency partners for fully and balance-funded health products.
• Conduct a thorough review and analysis of competitor offerings and then provide well-crafted counterproposal ideas.
• Collaborate closely with internal and external partners to explore and implement innovative sales strategies that drive business growth.
• Conduct thorough market research at the local and regional levels to provide valuable insights for organizations and agencies, aiding them in making informed decisions.
• Establish a consistent communication cadence with agents and direct clients to ensure timely follow-up on purchasing decisions and maintain strong customer relationships for long-term business retention.
• Thoroughly train agents on all aspects of Florida Blue Small Group Commercial Markets, including processes, tools, products, pricing, policies, and procedures.
• Monitor and assess sales metrics of agencies and agents to identify areas for improvement.
• Provide frequent performance updates, track progress toward sales targets, and collaborate on action plans with agency owners' new sales and renewal teams.
• Collaborate across segments and departments to implement innovative marketing strategies, including Go to Market, L&D initiatives, and learning programs that drive growth and foster continuous improvement for achieving sales goals.
• Increase revenue by offering a range of supplementary insurance products (such as dental, vision, life, and indemnity) to both new and existing customers.
• Utilize agents to effectively promote these products and maximize cross-selling opportunities.
• Leverage emotional intelligence, cultivate interpersonal relationships, and employ persuasive techniques to drive desired outcomes.
• Stay consistently informed about industry trends, competitor offerings, and updates in health insurance regulations to ensure up-to-date knowledge.
• Stay updated on compliance and regulations regarding both state and federal laws to ensure adherence.
• Collaborate with Florida Blue's underwriting, actuarial, billing, and operations teams to ensure segment allocation and compliance requirements are met.
• Efficiently address and resolve customer issues encountered by Agents/Groups through specific channel segments. Make diligent efforts to ensure timely support, leading to greater customer satisfaction and loyalty.
• Collaborate closely and proactively with the dedicated sales support staff to effectively identify and resolve any service issues that may arise. By fostering a strong partnership and open communication channels, we can ensure seamless customer experiences and maintain high levels of customer satisfaction.
• Thoroughly complete, meticulously process, and diligently maintain all relevant paperwork and records with utmost attention to detail and accuracy, ensuring that every piece of information is carefully documented and organized for easy retrieval and reference when needed.
• Provide exceptional service by efficiently handling and resolving escalations in collaboration with internal partners, ensuring a seamless customer experience.
• Identify strategic opportunities to strengthen key relationships by scheduling meetings with agents.
• Offer virtual or in-office training to further enhance their skills and knowledge.

Benefits

• Medical, dental, vision, life and global travel health insurance
• Income protection benefits: life insurance, short- and long-term disability programs
• Leave programs to support personal circumstances
• Retirement Savings Plan including employer match
• Paid time off, volunteer time off, 10 holidays and 2 well-being days
• Additional voluntary benefits available; and a comprehensive wellness program
• Competitive pay
• Opportunities for incentive or commission compensation
• Regular annual reviews with pay for performance considerations for base pay increases

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree