Sr. Sales Account Representative-Large Group

Blue Cross Blue Shield of Michigan•Detroit, MI

About The Position

Responsible for retention activities for BCBSM and/or BCN customers generally with 50 to 99 contracts in a group within an assigned geographic area working in close coordination with Client Engagement Manager and Client Operations Managers overseeing the agent relationship(s) associated with those accounts. Retention activities include planning, strategizing, benefit consulting and administration to increase membership as well as required resell activities. Responsibility may include enrolled and prospective customers. Working in concert with the Sales Manager to propose specific retention strategy that is aligned with the overarching strategy for that agency relationship, by understanding the decision-making process and gaining trust and respect from key agent decision makers. Provide the agent/customer with information related to alternate methods of health care delivery (e.g., HMO, POS, PPO). May include financial alternatives such as funding options. Use established resell process to coordinate customer acceptance of renewals, open enrollment activities and the acquisition of information for the completion of necessary reporting. Explore possible jeopardy situations and develop and implement sales strategies to retain the group working in concert with the Client Engagement Manager. Identify complex servicing problems, refer through appropriate internal channels and assure resolution of the problems. Coordinate and assist in the education and training of group contact personnel. Complete and forward all sales plans and/or reports as required. Responsible for involvement in community relations activities to support corporate, sales and marketing images. Secure necessary data for the development of rates for proposed programs. Develop presentations of proposed programs in order to meet customer needs and close the sale. Coordinate the successful implementation of new business enrollment with the sales office.

Requirements

Three (3) years of concept sales or face-to-face service experience.
Valid Michigan Accident and Health Insurance License.
Valid and unrestricted driver's license.
Excellent analytical, presentation, problem resolution, sales, verbal and written communication skills.
Well-developed forecasting, organizing, planning and scheduling skills.
Proficient in current industry standard PC applications and systems.
High degree of technical knowledge of all benefits, billing, competitive programs, distribution systems, methods, policies, procedures, rating, regulations, selling process and underwriting as it relates to sales and marketing.
Thorough knowledge of alternative benefit delivery programs, corporate philosophy, medical economics, trust fund and union structures.

Nice To Haves

Bachelor's Degree in Business Administration, Marketing or related field.

Responsibilities

Retention activities for BCBSM and/or BCN customers generally with 50 to 99 contracts in a group within an assigned geographic area.
Planning, strategizing, benefit consulting and administration to increase membership.
Required resell activities.
Propose specific retention strategy aligned with the overarching strategy for that agency relationship.
Provide information related to alternate methods of health care delivery (e.g., HMO, POS, PPO) and financial alternatives such as funding options.
Coordinate customer acceptance of renewals, open enrollment activities and acquisition of information for reporting.
Develop and implement sales strategies to retain the group, exploring possible jeopardy situations.
Identify complex servicing problems, refer through appropriate internal channels and assure resolution.
Coordinate and assist in the education and training of group contact personnel.
Complete and forward all sales plans and/or reports as required.
Involvement in community relations activities to support corporate, sales and marketing images.
Secure necessary data for the development of rates for proposed programs.
Develop presentations of proposed programs to meet customer needs and close the sale.
Coordinate the successful implementation of new business enrollment with the sales office.