Sr. Sales Account Representative

Blue Cross Blue Shield • Grand Rapids, MI

91d

About The Position

Responsible for activities related to BCBSM and/or BCN Small Group and Large Group Community Rated customers working in close coordination with Sales Leadership 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 Sales Leadership 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

• Bachelor's Degree in Business Administration, Marketing or related field preferred.
• 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 benefits, billing, competitive programs, distribution systems, methods, policies, procedures, rating, regulations, selling process and underwriting.
• Thorough knowledge of alternative benefit delivery programs, corporate philosophy, medical economics, trust fund and union structures.

Nice To Haves

• Other related skills and/or abilities may be required to perform this job.

Responsibilities

• Coordinate activities related to BCBSM and/or BCN Small Group and Large Group Community Rated customers.
• Oversee agent relationships associated with those accounts.
• Plan, strategize, and consult on benefits to increase membership.
• Propose specific retention strategies aligned with agency relationships.
• Provide information on alternate methods of health care delivery.
• Coordinate customer acceptance of renewals and open enrollment activities.
• Explore jeopardy situations and develop sales strategies to retain groups.
• Identify and resolve complex servicing problems.
• Assist in the education and training of group contact personnel.
• Complete and forward all sales plans and reports.
• Engage in community relations activities to support corporate image.
• Secure data for the development of rates for proposed programs.
• Develop presentations to meet customer needs and close sales.
• Coordinate implementation of new business enrollment.

What This Job Offers

• Industry: Insurance Carriers and Related Activities
• Education Level: Bachelor's degree