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For your reference, we have included the original job posting below.
Consultant Sales Executive
Job Number:
26490600
Company Name:
BlueCross and BlueShield of Massachusetts
Job Location:
Boston, MA US
Job Category:
Insurance
Consultant Sales Executive
Consultant Sales Executive Business Area: Sales Location: Boston Date Posted: Req #: bcbs-00002793
Description: Position Summary: Sells new accounts to help grow the BCBSMA business through consultative selling, issue resolution, and superior concierge service. Markets and sells all of BCBSMA product portfolio through consultants and to prospective new accounts, generally with over 1,000 employees
Key Accountabilities: 1. Essential Functions: ' Uses strong consultative and solutions based selling skills, ability to build relationships, influence decision-making, and negotiate sales to meet or exceed assigned monthly, quarterly, and annual quota for new accounts and to achieve forecast accuracy ' Responsible for relationship building and management with consultants and accounts to leverage the position of BCBSMA in the marketplace to achieve objectives for increased corporate membership and profitability ' Develops and implements territory and account strategy and planning ' Develops and implements strategy to understand the consultants' prospects and to consistently enhance the production of consultants ' Follows up on all prospective leads ' Applies experience in account management to determine customer needs, seek new product ideas, and recommend strategic and competitive changes in coverage ' Travels to meet with prospective new accounts and consultants ' Leverages Marketing tools and programs to inform and train consultants and accounts about BCBSMA product portfolio, services, enhancements, processes, product modifications, additions and changes ' Directs the preparation of proposals, including responding to complex RFPs, preparing financial exhibits and sales presentations to ensure the consultant receives timely and accurate information to optimize his or her ability to close the case ' Develops and delivers proposals and presentations, with proficiency in Microsoft Word, Excel and PowerPoint as well as Keynote, to consultants and member accounts ' Manages the complete sales process: prospecting, proposal, negotiations, closing, and implementation through coordination with other internal departments (E.g. Marketing, underwriting, finance, service) ' Partners with Implementation Manager to deliver concierge level service to all accounts throughout the implementation process and ensures orderly transition of new accounts to the Account Executive ' Travel, after-hours entertainment and weekly field visits to consultants accounts in territory is required.
2. Challenges/Problem Solving: ' Responsible for managing the new accounts sales cycle including proposals, negotiating pricing, closing deals, implementing new plan design approaches and designing creative approaches to meet client objectives ' Must demonstrate effective organizational, time management and prioritization skills in order to consistently meet deadlines, achieve assigned quota, and overall individual goals ' Ensures that issues are routed through the proper channels at the correct level of decision-making authority ' Accomplishes goals through influencing cross-functional relationships over which the Sales Executive exerts no direct control
3. Decision Making Authority: ' Manages and completes multiple proposals with competing priorities and concurrent aggressive deadlines ' Work requires analytical and policy interpretation, independent problem solving and issue resolution; infrequently refers to leader for guidance ' Responsible to leader and to matrixed relationships for work performed cross-functionally
4. Leadership Responsibilities: ' Displays teamwork and professionalism in all interactions internally and externally ' Drives resolution of process issues and approvals cross functionally through consensus building ' Provides work direction to the assigned sales support associates ' Corporate resource for national plan initiatives and competitive positioning ' Mentors, trains, and provide work direction to less experienced Sales Executives ' Directly influences revenue generation and the growth and profitability of BCBSMA ' The face of BCBSMA to consultants and member accounts ' Strong consultative selling skills: ability to build relationships, persuasive, influential decisive, and strong negotiation skills
Qualifications (knowledge, skills, abilities and behaviors): ' Massachusetts Life, Accident and Health Producer's license to be obtained within 90 days of start date and specified requirements met to maintain active license status. ' Valid driver's license and vehicle ' Ability to anticipate account needs for health care products or services ' Extensive knowledge of BCBS and competitors healthcare products, financial arrangements and service delivery ' Proven consultative selling skills and sales results ' Ability to set and maintain work standards that clearly exceed the norm ' Ability to actively solicit the support and involvement of appropriate individuals from different parts of the BCBSMA when addressing issues that affect them ' Team player, effective communicator, persuasive and professional demeanor ' Communication skills ' effective verbal, written and oral communications Experience and Education: Education / Relevant Experience: ' Bachelor's degree preferred. ' 5 ' 7 years professional business experience required. ' Prior sales or consulting experience required; healthcare sales experience preferred.
This position has been identified as essential to the operations of the Company in the event of a building closure due to weather, emergency, or disaster. Holding an essential position, you may be expected to bring a company issued laptop home and work from home or other remote location in the event of a building closure, emergency, or disaster.
