Sales Executive Pr Major Accts (Job Number:11232)
Description
Summary:
Drives new direct sales of Major Accounts by developing and executing a sales and relationship management strategy for assigned prospects. Influences a diverse set of contacts across functions and at all levels of the organization both with Blue Cross internally and with prospects externally to secure the sale facilitating the development of new capabilities and services as required. Mentors and assists Sales Executives and Sales Associates in securing new business. Contributes to sales process improvements to spread best practices throughout the sales organization.
Accountabilities:
1. Develop a written Sales Plan that incorporates critical success factors including contact management plan, business needs identification, competitive position, product and service strategy and positioning.
2. Execute the Sales Plan advancing the sale through each critical Sales Phase demonstrating ability to gain increasing customer commitment through advanced selling skills.
3. Close new Major Account business at an annual rate favorable to Blue Cross through effective management of the finalist process and financial negotiations.
4. Mentor and coach Sales Executives and Sales Associates as requested.
5. Serve as a key contributor to best practice sales process development.
6. Demonstrate continuous self improvement and commitment to the health benefits industry through active participation in industry and trade groups as appropriate.
7. Develop a continuous pipeline through effective prospect identification, qualification and development to close.
The job description in not intended to be an exhaustive list of all functions and responsibilities of the position. Employees are held accountable for all functions of the job. Job duties and the % of time identified for any function are subject to change at any time.
- Work is performed in an office setting
- In-state and out-of-state travel occasionally required
- Required travel between Eagan campus building locations
Qualifications
Required Qualifications:
- Bachelor's degree in business, marketing, communications or other applicable field and 5 years experience in business and/or the healthcare benefits industry, preferably in sales and/or marketing positions or 9 years of related work experience in lieu of a degree.
- Experience in major and national account sales or consulting required with the ability to apply expert strategic selling skills in ambiguous and complex sales situations.
- Well developed relationship management skills with experience deploying a contact management plan at all levels within an organization.
- Ability to work across systems and functions to facilitate the development of new solutions and capabilities that meet client requirements.
- Skillful negotiator, ability to influence internal and external audiences.
- Well developed persuasive written and oral communications skills.
- Proficiency in basic math.
- Demonstrate active involvement in the industry and profession.
- Ability to obtain and maintain an active accident and health license.
BlueCross BlueShield of MN is an Equal Opportunity and Affirmative Action Employer, M/F/D/V. BlueCross BlueShield of MN is a drug free workplace. Candidates are required to pass a background check and drug test before beginning employment.
Primary Location: United States-Minnesota-Eagan
Shift: Day Job
Description
Summary:
Drives new direct sales of Major Accounts by developing and executing a sales and relationship management strategy for assigned prospects. Influences a diverse set of contacts across functions and at all levels of the organization both with Blue Cross internally and with prospects externally to secure the sale facilitating the development of new capabilities and services as required. Mentors and assists Sales Executives and Sales Associates in securing new business. Contributes to sales process improvements to spread best practices throughout the sales organization.
Accountabilities:
1. Develop a written Sales Plan that incorporates critical success factors including contact management plan, business needs identification, competitive position, product and service strategy and positioning.
2. Execute the Sales Plan advancing the sale through each critical Sales Phase demonstrating ability to gain increasing customer commitment through advanced selling skills.
3. Close new Major Account business at an annual rate favorable to Blue Cross through effective management of the finalist process and financial negotiations.
4. Mentor and coach Sales Executives and Sales Associates as requested.
5. Serve as a key contributor to best practice sales process development.
6. Demonstrate continuous self improvement and commitment to the health benefits industry through active participation in industry and trade groups as appropriate.
7. Develop a continuous pipeline through effective prospect identification, qualification and development to close.
The job description in not intended to be an exhaustive list of all functions and responsibilities of the position. Employees are held accountable for all functions of the job. Job duties and the % of time identified for any function are subject to change at any time.
- Work is performed in an office setting
- In-state and out-of-state travel occasionally required
- Required travel between Eagan campus building locations
Qualifications
Required Qualifications:
- Bachelor's degree in business, marketing, communications or other applicable field and 5 years experience in business and/or the healthcare benefits industry, preferably in sales and/or marketing positions or 9 years of related work experience in lieu of a degree.
- Experience in major and national account sales or consulting required with the ability to apply expert strategic selling skills in ambiguous and complex sales situations.
- Well developed relationship management skills with experience deploying a contact management plan at all levels within an organization.
- Ability to work across systems and functions to facilitate the development of new solutions and capabilities that meet client requirements.
- Skillful negotiator, ability to influence internal and external audiences.
- Well developed persuasive written and oral communications skills.
- Proficiency in basic math.
- Demonstrate active involvement in the industry and profession.
- Ability to obtain and maintain an active accident and health license.
BlueCross BlueShield of MN is an Equal Opportunity and Affirmative Action Employer, M/F/D/V. BlueCross BlueShield of MN is a drug free workplace. Candidates are required to pass a background check and drug test before beginning employment.
Primary Location: United States-Minnesota-Eagan
Shift: Day Job