Strategic Sales Executive (Job Number:7881)
Description
Summary:
This position is responsible for selling large group (50+ee’s) new business. This is accomplished through designated Agents, Consultants, and Brokers that represent BCBSMN. This position will be accountable for achieving sales growth goals for all BCBSMN products by developing and strengthening relationships with designated agents, executing agency specific strategies, and leveraging internal resources to deliver capabilities that result in business growth. Additionally, this position works closely with other business segments (acct mgmt, CCS, small group, etc) to execute agency plans successfully.
Accountabilities:
1. Sell BCBSMN products to large group commercial businesses primarily through designated agents.
2. Build prospect pipeline in conjunction with agents and execute sales strategy to achieve yearly goals
3. Develop, implement, manage and measure strategic partner agency plan to grow business by securing new, large group business
4. Balance strategic partner agency request and client request with Blue Cross /CCS business objectives and initiatives.
5. Develop positioning and, coordinate responses to proposals. Present our proposed solution to demonstrate a differentiated competitive position beyond price.
6. Persuasively present proposals to strategic partner agencies and customers, reinforcing the value of Blue Cross’ proposed approach that supports client objectives and needs.
7. Challenge market financial assumptions, drive negotiation, and gain agreement from strategic partner agencies on Blue Cross’s economic value, resulting in an increased market position leading and higher close rates.
8. Provide education to strategic partner agencies on Blue Cross products, services and operational initiatives (e.g. claims management, account reporting, and member services) and serve as their Blue Cross Subject Matter Expert to enhance our relationship and increase Blue Cross brand loyalty.
9. Provide ongoing input and feedback to marketing/product management team as requested.
10. Maintains compliance with CRM (Client Relationship Management) reporting requirements.
Qualifications
Required Qualifications:
- Bachelor’s degree in business, marketing or equivalent field and 5 years of successful sales and health plan experience or 9 years of successful sales and health plan experience in lieu of a degree.
- Ability to obtain (within 60 days) and/or maintain current State of Minnesota health and life insurance sales license.
- Must have proven sales track record.
- Highly self-motivated with a track record of developing and executing strategic partner or agency sales plans.
- Ability to organize, prioritize and follow-through on sales process steps while applying selling skills in ambiguous or complex situations
- Financial capabilities including ability to read, understand, interpret and present complex financial options.
- Excellent analytical, problem identification and resolution skills as these pertain to benefit plans
- Knowledge of ancillary programs available in the industry and Blue Cross (life, AD&D, STD, LTD, CDHP products, Population Health and Care Management programs, Medicare D, Group Medicare, voluntary benefits and disability management programs)
- Skillful negotiator with the ability to influence, educate, persuade and sell complex products
- Excellent written and verbal communications skills to influence internal and external stakeholders.
- Highly self-motivated with a track record of developing and executing strategic partner or agency sales plans
- Ability to mentor other sales personnel on the new account acquisition process
- Demonstrate knowledge and relationships within the agent and consultant community
- Overnight travel as required.
Blue Cross and Blue Shield of Minnesota is an Equal Opportunity and Affirmative Action Employer, M/F/D/V. Blue Cross and Blue Shield of Minnesota 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
Description
Summary:
This position is responsible for selling large group (50+ee’s) new business. This is accomplished through designated Agents, Consultants, and Brokers that represent BCBSMN. This position will be accountable for achieving sales growth goals for all BCBSMN products by developing and strengthening relationships with designated agents, executing agency specific strategies, and leveraging internal resources to deliver capabilities that result in business growth. Additionally, this position works closely with other business segments (acct mgmt, CCS, small group, etc) to execute agency plans successfully.
Accountabilities:
1. Sell BCBSMN products to large group commercial businesses primarily through designated agents.
2. Build prospect pipeline in conjunction with agents and execute sales strategy to achieve yearly goals
3. Develop, implement, manage and measure strategic partner agency plan to grow business by securing new, large group business
4. Balance strategic partner agency request and client request with Blue Cross /CCS business objectives and initiatives.
5. Develop positioning and, coordinate responses to proposals. Present our proposed solution to demonstrate a differentiated competitive position beyond price.
6. Persuasively present proposals to strategic partner agencies and customers, reinforcing the value of Blue Cross’ proposed approach that supports client objectives and needs.
7. Challenge market financial assumptions, drive negotiation, and gain agreement from strategic partner agencies on Blue Cross’s economic value, resulting in an increased market position leading and higher close rates.
8. Provide education to strategic partner agencies on Blue Cross products, services and operational initiatives (e.g. claims management, account reporting, and member services) and serve as their Blue Cross Subject Matter Expert to enhance our relationship and increase Blue Cross brand loyalty.
9. Provide ongoing input and feedback to marketing/product management team as requested.
10. Maintains compliance with CRM (Client Relationship Management) reporting requirements.
Qualifications
Required Qualifications:
- Bachelor’s degree in business, marketing or equivalent field and 5 years of successful sales and health plan experience or 9 years of successful sales and health plan experience in lieu of a degree.
- Ability to obtain (within 60 days) and/or maintain current State of Minnesota health and life insurance sales license.
- Must have proven sales track record.
- Highly self-motivated with a track record of developing and executing strategic partner or agency sales plans.
- Ability to organize, prioritize and follow-through on sales process steps while applying selling skills in ambiguous or complex situations
- Financial capabilities including ability to read, understand, interpret and present complex financial options.
- Excellent analytical, problem identification and resolution skills as these pertain to benefit plans
- Knowledge of ancillary programs available in the industry and Blue Cross (life, AD&D, STD, LTD, CDHP products, Population Health and Care Management programs, Medicare D, Group Medicare, voluntary benefits and disability management programs)
- Skillful negotiator with the ability to influence, educate, persuade and sell complex products
- Excellent written and verbal communications skills to influence internal and external stakeholders.
- Highly self-motivated with a track record of developing and executing strategic partner or agency sales plans
- Ability to mentor other sales personnel on the new account acquisition process
- Demonstrate knowledge and relationships within the agent and consultant community
- Overnight travel as required.
Blue Cross and Blue Shield of Minnesota is an Equal Opportunity and Affirmative Action Employer, M/F/D/V. Blue Cross and Blue Shield of Minnesota 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
