Account Executive III, Large Group

Reporting to the Director of Commercial Markets, the Account Executive III is responsible for managing a designated sales territory with a strong focus on client retention, consultative selling, and delivering an exceptional service experience. This role promotes and sells the full suite of BCBSMA’s products through broker and consultant channels, as well as directly to mid-to-large, multi-state employer groups.

This individual will manage a robust portfolio of commercial employers, independently driving renewal, growth, and cross-sales activities to increase membership and premium revenue. The role partners closely with Account Service Consultants, and internal subject matter experts to optimize client strategies. This position is ideal for an experienced sales professional ready to take ownership of complex accounts and further accelerate their career within a highly collaborative organization.

This position is eligible for the following personas: eWorker, mobile, resident.

▪ Sales & Relationship Management Utilize advanced consultative, solution-based sales strategies to build trust, influence decisions, and negotiate effectively. Consistently meet or exceed targets for client retention, revenue growth, and new product sales (e.g., dental and ancillary benefits). Lead renewal and cross-selling activities for an assigned portfolio to achieve territory goals.

▪ Strategic Client Partnership Develop and execute strategies that align the business and financial goals of your clients with BCBSMA plan designs, wellness programs, and clinical offerings. Build and maintain influential relationships with brokers, consultants, and key client stakeholders to strengthen market presence. Create comprehensive annual territory plans to maximize membership and revenue.

▪ Client Education & Proposal Development Collaborate with marketing and internal experts to educate stakeholders on products, services, and regulatory updates. Lead proposal development, including coordinating responses to RFPs, preparing financial exhibits, and customizing presentations. Deliver persuasive presentations to support sales and retention initiatives, and confidently lead finalist meetings.

▪ Renewal & Service Coordination Direct the end-to-end renewal process in partnership with internal teams (e.g., Marketing, Underwriting, Finance, Service). Work closely with Account Service Consultants to ensure a seamless, concierge-level service experience and prompt, strategic issue resolution.

▪ Problem Solving & Strategic Execution Manage the full lifecycle of account renewals, from pre-sale strategy and underwriting negotiation through implementation. Address and resolve complex client challenges by engaging decision-makers and coordinating efficiently across departments. Act as a powerful advocate for your customers, ensuring the organization always puts the member first.

▪ Leadership & Influence Act as a polished external representative to brokers, consultants, and clients. Uphold the BCBSMA values and actively support diversity and inclusion initiatives. Serve as a collaborative leader within your pod, occasionally mentoring junior team members and sharing best practices to foster a high-performing environment.

▪ Licensing & Requirements Must obtain a Massachusetts Life, Accident, and Health Producer’s License within 90 days of hire and maintain it per state regulations. A valid driver’s license and access to a personal vehicle are required for travel to local client sites.

▪ Skills & Competencies Highly organized, self-motivated, and results-oriented with a strong desire to exceed customer expectations and a proven passion to win. Professional acumen with the ability to handle complex negotiations and engage confidently with senior client leadership. Exceptional communication and public speaking skills. A strong, demonstrated understanding of both fully insured concepts and self-insurance/ASC funding arrangements.

▪ Education & Experience Bachelor’s degree required. 4–7 years of professional business experience, including at least 3+ years in a prior sales or account management role, ideally managing accounts with 100+ subscribers within the health insurance or employee benefits industry. A proven track record of measurab

High school degree or equivalent required unless otherwise noted above

The job posting range is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.  An employee’s pay position within the salary range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs and affordability.

This job is also eligible for variable pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well-being benefits to eligible employees.

Note:  No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

WHY Blue Cross Blue Shield of MA?

We understand that the confidence gap and imposter syndrome can  prevent  amazing candidates coming our way, so please don’t hesitate to apply. We’d love to hear from you. You might be just what we need for this role or possibly another one at Blue Cross Blue Shield of MA. The more voices we have represented and amplified in our business, the more we will all thrive, contribute, and be brilliant. We encourage you to bring us your true colors, , your perspectives, and your experiences. It’s in our differences that we will remain relentless in our pursuit to transform healthcare for ALL.

As an employer, we are committed to investing in your development and providing the necessary resources to enable your success. Learn how we are dedicated to creating an inclusive and rewarding workplace that promotes excellence and provides opportunities for employees to forge their unique career path by visiting our Company Culture page. If this sounds like something you’d like to be a part of, we’d love to hear from you. You can also join our Talent Community to stay “in the know” on all things Blue.

At Blue Cross Blue Shield of Massachusetts, we believe in wellness and that work/life balance is a key part of associate wellbeing. For more information on how we work and support that work/life balance visit our "How We Work" Page.