Account Executive IV, Large Group

Position Overview
The Account Executive IV is responsible for managing a designated sales territory with a focus on client retention, consultative selling, and delivering exceptional service. This role promotes and sells the full suite of BCBSMA’s products through broker and consultant channels, as well as directly to employer groups with 100 or more employees.

This position is eligible for the eWorker, mobile and resident personas.
Key Responsibilities
 

Sales & Relationship Management

• Use consultative, solution-based sales strategies to build trust, influence decisions, and negotiate effectively.
• Meet or exceed targets for client retention, revenue growth, and new product sales (e.g., dental and ancillary benefits).
• Develop and maintain strategic relationships with brokers, consultants, and client stakeholders to strengthen market presence.
• Conduct in-person meetings to provide strategic updates and deepen engagement.
• Create and execute annual territory plans and long-term account strategies.

Client Education & Proposal Development

• Collaborate with marketing and subject matter experts to educate stakeholders on products, services, regulatory updates, and network changes.
• Lead proposal development, including responses to complex RFPs, financial exhibits, and tailored presentations.
• Deliver persuasive presentations to support sales and retention initiatives.

Renewal & Service Coordination

• Oversee the renewal process in partnership with internal teams (e.g., Marketing, Underwriting, Finance, Service, Product Management).
• Work closely with Account Service Consultants to ensure high-touch service and prompt issue resolution.
• Facilitate seamless transitions from Sales Executives to Account Management for new clients.

Problem Solving & Strategic Execution

• Manage the full lifecycle of account renewals, including strategy, proposal development, negotiation, and implementation.
• Demonstrate strong organizational and time management skills to meet deadlines and performance goals.
• Resolve complex challenges by engaging decision-makers and coordinating across departments.

Decision-Making & Autonomy

• Independently manage renewals and competing priorities under tight deadlines.
• Apply analytical thinking and policy knowledge to resolve issues, escalating when necessary.
• Operate effectively within a matrixed organization, balancing input from leadership and cross-functional teams.

Leadership & Influence

• Act as the primary external representative to brokers, consultants, and clients.
• Model professionalism and collaboration in all interactions.
• Drive resolution through consensus-building and cross-functional teamwork.
• Mentor Account Service Consultants and contribute to revenue growth through retention and cross-selling.

Qualifications

Licensing & Requirements

• Must obtain a Massachusetts Life, Accident, and Health Producer’s License within 90 days of hire and maintain per state regulations.
• Valid driver’s license and access to a personal vehicle for travel.

Skills & Competencies

• Ability to anticipate client needs and deliver customized solutions.
• Highly organized, self-motivated, and results-oriented.
• Strong communication skills—verbal, written, and presentation.
• Strategic thinker with experience in pre-sale planning and proposal development.
• Comfortable working in a fast-paced, deadline-driven environment.
• Deep understanding of industry practices, including self-funded and fully insured plans.
• Proven consultative sales success and ability to collaborate across teams.

Education & Experience

• Bachelor’s degree preferred.
• 5–7 years of professional business experience.
• 3–5 years of account management experience.
• Prior sales experience preferred; healthcare sales experience strongly preferred.

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#LI-HYBRID

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.