Account Executive IV, Muni

Your Day to Day:

Essential Functions:

• Uses strong consultative selling skills, ability to build relationships, influence decision-making, and negotiate sales to meet or exceed assigned quota and goals for territory and account retention and growth, new product sales (E.g., Dental Blue), and forecast accuracy.
• Responsible for relationship building and management with multiple decision makers and influencers including key brokers, consultants, and accounts to leverage the position of BCBSMA in the marketplace to achieve objectives for account retention and growth.
• Travels to accounts to meet with financial and personnel departments, Insurance Advisory Committees (IAC), elected officials, brokers, and consultants.
• Development and implementation of territory and account strategy (multi-year, annual).
• Leverage’s marketing tools and programs to inform accounts about BCBSMA product portfolio, services, enhancements, processes, legislation, and changes to the network.
• Presents and interpret analytics to customers to explain utilization trends, address cost drivers and inform benefit offerings and strategies.
• Coordinates the preparation of proposals, including responding to complex RFPs, preparing financial exhibits and sales presentations.
• Presentations to accounts, IAC’s, brokers, consultants and to labor affairs.
• Manages the renewal process through negotiating pricing and coordination with other internal department (E.g., Marketing, Underwriting, Finance, Service).
• Build and maintains an understanding of municipal processes including financial and personnel structures.
• Partners with Account Service team to assure resolution of service issues.

Challenges/Problem Solving:

• Responsible for managing the sales cycle for assigned account renewals including proposals, negotiating pricing, closing deals, and implementing new plan design and designing creative approaches to meet client objectives, including cost control.

• Must demonstrate effective organizational, time management and prioritization skills to consistently meet deadlines and performance standards
• Ensures that issues are routed through the proper channels at the correct level of decision-making authority.
• Accomplishes goals through influencing cross-functional relationships.

Decision Making Authority:

• Manages and completes renewals with competing priorities and aggressive deadlines.
• Work requires analytical and policy interpretation, independent problem solving and issue resolution.
• Responsible to leader and to internal and external relationships for work performed cross-functionally.

Leadership Responsibilities:

• Displays Teamwork and professionalism in all interactions internally and externally.
• Drives resolution of process issues and approvals cross functionally through consensus building.
• Mentors, trains, and provide work directions to less experienced Account Executives
• Directly influences revenue generation.
• The face of BCBSMA to brokers, consultants, and member accounts.
• Strong consultative, needs based, selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales and implement products.

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

We're Looking for:

• 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.
• Demonstrated leadership experience in healthcare industry.
• Valid Driver’s License and a personal vehicle.
• Ability to anticipate account needs for health care products or services.
• Extensive knowledge of BCBSMA and competitors’ healthcare products, financial arrangements, and service delivery.
• Knowledge of municipal functions. Understanding of MGL 32b preferred
• Excellent interpersonal, communication and presentation skills.
• 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 BCBSMA to address/anticipate in customer issues.
• Team player, persuasive, and professional demeanor.

What You Bring:

• Bachelor’s degree recommended. 
• 5- 10 years business experience.
• 5+ years’ healthcare sales account management experience with a proven track of success.

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.