Director, National Major

Reporting directly to the Vice President, National & Major Accounts, this key role will oversee a Client Team of Senior/Account Executives supporting a national portfolio of some of our most complex accounts. This individual will drive renewal, growth and cross sales activities to increase membership and premium/revenue. The role will partner and collaborate across BCBSMA to ensure we have support for our customers and sales organization to maximize our success. This position has the potential to grow and expand in leadership scope as the organization considers succession planning both within the Sales organization and across the enterprise.

Major Responsibilities:

• Drive sales in the National and Major Accounts Market, including growth and retention of business, establishing market and network strategies, developing product packages, achieving revenue/margin targets and acting as the primary interface with brokers and consultants for 1,000+ customers/prospects

• Understand key business drivers and implement operating mechanisms and processes that strengthen revenue, profit and market share in highly competitive environments.  The successful candidate has an innate ability to zero in on customer needs and develop comprehensive programs and solutions that achieve the objectives of all stakeholders, including optimal benefit to the account, members and the company.

• Direct cross-selling and renewal activities to maximize both new membership, fees/premium and client retention

• Maintain strong relationships with internal and external stakeholders to meet/exceed role objectives

• Incorporate BCBSMA values of diversity and inclusion to optimize performance within the company, National and Major sales team and for our customers

• Lead a team of approximately 5-7 associates and responsible for a book of business of over 50 customers both fully insured and administrative service contract (ASC) representing over 200K members.

• Cultivate long-term, positive relationships with C-level executives, key opinion leaders, community leaders and colleagues. Motivational, polished communicator with the ability to influence perspectives, create excitement around product innovation, and drive early adoption of emerging, breakthrough products/services to achieve growth objectives.

Education/Relevant Experience:

• A minimum of 10-12 years of senior Sales leadership experience, preferably in the health care industry

• Experience managing a team of Account Executives within the health sector and ideally in dealing with large, complex customer team

• Strong aptitude for overseeing financial renewals and ability to develop creative strategies to meet our business objectives

• Leaderships skills demonstrating high emotional intelligence, empathy and razor sharp focus

• Bachelors degree (and MBA preferred)

#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.