Manager of Under 100 Sales

Pay Range:

Please email [email protected] if you are a candidate seeking a reasonable accommodation for the application and/or interview process.

At BCBSRI, our greatest resource is our people. 

We come from varying backgrounds, different cultures, and unique experiences. We are hard-working, caring, and creative individuals who collaborate, support one another, and grow together. Passion, empathy, and understanding are at the forefront of everything we do—not just for our members, but for our employees as well.

We recognize that to do your best work, you have to be your best self. 
It’s why we offer flexible work arrangements that include remote and hybrid opportunities and paid time off. We provide tuition reimbursement and assist with student-loan repayment. We offer health, dental, and vision insurance as well as programs that support your mental health and well-being. We pay competitively, offer bonuses and investment plans, and are committed to growing and developing our employees.

Our culture is one of belonging.
We strive to be transparent and accountable. We believe in equipping our associates with the knowledge and resources they need to be successful. No matter where you’re at in the organization, you’re an integral part of our team and your input, thoughts, and ideas are valued.

Join others who value a workplace for all.
We appreciate and celebrate everything that makes us unique, from personal characteristics to past experiences. Our different perspectives strengthen us as an organization and help us better serve all Rhode Islanders. 

We’re dedicated to serving Rhode Islanders.
Our focus extends beyond providing access to high-quality, affordable, and equitable care. To further improve the health and well-being of our fellow Rhode Islanders, we regularly roll up our sleeves and get to work (literally) in communities all across the state—building homes, working in food pantries, revitalizing community centers, and transforming outdoor spaces for children and adults. Because we believe it is our collective responsibility to uplift our fellow Rhode Islanders when and where we can, our associates receive additional paid time to volunteer.

Responsible for leading the sales and account management strategy and execution for the Under 100 commercial market, inclusive of Small Group (<50) and Large Group Fully Insured (50–99) clients.

Provides direct leadership and oversight of:

• Small Group Account Executives and their books of business including medical, dental, and vision

• BCBSRI’s general agent who manages the retention for the <10 Small Group segment

• All new Small Group sales activity

• Large Group Account Executives managing 50–99 groups

Accountable for achieving new business, membership growth, retention, and enrollment targets while ensuring a strong broker and customer experience. Partners cross-functionally to execute sales strategy, drive growth, and strengthen market competitiveness within the Under 100 segment.

• Lead Under 100 Sales Performance

  • Drive execution of sales and retention strategy across Small Group and 50–99 Large Group segments

  • Ensure achievement of membership, enrollment, and retention goals

• Oversee Small Group Account Executives

  • Manage performance and development of Account Executives responsible for 1–50 business

  • Ensure effective management of books of business across medical, dental, and vision products

  • Oversight for intermediaries and associations.

  • Monitor account performance, retention strategies, and broker engagement

• Manage BCBSRI’s general agent

  • Oversee team responsible for <10 Small Group segment

  • Drive retention performance and operational execution within this subsegment

  • Ensure alignment with broader Under 100 strategy and customer experience goals

• Drive New Small Group Sales

  • Oversee all new business activity for Small Group segment

  • Partner with brokers, general agents, and internal teams to maximize sales pipeline and conversion

  • Identify and execute growth opportunities in target segments

• Lead Large Group (50–99) Sales Team

  • Manage Account Executives responsible for 50–99 fully insured groups

  • Ensure strong retention, account performance, and growth within this segment

  • Provide strategic direction on account planning and broker engagement

• Broker and Market Relationship Management

  • Develop and maintain strong relationships with broker partners and general agents

  • Identify opportunities to enhance broker engagement, satisfaction, and production

  • Represent the organization in market-facing activities and broker forums

• Performance Management & Reporting

  • Establish and monitor key performance indicators for sales, retention, and growth

  • Analyze trends and performance data to identify risks and opportunities

  • Provide regular reporting and insights to leadership

• Cross-Functional Collaboration

  • Partner with Product, Marketing, Underwriting, and Operations teams to support sales execution

  • Ensure alignment of sales strategies with product offerings and market needs

  • Support implementation of segment initiatives and go-to-market strategies

• Team Leadership & Development

  • Provide leadership, coaching, and development for direct reports

  • Foster a high-performance, accountable, and collaborative team culture

  • Support talent development and succession planning

• Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field (or equivalent experience)

• 7+ years of experience in healthcare sales, account management, or broker-facing roles

• 3+ years of leadership or team management experience

• Strong understanding of health insurance products and market dynamics (medical, dental, vision)

• Ability to develop and monitor sales and retention metrics

• Strong leadership, coaching, and performance management skills

• Excellent communication, presentation, and relationship management skills

• Ability to influence and collaborate across multiple stakeholders

• Strategic thinking with the ability to translate strategy into execution

• Strong analytical and problem-solving skills

• Ability to manage competing priorities in a fast-paced environment

• Customer and broker-centric mindset

• Experience in Small Group and/or Large Group health insurance markets

• Knowledge of medical, dental, and vision products

• Familiarity with broker distribution models and general agent relationships

• Experience managing multi-segment portfolios (small and large group)

Location:
BCBSRI is headquartered in downtown Providence, conveniently located near the train station and bus terminal. We actively support associate well-being and work/life balance and offer the following schedules, based on role:

• In-office: onsite 5 days per week
• Hybrid: onsite 2-4 days per week
• Remote: onsite 0-1 days per week. Permitted to reside in the following states, pending approval from the Human Resources Department: Arizona, Connecticut, Florida, Georgia, Louisiana, Massachusetts, North Carolina, Oklahoma, Rhode Island, South Carolina, Texas, Virginia
   

Our culture of belonging at Blue Cross & Blue Shield of Rhode Island (BCBSRI) is at the core of all we do, and it strengthens our ability to meet the challenges of today’s healthcare industry. BCBSRI is an equal opportunity employer.

The law requires an employer to post notices describing the Federal laws. Please visit  www.eeoc.gov/know-your-rights-workplace-discrimination-illegal to view the "Know Your Rights" poster.