The Associate Director of Commercial Markets (Inside Sales) is accountable for new business, retention & cross-selling additional product lines in addition to relationship building and management with brokers and consultant partners. The territory is comprised of a team of high performing Executives working in a call center environment. This team delivers on BCBSMA business/sales goals for the Commercial Market accounts with 1-50 enrolled subscribers, Direct Pay and HCR. The territory supports our Individual, HCR, Connector and broker and consultant partners throughout Massachusetts in addition to agencies out of state with Massachusetts business.

The position will be responsible for achieving quota by helping to develop, implement and oversee new sales and/or retention strategies for new, existing and emerging markets. The primary market focus will be merged market accounts. Responsibilities include monitoring call center activities and ongoing management of new sales through the broker/consultant channel. The Associate Director must be capable of rapidly scaling the organization in response to business needs. The incumbent must maintain a flexible, responsive platform capable of delivering sales results quickly in light of potential regulatory change. The incumbent is also responsible for fostering associate engagement, development and succession planning. It is important to maintain strong relationships with internal and external stakeholders to meet/exceed role objectives.

The Director must maintain up to the minute knowledge of the merged market industry, regulatory environment, and the sales function. Regulatory and industry change can have immediate impact on the business, requiring constant attention to risk management in all aspects of day to day operations. The Associate Director will work closely with senior leaders throughout the company to provide input to help ensure that we develop and align existing and new companywide objectives and goals throughout the Commercial Market. The Director will communicate business and division goals to direct reports tailoring the message to ensure understanding. This leader will have to have the proven ability to drive a channel segment and design, drive, and direct strategies for new and existing products.

Key Accountabilities:

• Meet/exceed business sales and retention goals
• Provide input in the development of the business plan to ensure consistency with division and corporate goals.
• Hire, coach, motivate, mentor and develop the team to deliver the business plan results, including sales, market share and profit.
• Incorporate BCBSMA values of diversity and inclusion to optimize performance within the company.
• Encourage adoption of engagement products such as RAM, Tiered Networks, Consumer Driven Health Plans and Employer Sponsored Wellness Programs by promoting support for existing and new ideas and solutions.
• Responsible for relationship building and management with principals at key broker & consultant agencies to leverage the position of BCBSMA in the marketplace.
• Manages key relationships with RAM as well as reporting on enrollment and trends associated with key vertical. Working with leadership to continuously monitor the program and identify areas of opportunity for program enhancement.
• Maintains, communicates and stays abreast of trends with other sales segments that could affect accounts, brokers an Inside Sales team.
• Develop and maintain relationships with internal leadership partners (underwriting, billing etc.) and partner with Account Service leadership to deliver concierge level service to all brokers & accounts.
• Work closely with sales force and BQ implementation teams as well as call center technology to ensure the proper maintenance and development of systems that support Inside Sales.
• Works closely with legislation team to provide sales expertise regarding merged market reform topics and items.
• Demonstrate strategic thinking and innovation based on knowledge of the market, competitors and solutions.

Qualifications:

• Effectively leads and has a proven record of motivating and directing a sales organization within a call enter environment, calling on a diverse group of customers.
• Demonstrated experience in managing a high volume, high-performing sales area with the ability to serve as coach and mentor to direct reports and peers. Contributes positively to team morale and exhibits professional presence with attention to detail
• Ability to negotiate and influence while maintaining relationships internally & externally.
• Excellent organizational skills and follow-through, communication skills, including verbal and written, and ability to communicate effectively at all levels of the organization.
• Demonstrates a high level of innovation, creativity, planning and problem-solving skills.
• Demonstrated leadership skills in sales management. Experience in a highly regulated environment required. Proven track record of consistently meeting established sales goals.
• Sets high standards, celebrates achievements, redirects efforts when goals change
• Demonstrates sound product and market knowledge; full understanding of relevant business processes and highly complex regulatory requirements
• Accurately forecasts and tracks performance. Reports regularly on activity and can identify issues early enough to permit corrective action
• Prioritizes work, meets tight deadlines, and effectively handles multiple projects
• Demonstrates accountability, persistency and drive - relentless pursuit to exceed goals and objectives
• Health and Life License
• Active Driver's License

#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 theandcan 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 ourpage. If this sounds like something you'd like to be a part of, we'd love to hear from you. You can also join ourto 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 "" Page.