Sr. Sales Account Representative

Responsible for retention activities for BCBSM and/or BCN customers generally with 50 to 99 contracts in a group within an assigned geographic area working in close coordination with Client Engagement Manager and Client Operations Managers overseeing the agent relationship(s) associated with those accounts.  Retention activities include planning, strategizing, benefit consulting and administration to increase membership as well as required resell activities.  Responsibility may include enrolled and prospective customers.

• Working in concert with the Sales Manager to propose specific retention strategy that is aligned with the overarching strategy for that agency relationship, by understanding the decision-making process and gaining trust and respect from key agent decision makers.
• Provide the agent/customer with information related to alternate methods of health care delivery (e.g., HMO, POS, PPO).  May include financial alternatives such as funding options.
• Use established resell process to coordinate customer acceptance of renewals, open enrollment activities and the acquisition of information for the completion of necessary reporting.
• Explore possible jeopardy situations and develop and implement sales strategies to retain the group working in concert with the Client Engagement Manager.
• Identify complex servicing problems, refer through appropriate internal channels and assure resolution of the problems.
• Coordinate and assist in the education and training of group contact personnel.
• Complete and forward all sales plans and/or reports as required. 
• Responsible for involvement in community relations activities to support corporate, sales and marketing images.
• Secure necessary data for the development of rates for proposed programs.
• Develop presentations of proposed programs in order to meet customer needs and close the sale.
• Coordinate the successful implementation of new business enrollment with the sales office.

QUALIFICATIONS

• Bachelor's Degree in Business Administration, Marketing or related field preferred.

• Three (3) years of concept sales or face-to-face service experience.

   

• The following licenses are required within 90 days of the employee's start date or 90 days from license expiration date:
  1. Valid Michigan Accident and Health Insurance License.
  2. Valid and unrestricted driver's license is required.
• Excellent analytical, presentation, problem resolution, sales, verbal and written communication skills.
• Well-developed forecasting, organizing, planning and scheduling skills.
• Proficient in current industry standard PC applications and systems.
• High degree of technical knowledge of all benefits, billing, competitive programs, distribution systems, methods, policies, procedures, rating, regulations, selling process and underwriting as it relates to sales and marketing.
• Thorough knowledge of alternative benefit delivery programs, corporate philosophy, medical economics, trust fund and union structures.
• Other related skills and/or abilities may be required to perform this job.