Group Business Sales Consultant

Blue Cross Blue Shield of Michigan · Detroit

Responsible for sales and retention activities in an assigned territory/geographical areas of more than 1,000 accounts, which may include national accounts or associations. Accountable for implementing a prospecting process identifying sales potential, linking products to the account’s business goals, qualifying and enrolling group clients and coordinating the servicing of these clients. Manage quality and consistency of product and service delivery.

Identify potential group account customers through prospecting and qualifying program methodology, agent contacts and maintain comprehensive database of all prospects.
Determine the account decision making process and key union/management stakeholder roles to support the development of sales strategies and the acquisition of group account business. Prepare a variety of sales reports, action plans, presentations, proposals, sales contracts and schedules.
Identify and follow up new leads and referrals obtained from field activity; project the number of contacts necessary to meet business goals.
Develop and implement comprehensive sales strategies for target account groups in accordance with accepted sales practices.
Communicate new product and service opportunities, special developments, information, and feedback gathered through field activity to appropriate staff members.
Recognize specific account requests/requirements and incorporate solutions into proposal materials.
Verify necessary data for the development of rates and identify/resolve client concerns.
Monitor and communicate benefit, competitor product and rate trends and concerns of community leaders, prospective and existing customers.
Participate in marketing seminars, trade shows, and various community forums.
Other duties may be assigned.

QUALIFICATIONS

Bachelor's Degree in Business Administration, Marketing or related field preferred.
Six (6) years experience in related field with two (2) years of concept sales experience.
The following licenses are required within 90 days of the employee's start date or 90 days from license expiration date: valid Michigan Accident and Health Insurance License and a valid and unrestricted driver's license is required.
Advanced technical knowledge of healthcare benefits, billing, competitive programs, distribution systems, policies, procedures, underwriting, rating methodology, and regulations rated to sales and marketing processes.
Excellent analytical, interpersonal, decision-making, presentation, problem resolution, sales, verbal and written communication skills.
Well-developed forecasting, organization, planning and scheduling skills.
Proficient in current industry standard PC applications and systems (Microsoft Office Suite).
Possess tact and resourcefulness in establishing and maintaining effective internal working relationships.
Ability to persuade and influence others while maintaining a professional appearance and providing a positive company public image.
Other related skills and/or abilities may be required to perform this job.

All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, sex, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability.

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