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Senior Large Account Consultant, Medicare Sales in Southfield, MI at AF Group

Date Posted: 7/20/2018

Job Snapshot

  • Employee Type:
    Full-Time
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    7/20/2018

Job Description

COBX - Senior Health Services



Major Michigan health insurer located in southeast Michigan seeking experienced sales consultant for Medicare business.



SUMMARY:





The Medicare Sales Large Accounts is responsible for sales and retention of BCBSM's group Medicare lines of business in large accounts of 1000+ employees with BCBSM account teams, premier/preferred insurance agencies, consulting houses, Trust funds, Unions, and Special Markets. This position is also responsible for sales and retention activities for individual Medicare Advantage and Medicare supplement products for both BCBSM and BCN products in large accounts that do not offer a group retiree benefit plan. This position develops, builds, and maintains relationships in a defined territory with community and government agency contacts for the senior market. This role reports in Southeast Michigan but has responsibility statewide and nationwide where applicable.



RESPONSIBILITIES/TASKS:




  • Prospects, qualifies, quotes, negotiates and closes on group MA opportunities in an assigned territory.
  • Prospects, qualifies, and presents individual product options on G2I opportunities in an assigned territory.
  • Builds and maintains professional relationships with account representatives, agents, agencies, and employers working in a team environment to maintain and grow Medicare membership in an assigned territory.
  • Develops sales strategy for large account Medicare RFIs/RFPs and rate requests/quotes; significant involvement in working with sales teams to recognize needs of the client and incorporate unique solutions into RFPs/ RFIs/rate requests from complex groups of 1,000 + lives. Builds and leads strategy on how to best position the Medicare product to win the business.
  • Presents at sale finalists meetings. Develops and conducts sales presentations in front of 3 to 1,000 individuals, group decision makers, board and other employer or retiree represented group committees.
  • Consults with internal BCBSM sales representatives to promote Medicare product and lead retiree benefit solutions , managing the sale. Works with a defined sales segment.
  • Organizes, develops and conducts pre-call sales and annual account renewal plan with senior leadership, account teams and supporting Medicare subject matter experts.
  • Consults and provides client objectives to the Medicare subject matter experts and senior leadership in identifying the best Medicare solution for large groups.
  • Consults and negotiates with underwriters to ensure BCBSM is providing the best quote; as well as, ensures profitability for BCBSM.
  • Analyzes benefits, makes plan reommendations and facilitates underwriting guidelines/systems discussions with reps, agents, consultants and group decision makers.
  • Reviews, approves and provides input into marketing collateral such as presentations, RFP/RFI responses, etc. to best position the product specific to their client objectives.
  • Attends staff meetings to promote and provide marketplace updates on the Medicare landscape and Medicare products. Develops sales leads and supports presentations with the internal Blue sales staff and external agencies when prospecting and closing on sale opportunities. Answers or facilitates questions to MA SMEs from group decision makers or agents.
  • Attends agent, union, trusts meetings, golf outings, underwriting meetings, community functions, and BCBSM sales functions to promote Medicare products.
  • Maintains positive relationships with all constituents.
  • Processes requests for Medicare-related financial or utilization reports for either a prospect or renewal. Communicates, arranges, presents and analyzes Medicare data to ensure appropriate product strategy/solution to ensure the group selects or retains the Medicare product.
  • Oversight of issues and problems specific to their client. Facilitates appropriate follow-up, coordination of information, high level claims solving, and benefit decisions. Leads internal customer service representatives and claims processors to help resolve escalated claim problems to keep the customer satisfied. Communicates the resolution of problems to groups, consultants and agents. Informs leadership of escalated and complex account issues manages the resolution and may lead workgroups.
  • Reports marketplace, competitive and internal trends of Medicare product and process improvements. Recommends solutions and may represent on workgroups for process and product improvements with leadership teams.
  • Maintains a weekly pipeline report of activity in their territory. Plans and executes on sales that involve a multi-year approach to close. Provides territory growth and retention projections for capital plan and goal planning. Develops and presents annual sales and retention plan for assigned territory.

    This position description identifies the responsibilities and tasks typically associated with the performance of the position. Other relevant essential functions may be required.



    EMPLOYMENT QUALIFICATIONS:



    EDUCATION

    Bachelor's degree in a related field is required. Master's degree considered a plus. Continuous learning, as defined by the Company's learning philosophy, is required. Certification or progress toward sales skill certification is highly preferred and encouraged.



    EXPERIENCE:



    Seven years sales or account management experience is required. Medicare sales experience is a plus. Eight years experience in health insurance, preferred. Financial analysis or underwriting related experience preferred. Sandler training preferred.



    SKILLS/KNOWLEDGE/ABILITIES (SKA) REQUIRED:




  • Experience with ASO/ASC, community and fully insured rating methodologies.
  • Knowledge of BCBSM/BCN sales and other related operations.
  • Knowledge of CMS and OFIR regulations as well as benefits/eligibility.
  • Excellent negotiation, presentation, oral, and written skills.
  • Strong business-to-business sales skills.
  • Creative problem solving skills to meet complex client needs and reach membership goals.
  • Proficient skills to use Microsoft Office products, email and Internet.
  • Dependable, resourceful, self-motivated team player.
  • Ability to interact and lead account work teams.
  • Ability to identify and reach key decision makers for financial decisions.
  • Group contact and individual relationship building experience is required.
  • Advanced presentation experience and skills is required.
  • Demonstrated ability in organization and follow-up skills
  • required.
  • Knowledge of Medicare and/or healthcare benefit marketplace.
  • Knowledge of BCBSM/BCN Medicare benefit designs, underwriting practices, pricing guidelines and the Medicare Plus Blue PPO and BCN network.
  • Knowledge of local and national accounts and related marketing organization desired.



    WORKING CONDITIONS:



    Work is performed independently or in an hoteling office setting with no unusual hazards. Travel is required. May occasionally lift and/or move up to 25 pounds. Issues and compressed timelines may require availability during non-core business hours. Valid Michigan Accident and Health Insurance license is required. Valid and unrestricted driver's license is required.

    The qualifications listed above are intended to represent the minimum education, experience, skills, knowledge and ability levels associated with performing the duties and responsibilities contained in this job description.

    We are an Equal Opportunity Employer. Diversity is valued and we will not tolerate discrimination or harassment in any form. Candidates for the position stated above are hired on an "at will" basis. Nothing herein is intended to create a contract.





    EMPLOYMENT QUALIFICATIONS:



    EDUCATION

    Bachelor's degree in a related field is required. Master's degree considered a plus. Continuous learning, as defined by the Company's learning philosophy, is required. Certification or progress toward sales skill certification is highly preferred and encouraged.



    EXPERIENCE:



    Seven years sales or account management experience is required. Medicare sales experience is a plus. Eight years experience in health insurance, preferred. Financial analysis or underwriting related experience preferred.



    Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled
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