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Blue Cross Blue Shield of Massachusetts Sales Executive I in Quincy, Massachusetts

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The Sales Executive is responsible for marketing, selling, and retaining the BCBSMA Medicare, individual and small group product portfolio on a direct basis to prospective and existing members and accounts by telephone. Additional responsibilities include cross selling, retaining, and selling new business (multiple lines) to help grow BCBSMA revenue by prospecting, uncovering needs, qualifying leads, building value, and closing. The incumbent manages time and territory to achieve assigned sales and retention quota and must demonstrate knowledge of BCBSMA and competitor products, services, and processes, strong retail selling skills, and command of CRM sales support technology.

  • Using exceptional telesales skills, consistently delivers a positive brand experience when responding to inbound calls, initiating outbound calls, and following up with prospective and existing members and accounts.

  • Employs BCBSMA and competitor product and process knowledge and active listening skills to promptly and effectively gather the information necessary to engage the account/member/sales prospect, identify customer needs, offer the appropriate online, offline, and face-to-face sales support, build value, present solutions, and close the sale.

  • Responsible for relationship building with referral sources to leverage the position of BCBSMA in the marketplace to achieve objectives for increased corporate membership and profitability.

  • Develops and implements territory plan to achieve sales quota. Effectively utilizes sales technology and tools to support day to day activities including call center telephone system and contact management software to track inbound and outbound call activity results.

  • Executes Medicare retention programs and manages the complete commercial renewal process for assigned members and accounts by coordinating with other internal departments (e.g., Medicare Operations, Marketing, Underwriting, Finance, Service and Product Management) and following up appropriately

  • Takes appropriate number of inbound telesales calls from assigned splits/skills. Follows up on all prospective leads.

  • Meets or exceeds assigned monthly, quarterly, and annual quota for new accounts and retention. Consistently cross sells and closes all available product lines.

  • Coordinates quoting, generates proposals/fulfilling sales kits, tracks progress through the sales process, and follows up appropriately.

  • Manages the complete sales process: pre-call planning, prospecting, quoting, proposal, negotiations, closing and implementation in coordination with other internal departments (e.g., Marketing, Underwriting, Finance, Service, etc.)

  • Leverages the resources of the Sales Support Associates to provide prospective new members and accounts with the support needed to convert from prospect to member/account.

  • Directly influences revenue generation and the growth and profitability of BCBSMA.

  • Complies with all federal and state regulations that govern the sales process.

Qualifications:

  • Massachusetts Life, Accident and Health producer’s license to be obtained within 90 days of start date and specified requirements met to maintain active license status.

  • AHIP certification to be obtained annually in conjunction with Medicare annual open enrollment period.

  • 2 -3 years of telesales or member/account service experience with strong track record of delivering results.

  • Must demonstrate effective organizational, time management and prioritization skills in order to consistently meet deadlines, achieve assigned quota and overall individual goals.

  • Displays teamwork and professionalism in all interactions internally and externally.

  • Able to direct the work of assigned sales support associates.

  • Strong telephone selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, overcome objections, and close.

  • Strong commercial and Medicare product knowledge desired.

  • Excellent written and verbal communication skills.

  • Proficiency in Microsoft Excel, Word, PowerPoint and Outlook.

  • Up to date knowledge of competition.

  • Positive attitude, resilience, and flexibility a must.

  • Must be self motivated, independent, persistent, and a team player.

Education:

  • Bachelor’s degree preferred or equivalent work experience

  • Insurance industry experience considered favorably.

Minimum Education Requirements:

High school degree or equivalent required unless otherwise noted above

LocationQuincyTime TypeFull time

At Blue Cross Blue Shield of Massachusetts, we believe in wellness and that work/life balance is a key part of associate wellbeing. We provide a flexible hybrid work model in which roles are designated as resident (on site 4-5 days/week), mobile (on site 1-3 days/week), or eworker (on site 0-3 days/month).

Blue Cross Blue Shield of Massachusetts, has a COVID-19 vaccination requirement for building entry. Your offer of employment is dependent upon either being fully vaccinated for COVID-19 or an accommodation based on a disability or sincerely held religious belief, practice, or observance by submitting a request to Human Resources.

Voted as the highest in member satisfaction among Massachusetts commercial health plans by JD Power , Blue Cross Blue Shield of Massachusetts is a community-focused, tax-paying, not-for-profit health plan headquartered in Boston. We have been a market leader for over 75 years, and are consistently ranked among the nation's best health plans. Our daily efforts are dedicated to effectively serving our 2.8 million members, and consistently offering security, stability, and peace of mind to both our members and associates.

Our Commitment to You

We are committed to investing in your development and providing the necessary resources to enable your success. We are dedicated to creating a refreshing and rewarding workplace that promotes excellence and provides opportunities for employees to forge their unique career path. We take pride in our diverse, community-centric, wellness-focused culture and believe every member of our team deserves to enjoy a positive work-life balance.

Blue Cross Blue Shield of Massachusetts is an Equal Employment / Affirmative Action Employer. Applicants are considered for all positions without regard to race, color, religion, sex, national origin, age, veteran status, disability, sexual orientation, gender identity or expression, or any other characteristics protected by law.

Blue Cross Blue Shield of Massachusetts will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with Blue Cross Blue Shield of Massachusetts's legal duty to furnish information.

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