Blue Cross Blue Shield of Massachusetts
Sales Executive I - Direct New Sales
Blue Cross Blue Shield of Massachusetts, Hingham, Massachusetts, us, 02043
Ready to help us transform healthcare? Bring your true colors to blue.
Position Summary
Within a call center environment, the Sales Executive is responsible for marketing, selling, and retaining the BCBSMA Commercial Medical and Dental small group product portfolio with our broker partners, direct accounts, and individuals. Inside Sales Executives are expected to cross sell, retain, and sell new business (multiple lines) to help grow the BCBSMA market share as well as build and maintain broker partner relationships that influence the sale of the product portfolio. They are knowledgeable of our complete line of products and services and provide consultative, complex solutions in a price sensitive and regulated environment. Through efficient territory and time management they work to develop and implement strategies that include insured arrangements as well as drive our consumer engagement products including Healthy Actions, RAM and tiered network products.
Key Responsibilities
Using strong consultative, solutions based telesales skills, consistently delivers a positive brand experience when responding to inbound calls and emails, initiating outbound calls, and following up with existing and new account prospects. Employs BCBSMA and competitor product and process knowledge and active listening skills to promptly and effectively gather the information necessary to engage the broker, account or member, identify customer needs, offer the appropriate telephonic, online, and offline sales support, build value, present strategic solutions, and retain and /or win the business. Foster and maintain positive and productive relationships with broker distribution channel and their support staff. Supports emerging vertical markets such as COOPs and Public and Private Exchanges Promotes and sells engagement products such as Healthy Actions, HCCS, High Ded., HSA compatible and Select Network products Review renewals for possible cross sale opportunities, provide creative product alternatives that demonstrate a consultative approach. Obtain new accounts through brokerage channels for sales. Meets or exceeds assigned monthly, quarterly, and annual quota for new accounts and retention. Consistently cross sells and closes all available product lines. Assist brokers with technology and those renewals that need manual intervention. Effectively utilizes sales technology and tools to support day to day activities. Takes appropriate number of inbound retention calls from assigned splits/skills. Follows up on all prospective leads and customary inquiries. Work collaboratively with Inside Service Team, other segments and departments to ensure prompt resolution and proactive approach when possible. Strategize with Underwriting to ensure best possible options for account to either choose BCBSMA as their benefits solution or remain with BCBSMA. Work with Dental and Ancillary team to develop strategies to promote cross selling and effective strategies that include bundling products for over-all savings. Act as trusted advisor on all relevant issues including new products, processes, and Health Care Reform Directly influences revenue generation and the growth and profitability of BCBSMA. Complies with all federal and state regulations that govern the sales process.
This document is not an exhaustive list of all responsibilities, skills, duties, requirements, or working conditions associated with the job. Employees may be required to perform other job-related duties as required by their supervisor, subject to reasonable accommodation.
Key Qualifications
2 -3 years of telesales or member/account service experience with strong track record of delivering results and high performance.
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.
Goal oriented individual who can thrive in a high-pressure environment while helping drive results independently and as a team.
Strong telephone selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, overcome objections and close.
Strong product knowledge.
Excellent written and verbal communication skills.
Working knowledge and/or understanding of salesforce and other sales technology tools
Proficiency in Microsoft Excel, Word, PowerPoint and Outlook
Up to date knowledge of competition as well as legislative changes in a highly regulated environment
Positive attitude, resilience, flexibility and ability to adapt to changing sales cycles and demands.
Must be self-motivated, independent, persistent and a team player.
Required Education Level and/or Relevant Experience Level
Bachelor’s degree preferred or equivalent work experience.
Insurance industry experience considered favorably.
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.
This position is eligible for the following personas: eWorker, Mobile, Resident.
Minimum Education Requirements:
High school degree or equivalent required unless otherwise noted above
LocationHinghamTime TypeFull time
Hourly Range: $24.78 - $30.29
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 the confidence gap (https://www.theatlantic.com/magazine/archive/2014/05/the-confidence-gap/359815/) and imposter syndrome (https://www.braintreepayments.com/blog/overcoming-imposter-syndrome/) can 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 our Company Culture (https://careers.bluecrossma.org/us/en/culturepage) page. If this sounds like something you’d like to be a part of, we’d love to hear from you. You can also join our Talent Community (https://careers.bluecrossma.org/us/en/jointalentcommunity?applyType=JTC) to 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 "How We Work (https://careers.bluecrossma.org/us/en/how-we-work) " Page.
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.
Position Summary
Within a call center environment, the Sales Executive is responsible for marketing, selling, and retaining the BCBSMA Commercial Medical and Dental small group product portfolio with our broker partners, direct accounts, and individuals. Inside Sales Executives are expected to cross sell, retain, and sell new business (multiple lines) to help grow the BCBSMA market share as well as build and maintain broker partner relationships that influence the sale of the product portfolio. They are knowledgeable of our complete line of products and services and provide consultative, complex solutions in a price sensitive and regulated environment. Through efficient territory and time management they work to develop and implement strategies that include insured arrangements as well as drive our consumer engagement products including Healthy Actions, RAM and tiered network products.
Key Responsibilities
Using strong consultative, solutions based telesales skills, consistently delivers a positive brand experience when responding to inbound calls and emails, initiating outbound calls, and following up with existing and new account prospects. Employs BCBSMA and competitor product and process knowledge and active listening skills to promptly and effectively gather the information necessary to engage the broker, account or member, identify customer needs, offer the appropriate telephonic, online, and offline sales support, build value, present strategic solutions, and retain and /or win the business. Foster and maintain positive and productive relationships with broker distribution channel and their support staff. Supports emerging vertical markets such as COOPs and Public and Private Exchanges Promotes and sells engagement products such as Healthy Actions, HCCS, High Ded., HSA compatible and Select Network products Review renewals for possible cross sale opportunities, provide creative product alternatives that demonstrate a consultative approach. Obtain new accounts through brokerage channels for sales. Meets or exceeds assigned monthly, quarterly, and annual quota for new accounts and retention. Consistently cross sells and closes all available product lines. Assist brokers with technology and those renewals that need manual intervention. Effectively utilizes sales technology and tools to support day to day activities. Takes appropriate number of inbound retention calls from assigned splits/skills. Follows up on all prospective leads and customary inquiries. Work collaboratively with Inside Service Team, other segments and departments to ensure prompt resolution and proactive approach when possible. Strategize with Underwriting to ensure best possible options for account to either choose BCBSMA as their benefits solution or remain with BCBSMA. Work with Dental and Ancillary team to develop strategies to promote cross selling and effective strategies that include bundling products for over-all savings. Act as trusted advisor on all relevant issues including new products, processes, and Health Care Reform Directly influences revenue generation and the growth and profitability of BCBSMA. Complies with all federal and state regulations that govern the sales process.
This document is not an exhaustive list of all responsibilities, skills, duties, requirements, or working conditions associated with the job. Employees may be required to perform other job-related duties as required by their supervisor, subject to reasonable accommodation.
Key Qualifications
2 -3 years of telesales or member/account service experience with strong track record of delivering results and high performance.
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.
Goal oriented individual who can thrive in a high-pressure environment while helping drive results independently and as a team.
Strong telephone selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, overcome objections and close.
Strong product knowledge.
Excellent written and verbal communication skills.
Working knowledge and/or understanding of salesforce and other sales technology tools
Proficiency in Microsoft Excel, Word, PowerPoint and Outlook
Up to date knowledge of competition as well as legislative changes in a highly regulated environment
Positive attitude, resilience, flexibility and ability to adapt to changing sales cycles and demands.
Must be self-motivated, independent, persistent and a team player.
Required Education Level and/or Relevant Experience Level
Bachelor’s degree preferred or equivalent work experience.
Insurance industry experience considered favorably.
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.
This position is eligible for the following personas: eWorker, Mobile, Resident.
Minimum Education Requirements:
High school degree or equivalent required unless otherwise noted above
LocationHinghamTime TypeFull time
Hourly Range: $24.78 - $30.29
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 the confidence gap (https://www.theatlantic.com/magazine/archive/2014/05/the-confidence-gap/359815/) and imposter syndrome (https://www.braintreepayments.com/blog/overcoming-imposter-syndrome/) can 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 our Company Culture (https://careers.bluecrossma.org/us/en/culturepage) page. If this sounds like something you’d like to be a part of, we’d love to hear from you. You can also join our Talent Community (https://careers.bluecrossma.org/us/en/jointalentcommunity?applyType=JTC) to 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 "How We Work (https://careers.bluecrossma.org/us/en/how-we-work) " Page.
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.