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Your Role The Northern California Middle Market Sales team is tasked with collaborating with brokers and consultants to expand Medical and Specialty membership for Blue Shield of California. The Sales Executive Middle Market will have direct interaction with local brokers and consultants, aiming to attract new clients to place Medical, Dental, Vision, and Life Insurance programs. Reporting to the Director of Sales for Middle Markets, the Sales Executive Middle Markets is responsible for the identification, development, and sale of new employer groups for the large employer market (101 2,999 eligible employees) to achieve business objectives. The role includes working closely with various internal departments at Blue Shield of California including Underwriting, Sales Enablement, Implementation, Account Management, Compliance, Event Planning, and the Sales Management Team. The ideal candidate must effectively communicate our mission and vision within the local market and adeptly position our products to secure the endorsement of local brokers and consultants. The positions requires spending approximately 50 70% of the time in the field. Your Work In this role, you will: Serve as a strong advocate and voice of Blue Shield of California (BSC) in the marketplace; develop deep relationships with targeted producers to ensure that Blue Shield of California is considered on all new business RFPs and can be leveraged to our advantage during sales processes. Position BSC and Commercial Markets business for long-term success. Develop a Sales Executive Business Plan that is clear, compelling, achievable, data driven and effectively communicated. Cultivate and maintain broker relationships and assists brokers with presentations at point of sale; educates broker agencies about our product portfolios, facilitate delivery of sales proposals to brokers, and obtain competitive market information. Meet and exceed targets for medical, dental, vision and life production for Middle Market Accounts (101 2,999 eligible employees). Support market facing activities and programs that highlight BSCs value for employers, brokers, and members, and coordinate and facilitate finalist presentations. Provide timely and accurate reporting of sales activities within internal CRM. Facilitate weekly sales team meetings focused on RFP pipeline management, target prospects and producer firm activities. Collaborate with all members of the sales team, including sharing information within the team, providing market insight or feedback as appropriate and supporting the team in achieving new membership goals. Exhibit high level negotiating and underwriting (technical) skills, and strong understanding of fully insured rate workup and self-funding contract basis/nomenclature.

Your Knowledge and Experience Requires a bachelors degree or equivalent experience. Requires at least 7 years of insurance-employee benefit sales experience. Requires an active Life Agent license with the California Department of Insurance. Requires experience with Fully Insured and Self-Funded funding arrangements. Requires experience with virtual and in person presentations. Requires relationships with Tier One brokers and Consultants. Requires the ability to be within the Bay Area territory 50-70% of the time.