Reporting directly to an Area Vice President, the SeniorManager is responsible for leading and managing the Employer Markets sales teamto drive membership in Small Group (2-99) Core (100 3000) and Premier(3,000+) markets to achieve business objectives for Dental, Vision and Lifeproducts.
Responsibilities: Lead theSpecialty Sales team to help drive strong external relationships for the stateof California. Manage agrowing team of 4 Senior Sales Executives in Northern CA, Central CA andSouthern CA markets. Cultivate andmaintain deep relationships with targeted producers to ensure Blue Shield isconsidered a must bid on all new business RFPs for Dental, Vision and Life. Overallrelationship management and assignment of medical reps, account managers and producerfirms. Engages reps,account managers and producers in a consultative manner. Ascertainsunderlying needs of producers and employers and maintains strong consultativerelationship with producers. Develops,executes and maintains strategic business plan to achieve goals. Createscomprehensive solutions to meet needs of producers and employers. Assist team ineducating producers and their team on BSC product offering, capabilitiesandhealth care solutions. Educatesmedical reps and account managers on products, changes and competitivelandscape. Facilitatesweekly or bi-weekly sales team meetings focused on RFP pipeline management,target prospects and producer firm activities. Attend medicalsales and account management meetings. Attend brokerfunctions, roadshows, round tables and sales meetings. Conductsfinalistpresentationsand collaboratewith all members of the sales team, including sharing information within theteam, providing market insight or feedback as appropriate and supporting theteam in achieving new sales. Maintains specialtycompetitive and industry knowledge. Effectivelycommunicates BSC strategies, value proposition and mission in the market place. Serves as saleteam role model. Activelyprovides competitive feedback and market data. Partner withthe SG, Core and Premier Managers to ensure strong relationships andpartnerships. Work closelywith underwriting and underwriting leads and management on appeals and pricingstrategy. Provide timelyand accurate reporting of all sales activities UtilizeSalesforce.com to help with pipeline and activity management Responsiblefor oversight of operational implementation such as enhancements, salesstrategies and communications. Travelrequired 25% to 50%.
Education/Requirements: Bachelor'sdegree and six plus years of experience in insurance/employee benefit sales orequivalent combination of education and experience and sales managementexperience. Provenexcellence in sales skills and results across products (Dental, Vision andLife). Expertknowledge of the specialty industry and related benefit products and services. Expertknowledge of pricing for experience and manually rated cases. Possessstrategic selling skills. Demonstratedrelationship management of brokers, GAs and national consulting firms. Experiencemanaging formal RFPs process including questionnaires, claims, contracts, pricingand discount analysis. Demonstratedability in understanding customer needs. Strongbusiness and financial acumen. Proven resultsin achieving production goals and objectives selling. Excellentcommunication and interpersonal skills. Exceptionalpresentation skills. Maintainsvalid drivers license. Current LifeAgent License with California Department of Insurance. Strong PCskills including Salesforce, Microsoft Office Applications.
Physical RequirementsOffice Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork Activity level: Sedentary, frequency most of work day.
Associated topics: leader, manager of sales, principal, regional sales manager, sales director, sales executive, sales manager, team lead, team leader, territory manager