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Account Sales Consultant III

Posted on Feb 14, 2019 by Excellus BCBS

Binghamton, NY 13901
Sales
7 Feb 2019
Annual Salary
Full-Time
Come join our team! Working for a dominant health insurer in the Binghamton region, you will help people make decisions that impact the health and well being of the community. You'll work on a team of successful sales representatives who work hard but also have a lot of fun! In this role you will primarily be responsible for a book of business of large group accounts, consisting of approximately 10,000 members, typically with a mix of community rated and experience rated health accounts. We aim to attract the best talent from diverse socioeconomic, cultural and experiential backgrounds, to diversify our workforce and best reflect the communities we serve. Our mission is to foster an environment where diversity and inclusion are explicitly recognized as fundamental parts of our organizational culture. We believe that diversity of thought and background drives innovation which enables us to provide leading-edge healthcare insurance and services. With that mission in mind, we recruit the best candidates from all communities, to diversify and strengthen our workforce.

OUR COMPANY CULTURE:
Employees are united by our Lifetime Way Values & Behaviors that include compassion, pride, excellence, innovation and having fun! We aim to be an employer of choice by valuing workforce diversity, innovative thinking, employee development, and by offering competitive compensation and benefits.

Summary
Under the supervision of the local Manager, Sales/Regional Sales Director, and having attained an extensive and thorough knowledge of all contracts, enrollment regulations and membership and billing procedures, will be responsible for sales and leading the provision of service solutions of assigned accounts and territories. In accordance with established annual sales and retention goals, provides account training, benefit consulting, guidance and coordination of account benefit plans. This position is responsible for account activity in their assigned lines of business.

Primarily responsible for several of the following:
• Book of Business contains a majority of experience rated health accounts
• A broad range of financial arrangements including several self funded clients
• More than half the accounts are large national accounts or are accounts with several hundred eligible employees
• Several accounts with complex benefit structures
• Ability to explain and answer questions about the financial aspects of rate determination, renewal, and underwriting to clients.
• Demonstrated leadership ability - mentoring of level one and two consultants, lead role on projects, committee participation, assigned management responsibility in absence of management.
• Additional education and training deemed above the minimum requirements for the position, i.e. graduate level courses, RHU or other sales specific certification, PAHM, FAHM, or other industry specific certification, training classes intended to enhance job specific skills.
• Ability to manage complex relationships involving group leaders, brokers, senior management and internal departments.
• Exemplifies a senior level professional with respect to confidence, professionalism and discretion.

Essential Responsibilities/Accountabilities
• In accordance with corporate sales goals, will identify, qualify and create specific strategy for prospects and accounts assigned.
• Thoroughly acquaints appropriate account personnel with benefit explanations, claims filing and billing procedures, proposed rate adjustment rationale, mandated benefits, statutory changes and state and federal issues impacting health insurance delivery systems. Conducts educational meetings to review existing benefits and describe new benefits. Will assist in conducting open enrollments, re-enrollments, implementation of benefit changes, etc. Will arrange for proper response to claims inquiries and resolution of related problems.
• Serves in a consultative role to establish an appropriate comprehension level of benefits for assigned accounts. Responsible for the provision of service solutions to accounts to ensure account satisfaction.
• On a regular basis, provides consultative services to assist the account's representative in establishing and meeting the goals of the group's insurance program. Provides advice on such matters as benefit design, health care financing, health care legislation, the health care delivery system and the best way to communicate benefit information to employees.
• Prepares and participates in educational programs such as pre-retirement seminars, community information programs, health fairs, etc.
• As required, assists in the development of new programs or modifications to existing contracts to accommodate prospective or existing account needs in conjunction with actuaries, consultants and others.
• As required, performs research and coordinates the preparation of new or revised benefits booklets for distribution among account employees. May also edit or otherwise assist in the preparation of benefit descriptions for employee manuals, handbooks or general information circulars.
• Responsible for territory and time management reports for assigned accounts. Reports will include, but not be limited to, profiles of enrolled and un-enrolled accounts and updating of respective account profiles. Submits reports to management for review and consideration.
• Responsible for maintaining detailed accounts and prospect history through the use of a sale force automation program.
• Evaluates and otherwise develops a familiarity with the benefits packages of competitive carriers and their sales strategies.
• Effectively manages time and schedules contact per account as determined by account needs and management. Initiates the appropriate paperwork to keep account file and databases current.
• Keeps abreast of corporation, national and legislative developments impacting the delivery of health care benefits through meetings, professional societies and publications.
• Keeps management advised of significant field developments.
• Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies' mission and values, adhering to the Corporate Code of Conduct, and Leading to the Lifetime Way values and beliefs.
• Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.
• Regular reliable attendance is expected and required.
• Performs other functions as assigned by management.

Minimum Qualifications

• Valid NYS Accident and Health License within six months of employment required. Employees without a license are not eligible for any sales incentive awards or contests. Any sales made while not licensed are not eligible for incentive compensation.
• A minimum of four-year degree preferably in Business Administration with Marketing or Liberal Arts major or equivalent experience required. Previous direct sales or insurance industry experience required.
• Excellent oral and written communication skills and the ability to deal effectively and professionally with all levels of account management and personnel required.
• Ability to effectively sell products offered through application of appropriate sales techniques backed by extensive product knowledge including contract administration, enrollment regulations, competitive financial arrangements and membership and billing procedures required.
• Ability to adapt and respond to the diverse and unexpected situations normally encountered in marketing and service occupations required.
• Ability to independently travel in a timely fashion to customers throughout the health plan markets.

Physical Requirements
• Must be able to lift and carry up to 40lbs of materials

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In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.
Equal Opportunity Employer Category: Sales , Keywords: Sales Account Executive

Reference: 646340091