Sr. Account Executive
About our Company
Independence Blue Cross is a company in motion, continually refining our processes and products to offer the best value to our more than 3.5 million members. As a pacesetter in our dynamic industry, Independence Blue Cross is not only a leader, but also an experienced innovator growing and expanding into new markets in ways that logically maximize our opportunities and success.
Summary
The individual in this position will work to acquire new and retain existing Medicare group business within the Government Programs division. Territory includes the 5-county Greater Philadelphia region and groups with two or more individuals. The candidate will develop and maintain a consultative relationship with group accounts, prospects, consultants, brokers and Commercial Account Executives. The individual will work with clients or clients' designee (i.e. consultant, broker, financial officer, etc.) to effectively position IBC products and meet account needs, resulting in membership retention and sales. Position reports to the Manager, Medicare Sales.
Duties and Responsibilities
- Sell new business and retain existing business through group accounts in order to meet assigned annual sales goals, working within assigned territory and within target markets
- Actively solicit new business to groups and individuals within the employer/group sales channel via consultants, brokers, direct relationships and Commercial representatives
- Determine desirability of all opportunities through thorough review of all requests for proposals and renewals, comparing account and prospect needs and goals against company standards
- Secure all pertinent information and data necessary for appropriate and competitive pricing of existing and prospective Medicare customers
- Explain Medicare Advantage, Medicare Supplement and Prescription Drug Program capabilities and/or procedures, as necessary, to prospects and customers
- Ensure the complete understanding of product, price and services being offered to sell in the competitive marketplace
- Coordinate with IBC support areas to provide customers (prospects, brokers, consultants, Commercial representatives) with prompt and efficient service in a fair, courteous, and responsive manner
- Conduct sales, implementation and open enrollment meetings with benefit administrators, and Medicare beneficiaries through presentations, consultative meetings, etc
- Build relationships with consultants, brokers, prospects and customers, and Commercial reps
- Provide market intelligence on product and service needs in the marketplace
- Participate in community, business, and industry organization events as appropriate
- Negotiate coverage contract terms and conditions
- Develop annual Sales plan for assigned business and implement specific strategies and tactics to meet and exceed goals
- Complete duties in a timely and accurate manner in conformance with Centers for Medicare and Medicaid Services (CMS) and Corporate guidelines, and management requirements
- Perform additional duties, as assigned
Position Qualifications
- Bachelor's degree or equivalent combination of education, experience and/or training
- Minimum of 2 years direct sales and retention experience, including expertise in creating and delivering presentations
- Experience working with Consultants/Brokers in a health care environment is also required
- Background in healthcare, particularly with Medicare products highly preferred
- Strong computer skills, including Outlook, Excel, PowePoint are essential
Candidates must possess State Health, Life, and Workers Compensation (where applicable) License examinations.
Candidates must have a valid driver's license and a reliable car for extensive visits to account/broker locations.
Equal Employment Opportunity
Independence Blue Cross is an Equal Opportunity Employer (EOE). Qualified applicants are considered for employment without regard to age, race, color, religion, sex, national origin, sexual orientation, disability, or veteran status.
Agency Disclaimer
All resumes submitted directly to an Independence Blue Cross Family of Companies employee from a vendor via email, the Internet or in any other form without a valid written search agreement in place for this position from the Independence Blue Cross Family of Companies Human Resources Department will be deemed the sole property of the Independence Blue Cross Family of Companies . Please note that no fee will be paid in the event the candidate is hired by the Independence Blue Cross Family of Companies as a result of the referral or through means other than our established process.
