Sr. Sales Account Representative, Small Group Health Insurance
Overview
Own retention for BCBSM and BCN groups under 50 contracts in Detroit, Michigan. Drive resells, open enrollment, and benefit consulting for assigned geographic area. Manage agent relationships, mitigate jeopardy, and coordinate new business onboarding. This role blends strategy, analytics, and field sales with a community focus.
What You'll Do9
- 1Develop and execute retention plans for BCBSM and BCN small group accounts, targeting membership growth and renewal acceptance.
- 2Build trust with key agent decision makers by mapping their decision process and aligning strategies with the Sales Manager.
- 3Consult on alternative delivery methods (HMO, POS, PPO) and funding options to match customer needs.
- 4Identify at-risk accounts, create retention strategies, and implement win-back plans to prevent turnover.
- 5Resolve complex servicing issues by referring to internal teams and ensuring timely, accurate solutions.
- 6Train group contacts on benefits, enrollment, and administration to boost self-service efficiency.
- 7Deliver sales presentations that convert prospects and close renewals, using data for rate development.
- 8Coordinate new business enrollment with the sales office and complete all required sales reports.
- 9Represent the company at community events to strengthen brand presence and generate referrals.
Requirements9
- 13+ years in concept sales or face-to-face service, preferably in health insurance or benefits.
- 2Valid Michigan Accident and Health Insurance License (or obtain within 90 days of start).
- 3Valid Michigan driver's license and access to reliable transportation for field visits.
- 4Bachelor's degree in Business Administration, Marketing, or related field preferred.
- 5Strong analytical, presentation, and problem-solving skills with a track record of closing sales.
- 6Well-developed forecasting, organizing, and planning skills to manage territory and priorities.
- 7Proficiency in Microsoft Office and industry-standard CRM systems for tracking and reporting.
- 8Deep technical knowledge of benefits, billing, competitive programs, and underwriting as they apply to small group sales.
- 9Understanding of alternative delivery programs, medical economics, and union/trust fund structures.
Salary Insight
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