Sales Executive - Middle Markets, Bay Area

Your Role

The Northern California Middle Markets Sales team works with brokers and consultants to grow new Medical and Specialty business for Blue Shield of California. Reporting to the Director of Sales, this role focuses on identifying and selling to employer groups (101–2,999 employees) and collaborating with internal teams like Underwriting, Implementation, and Account Management. The ideal candidate should clearly communicate our mission and strategically position our products to earn broker support.

Your Work

In this role, you will:

• Serve as a trusted 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. 
• Position BSC and Commercial Markets business for long-term success. 
• Cultivate and maintain broker relationships - educate broker partners on our product portfolios, facilitate delivery of sales proposals, 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 BSC’s value for employers, brokers, and members, and coordinate and facilitate finalist presentations.
• Provide timely and accurate reporting of sales activities within internal CRM.
• Participate in weekly sales team meetings focused on RFP pipeline management, target prospects and producer firm activities.
• Work together with everyone in the sales team by offering market insights or relevant feedback and helping the group reach new membership targets. 

• Demonstrate advanced negotiating and underwriting expertise, along with a comprehensive knowledge of fully insured rate development and self-funding contract structures and terminology.

Your Knowledge and Experience

• Requires a bachelor’s 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.