Account Executive - Middle Market, Senior

Your Role 

The Mid-Market Sales team manages employer groups in the 100-3,000 eligible employee market. The Account Executive, Senior will report to the Director of Account Management. In this role you will be working directly with brokers in the greater LA and Central Coast region and the clients they represent. While overseeing service aspects of for those clients, the main responsibility is working with brokers and their clients to deliver Blue Shield of California’s Value Proposition and successfully negotiate annual renewal increases and upsell new products.

Your Work 

In this role, you will: 

• Use thorough understanding of competitive product offerings and can confidently differentiate between BSCA and competitive products 
• Use thoroughly understanding upcoming developments in the healthcare market (healthcare reform, state and local healthcare legislation, new entrants, customer need shifts)
• Communicate with clients and brokers in a proactive and timely manner. Gain access to some executive level decision makers
• Use Bok of Business and other data to proactively anticipate client needs. Asks probing questions to understand client needs
• Anticipates client pushback and has intermediate understanding of factors driving the renewal calculation e.g. stickiness, switching costs, client value drivers, negotiate with brokers (medium complexity) 
• Successfully renew business and upsell new products
• Build quality, productive broker relationships
• Present valuable data insights to brokers and clients
• Meet and develop relationships with your top, most critical clients
• Develop relationships with support staff and internal partners

Your Knowledge and Experience 

• Requires at least 5 years of prior relevant experience 
• Requires at least 3 years sales Health Plan experience 
• Requires current life agent license 
• Requires a bachelors degree or equivalent experience 
• Requires specific experience with responsibility for renewal negotiation of medical plans
• Requires experience or knowledge of the California health insurance market
• Desired to have some existing broker relationships in the greater LA region