Specialty Business Development Executive (BDE), Small Group

Awarded a Healthiest Employer, Blue Cross Blue Shield of Arizona aims to fulfill its mission to inspire health and make it easy. AZ Blue offers a variety of health insurance products and services to meet the diverse needs of individuals, families, and small and large businesses as well as providing information and tools to help individuals make better health decisions.

PURPOSE OF THE JOB

Increases gross revenues through sale of products written primarily through the broker distribution channel. Within the assigned market and territory, directly markets and influences individuals, employers and other purchasers and educates, trains, and motivates brokers to promote and sell BCBSAZ Specialty products. Develops and maintains effective relationships with brokers, Medical Sales staff, internal operations, and business community in assigned territory

QUALIFICATIONS

REQUIRED QUALIFICATIONS

1. Required Work Experience

3 years experience in customer service, account management, or sales

2. Required Education

High-School Diploma or GED in general field of study

3. Required Licenses

Active, current, and unrestricted AZ Department of Insurance Life and Health Insurance License

Valid Arizona driver license with acceptable driving record

4. Required Certifications

N/A

PREFERRED QUALIFICATIONS

1. Preferred Work Experience

5 years experience in customer service, account management, or sales

2. Preferred Education

Bachelors degree in business or related field of study

3. Preferred Licenses

Active, current, and unrestricted AZ Department of Insurance Property and Casualty License

4. Preferred Certifications

Industry Professional Designations

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES

Broker Relationship Management

Achieve established sales goals by managing, motivating and training contracted brokers to sell and promote BCBSAZ Specialty products.

Establish and maintain positive working relationships with new and existing brokers and maintain a high level of broker satisfaction for BCBSAZs products and processes.

Develop formal and informal sales presentations in conjunction with brokers.

Coordinate and manage broker advertising campaign and marketing activities according to formal BCBSAZ advertising guidelines and company policy.

Identify, recruit and contract with new brokers; provide training and support for newly contracted brokers.

Communicate BCBSAZ policies, procedures, processes, and updates to new and existing brokers within assigned territory; identify and provide training to brokers in assigned territory.

Successfully coordinate, communicate, and resolve complaints and grievances involving broker activity.

Act as a liaison between brokers and internal operations

Conduct semi-annual broker meetings as a forum to inform brokers and receive feedback from brokers.

Sales and Territory Management

Create and implement sales plans for assigned market and territory to meet personal and corporate sales goals.

Prioritize new business opportunities, to maximize sales revenues, membership, retention, and market share.

Evaluate, strategize and develop professional sales presentations to brokers, consultants, and employers for selling and retention of individuals and groups.

Maintain current knowledge of competitive products and health economic trends in order discuss and provide input to prospective clients.

Identify and communicate strengths, weaknesses, opportunities, and threats within assigned territory.

Identify and pursue direct sales opportunities for new business.

Professionally represent BCBSAZ in local civic and business organizations.

Complete required reports, documentation, and updates on a timely basis.

Administrative

The position requires a full-time work schedule. Full-time is defined as working at least 40 hours per week, plus any additional hours as requested or as needed to meet business requirements.

The position involves varying work schedules, including evenings and weekends, to accommodate broker activities and BCBSAZ events. Occasional overnight travel may be required.

Perform all other duties as assigned.

SMALL GROUP BDE

Work with Medical individual / small group client service managers to develop strategies and tactics for renewal and retention.

Transition accounts to client implementation team, as needed, following initial sale.

COMPETENCIES

REQUIRED COMPETENCIES

1. Required Job Skills

Strong written and verbal communications

Intermediate PC proficiency

Intermediate skill in word processing, presentation, spreadsheet and sales automation software

Knowledge of policies, procedures, products, and guidelines necessary to communicate to customers and brokers

Knowledge of individual and small group products, including ancillary lines of coverage

2. Required Professional Competencies

Sales accumen, with a drive for results and success based on planned objectives

Ability to deal with the unpredictability of the current environment and minimize variance between predicted and actual outcomes

Ability to represent and display professional style, pride, and adhere to dress code and departmental standards

Interpersonal skills necessary to meet customer service and departmental standards with brokers, customers, members, and coworkers

Ability to communicate and present effectively in a 1-1 or group setting

Ability and to assimilate new functions, services, and systems while maintaining existing systems and programs

Ability to maintain confidentiality and privacy

3. Required Leadership Experience and Competencies

High standard of performance while pursuing aggressive goals

Principled approach to business and sound business ethics

Our Commitment

AZ Blue does not discriminate in hiring or employment on the basis of race, ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status or any other protected group.

Thank you for your interest in Blue Cross Blue Shield of Arizona. For more information on our company, see azblue.com. If interested in this position, please apply.