Small Group Account Sales Consultant I (Rochester Territory) (Finance)
Job Description:
Based on the territory associated with this role, candidates must reside in Rochester, NY
Summary:
The Account Sales Consultant is responsible for prospecting new sales while providing service solutions for existing accounts. In accordance with established annual sales and retention goals, the Account Sales Consultant will provide existing accounts and brokers with education, benefit consulting, guidance, and coordination of benefit plans. Accounts are a mix of community rated and experience rated health groups.
This group manages medical and all ancillary lines of business for accounts of 100 and fewer full-time equivalents. The typical book of business is comprised of 1,000-1,500 accounts and brokers. This includes a small number (20-25) of experience-rated dental renewals.
Essential Accountabilities:
Level I
• Establishes, develops, and maintains positive business relationships with prospective and current clients, brokers, and internal department contacts.
• Researches accounts and generates or follows through on sales leads. Coordinates sales effort with team members and other departments.
• Performs cost-benefit and needs analysis of existing/potential customers to meet their needs. Accounts will typically have less complex financial arrangements and will be predominantly Health Plan based employee populations.
• Responsible for providing solutions to groups to meet those needs to ensure account satisfaction.
• Conducts open enrollment meetings with broker partners and group representatives to review existing benefits and educate/update on new benefits ensuring an appropriate comprehension level of benefits for assigned groups and their employees. This includes any plan changes, mandates, rates, billing procedures, and enrollment procedures.
• Conducts regularly scheduled meetings (monthly/quarterly) with broker partners for training and informational purposes.
• Expedites the resolution of customer problems and complaints to maximize satisfaction. Works with appropriate internal departments in order to deliver proper responses.
• Responsible for maintaining client detail (existing, at risk, etc.) and prospect history. Submits reports to management on customer needs, problems, interests, and competitive activities keeping them advised of significant developments in their book of business.
• Coordinates the preparation of new or revised benefit booklets for distribution to groups and their employees. May also assist in the preparation of benefit descriptions for employee manuals, handbooks, or general information guides.
• Prepares and participates in educational programs such as health fairs and Wellness seminars. Keeps abreast of best practices and promotional trends.
• Attends meetings, sales events, and trainings to keep abreast of the latest corporate, national, and legislative developments impacting the delivery of health care benefits.
• Consistently demonstrates high standards of integrity by supporting the Lifetime Healthcare Companies' mission and values, adhering to the Corporate Code of Conduct, and leading to the Lifetime Way values and beliefs.
• Maintains high regard for member privacy in accordance with the corporate privacy policies and procedures.
• Regular and reliable attendance is expected and required.
• Performs other functions as assigned by management.
Level II (in addition to Level I Accountabilities)
• Manages more complex relationships involving group leaders, brokers, senior management, and internal departments. Accounts will typically require more complex/strategic financial arrangements.
• Mentors newer account consultants/service reps.
• Proactively seeks participation in internal projects.
• Stands in for management when meetings are delegated.
Minimum Qualifications:
NOTE: We include multiple levels of classification differentiated by demonstrated knowledge, skills, and the ability to manage increasingly independent and/or complex assignments, broader responsibility, additional decision making, and in some cases, becoming a resource to others. In addition to using this differentiated approach to place new hires, it also provides guideposts for employee development and promotional opportunities.
All Levels
• Valid NYS Accident and Health License is required within six months of employment. Employees without a license are not eligible for any sales incentive awards or contests. Any sales made while not licensed are not eligible for incentive compensation.
• Highly motivated and target driven with two (2) or more years of experience in direct sales. Health insurance sales and/or industry experience beneficial.
• Proven ability to build productive professional relationships.
• Strong business acumen with ability to explain and answer questions about the financial aspects of rate determination, renewal, and underwriting to clients.
• Ability to create and deliver presentations tailored to the audience needs.
• Familiarity with different sales techniques and pipeline management.
• Experience working with a CRM/BRM including best practices.
• Excellent oral and written communication skills and the ability to deal effectively and professionally with all levels of account management and personnel.
• Ability to adapt and respond to the diverse and unexpected situations normally encountered in marketing and service occupations.
Level II (in addition to Level I Qualifications)
• Must have and maintain a valid NYS Accident and Health license.
• A proven track record in direct sales. Health insurance sales and/or industry experience desired.
• Exceptional analytical/problem-solving skills.
• Demonstrated mentoring/leadership skills.
Physical Requirements:
• Ability to travel across the Health Plan service region for presentations, meetings, and/or trainings as needed.
• Ability to work while sitting and/or standing at a workstation viewing a computer and using a keyboard, mouse and/or phone for three (3) or more hours at a time.
• May be required to transport sales collateral/materials to and from meetings/events.
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One Mission. One Vision. One I.D.E.A. One you.
Together we can create a better I.D.E.A. for our communities.
At the Lifetime Healthcare Companies, we're on a mission to make our communities healthier, and we can't do it without you. We know diversity helps fuel our mission and that's why we approach our work from an I.D.E.A. mindset (Inclusion, Diversity, Equity, and Access). By activating our employees' experiences, skills, and perspectives, we take action toward greater health equity.
We aspire to reflect the communities we live in and serve, and strongly encourage people of color, LGBTQ+ people, people with disabilities, veterans, and other underrepresented groups to apply.
OUR COMPANY CULTURE:
Employees are united by our Lifetime Way Values & Behaviors that include compassion, pride, excellence, innovation and having fun! We aim to be an employer of choice by valuing workforce diversity, innovative thinking, employee development, and by offering competitive compensation and benefits.
In support of the Americans with Disabilities Act, this job description lists only those responsibilities and qualifications deemed essential to the position.
Equal Opportunity Employer
Compensation Range(s):
Level I (E1) Minimum: $60,410 - Maximum: $84,000
The salary range indicated in this posting represents the minimum and maximum of the salary range for this position. Actual salary will vary depending on factors including, but not limited to, budget available, prior experience, knowledge, skill and education as they relate to the position's minimum qualifications, in addition to internal equity. The posted salary range reflects just one component of our total rewards package. Other components of the total rewards package may include participation in group health and/or dental insurance, retirement plan, wellness program, paid time away from work, and paid holidays.
Please note: There may be opportunity for remote work within all jobs posted by the Excellus Talent Acquisition team. This decision is made on a case-by-case basis.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
