Cambia Health Solutions

  • Senior Business Development Executive

    Job Locations US-WA-Seattle
    Requisition ID
    2018-24909
    Category (Portal Searching)
    Sales
  • Overview

    Senior Business Development Executive

    Seattle, WA

    Responsibilities & Requirements

    The Senior Business Development Executive is responsible for acquiring new employer-group business (including 500+) for assigned territory demonstrating knowledge and expertise with both fully-insured and self-insured funding options.  This role represents Regence by selling all lines of business including Medical, Dental, Vision, Life, HPW and Life and Disability, as well as various affiliated solution products and programs as available. You will develop producer relationships and strategically manage assigned territory, selling direct and/ or through the producer distribution channel.  As a leader, you will provide mentorship and coaching to other sales executives in underwriting knowledge, sales techniques and strategic solution development.  This role work collaboratively and effectively with multiple operational divisions within the Plan to ensure new client satisfaction.

     

    In this role, you will:

     

    • Be responsible for selling new business, Regence and solutions, meeting or exceeding sales goals, including membership and cross-selling.
    • Successfully manage and build relationships with broker/agent and group decision maker.
    • Effectively work within a team environment and able to work with cross functional teams (i.e. Underwriting, product teams, Marketing, Cambia Solution Sales, customer service, claims, etc.). Proactively collaborate with cross-selling partners to maintain a cross-sell funnel with all activity captured in Salesforce.
    • Lead and manage smooth implementations/onboarding and facilitate successful transition of new business to account executive.
    • Serve as mentor to others on the team with less experience to enable them to grow their skills and build success.
    • Maintain an in-depth knowledge of benefit design alternatives, funding options and underwriting requirements. Be nimble and adept at validating customer/prospect needs and matching those needs with current solution offerings that add value.
    • Perform as champion and SME for specific sales topics and keep the rest of the team informed and updated.
    • Demonstrate a curiosity about business/industry conditions, customer developments and competitive activities.  Work across the organization to reflect changing market conditions in the sales approach. Successfully utilize research and open-ended questions to continuously build business acumen.
    • Use a consultative sales approach to effectively negotiate plan design and financial mechanisms.
    • Establish and maintain a high level of credibility with Underwriting and other Business Partners/ functions.
    • Be an ambassador for Regence and Cambia across the community.
    • Utilize Salesforce (SFDC) to reflect all sales activities per company process, including daily updates and detailed pursuit planning.
    • Have the ability to successfully close large groups (500+).
    • Create, plan and execute business and social events to build relationships with key producers, customers, prospects and associations.
    • Engage customer/prospects in a mutual exploration about their business needs and issues by focusing on asking key discovery questions, listening, summarizing their needs to confirm understanding with a focus on the full value proposition vs. a direct product pitch.
    • Be effective in a variety of presentation settings; formal, one-on-one, small and large groups, with peers, and leaders; is effective both inside and outside the organization, on both ordinary, complex and controversial topics; commands attention; can change tactics midstream when something isn’t working.  
    • Effectively compare the Cambia value proposition to that of key competitors; clearly communicate key competitive advantages. Effectively addresses any objections or concerns and constructs mutually beneficial solutions.
    • Build and maintain strong networks by participating in industry and affinity groups such as NAHU, SHRM and EBPA.

     

     

    Minimum Requirements:

    • A proven track record of success achieving sales goals and transitioning accounts. 
    • Ability to plan and execute an effective sales approach, including maintaining a top prospect list and sales pipeline.
    • Ability to develop and execute a long-term strategic plan to win business.
    • Detailed understanding of complexities with ability to communicate and to negotiate all areas related to the sales functions (i.e. underwriting, value proposition, sales, renewals, etc.)
    • Ability to engage in community/ networking opportunities outside of normal business hours
    • Proven ability to build and maintain effective business relationships.
    • Demonstrated successful consistent focus on achieving or surpassing results/goals.
    • Develop, plan and organize compelling finalist presentations for top prospects. 
    • Displays an enthusiastic, fully committed and self-directed approach to work.
    • Strong demonstrated working knowledge of Salesforce and Chatter.
    • Proven success remaining organized and prioritizing work to meet established deadlines.
    • Ability to use tools to build complex Cost Modeling scenarios
    • Strong written and verbal communication skills.  Presentation skills must flex and adjust for the audience, including one-on-one, finalist presentations as well as exhibit compelling presentation skills to a large audience.
    • Demonstrates proficiency in desktop application software including Outlook, Word, Excel, SFDC and creating presentations.
    • Ability to successfully present to groups of various sizes including, Broker education, community speaking and open enrollment meetings.
    • Proven ability to adapt within an ever-changing business environment. 

     

    The Senior Business Development Executive would have a Bachelor’s degree in marketing, business or related field and 6 years of sales experience with 4 years preferred in employee benefits or equivalent combination of education and experience. You must be currently licensed, or must become licensed within 90 days of hire, to sell insurance (health, life, and /or disability) in the state or states where business is conducted. Prior to receiving a license staff are not allowed to engage in soliciting or selling activities and will not be eligible for sales incentive compensation. In addition, must have a valid state driver’s license with a good driving record and proof of auto insurance.

     

    About Us

    Regence employees are part of the larger Cambia family of companies, which seeks to drive innovative health solutions. We offer a competitive salary and a generous benefits package. We are an equal opportunity employer dedicated to workforce diversity and a drug and tobacco-free workplace. All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, age, sex, sexual orientation, gender identity, disability, protected veteran status or any other status protected by law. A drug screen and background check is required.

     

    Regence is 2.2 million members, here for our families, co-workers and neighbors, helping each other be and stay healthy and provide support in time of need. We've been here for members more than 100 years. Regence is a nonprofit health care company offering individual and group medical, dental, vision and life insurance, Medicare and other government programs as well as pharmacy benefit management. We are the largest health insurer in the Northwest/Intermountain Region, serving members as Regence BlueShield of Idaho, Regence BlueCross BlueShield of Oregon, Regence BlueCross BlueShield of Utah and Regence BlueShield (in Washington). Each plan is an independent licensee of the Blue Cross and Blue Shield Association.

     

    If you’re seeking a career that affects change in the health care system, consider joining our team at Cambia Health Solutions. We advocate for transforming the health care system by making health care more affordable and accessible, increasing consumers’ engagement in their health care decisions, and offering a diverse range of products and services that promote the health and well-being of our members. Cambia's portfolio of companies spans health care information technology and software development; retail health care; health insurance plans that carry the Blue Cross and Blue Shield brands; pharmacy benefit management; life, disability, dental, vision and other lines of protection; alternative solutions to health care access and free-standing health and wellness solutions.

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