Small Group Account Sales Consultant I (rochester Territory)

Account Sales Consultant

We value our talented employees and strive to help them grow professionally. If you think the open position is right for you, we encourage you to apply! 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

• 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.
• 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.
• 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.
• 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.

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. All Levels:

• Valid NYS Accident and Health License is required within six months of employment.
• 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.

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.

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.

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.

Compensation Range(s): Level I (E1) Minimum: $60,410 - Maximum: $84,000

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.