Resp & Qualifications

Although this position is REMOTE, candidates must live in the MD/DC/VA area in order to travel to client meetings and in-person meetings.

PURPOSE:
The New Business Sales Director has responsibility for the business development functions across our mid-market (51-1,000) and National Account (1,000+) segments. This role will drive overall growth strategy, with a heightened focus on market visibility, customer value creation, and sales excellence.

ESSENTIAL FUNCTIONS:

• Develop and drive the strategy to increase diversified new business growth. Manage the new business team to prospect and identify opportunities while building and leveraging internal & external relationships.

• Achieve New Business Sales Goals.

• Analyze and recommend new business opportunities to senior leadership.

• Lead the development of consultative sales strategies that include a comprehensive business case and financial value proposition necessary to close business and increase company objectives around profitability, enrollment and market share. Ensures value propositions are clearly articulated within the consultant and broker community.

• Understand the total book of business portfolios for the broker firms to include all current clients and future opportunities. Track producer-level results and firm performance against our corporate growth objectives. Monitor producer book of business survey results and developing firm specific strategic roadmaps with detailed action plans to maximize relationship development.

• Collaborate with Underwriting to ensure proposals are competitive; attend various meetings, events, functions, and host on-site demos for clients, etc.

• Engage and support team in all sales activity stages and execute account-level growth strategies necessary to secure & close new business prospects. Actively participate in finalist presentations and key external sales meetings.

• Provide direction to all applicable staff to successfully manage and position opportunities that drive new business development. Coach, develop, and manage people, skills, and resources necessary to effectively lead high-performing sales team to deliver corporate business objectives.

SUPERVISORY RESPONSIBILITY:
This position manages 10-15 people.

QUALIFICATIONS:

Education Level: Bachelor's Degree in Business, marketing, sales or related field OR in lieu of a Bachelor's degree, an additional 4 years of relevant work experience is required in addition to the required work experience.

Experience: 8 years sales experience with an emphasis on strategic, consultative selling is required; 3 years years management experience.

Preferred Qualifications:

• Ability to assess strategic implications and develop recommendations, handling multiple tasks and projects simultaneously to produce insightful and reliable quantitative and qualitative analyses in a high-pressure deadline-oriented environment; highly developed analytical skills, including the ability to synthesize and create a cohesive picture and messages from a variety of information types and sources.
• Experiences with other Blues Plans.

Knowledge, Skills and Abilities (KSAs)

• Deep understanding of health care marketplace dynamics and trends.
• Established and advantageous relationships with a wide network of personal and industry contacts, internal & external.
• Demonstrated experience and effective use of SalesForce.
• Strong interpersonal and relationship management skills with the ability to influence.
• Strong presentation skills, with the ability to succinctly and effectively communicate complex issues and findings to executive and peer audiences.

Salary Range: $116,000 - $195,750

Licenses/Certifications: Valid Health/Life License in Maryland, Virginia, and District of Columbia Upon Hire Required.

Travel Requirements
Estimate Amount: 50% Frequent travel required.

Salary Range Disclaimer

Salary will be based on education, location, experience, certifications, etc. In addition to your salary, CareFirst offers benefits such as a comprehensive benefits package, incentive and recognition programs, and 401k contribution (all benefits are subject to eligibility requirements).

Department

Department:CMLG New Business MD

Equal Employment Opportunity

CareFirst BlueCross BlueShield is an Equal Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

Where To Apply

Please visit our website to apply: www.carefirst.com/careers

Federal Disc/Physical Demand

Note: The incumbent is required to immediately disclose any debarment, exclusion, or other event that makes him/her ineligible to perform work directly or indirectly on Federal health care programs.

PHYSICAL DEMANDS:

The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted.

Sponsorship in US

Must be eligible to work in the U.S. without Sponsorship.

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