Account Executive III, Group

Overview

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Position Overview

The Account Executive is responsible for managing an assigned territory with a focus on client retention, consultative sales, and exceptional service delivery. This role markets and sells BCBSMA's comprehensive product portfolio through broker and consultant channels, as well as directly to employer groups with 100 or more employees.

This position is eligible for the eWorker, mobile and resident personas.

• Sales & Relationship Management:
  Employ consultative, solution-oriented sales techniques to build strong relationships, influence decision-making, and negotiate effectively.
• Achieve and exceed territory quotas for client retention, revenue growth, and new product sales (e.g., Dental and Ancillary).
• Cultivate and maintain strategic relationships with brokers, consultants, and client stakeholders to enhance BCBSMA's market position.
• Conduct in-person meetings with clients and partners to provide strategic updates and foster engagement.
• Develop and execute annual territory plans and multi-year strategic account strategies.

• Leverage marketing resources and subject matter experts to educate stakeholders on BCBSMA's products, services, legislative updates, and network changes.
• Lead the development of proposals, including responses to complex RFPs, financial exhibits, and customized presentations.
• Deliver compelling presentations to brokers, consultants, and clients to support sales and retention efforts.

• Manage the internal renewal process in collaboration with cross-functional teams (e.g., Marketing, Underwriting, Finance, Service, Product Management).
• Partner with Account Service Representatives to ensure concierge-level service and timely resolution of client issues.
• Facilitate smooth transitions for new accounts from Sales Executives to Account Management.
• Oversee the full lifecycle of account renewals, including strategy development, proposal execution, negotiation, and implementation.
• Demonstrate strong organizational and time management skills to meet performance standards and deadlines.
• Navigate complex issues by engaging appropriate decision-makers and leveraging cross-functional collaboration.

• Independently manage renewals and competing priorities within aggressive timelines.
• Apply analytical skills and policy interpretation to resolve issues, escalating to leadership as needed.
• Operate within a matrixed environment, accountable to both direct leadership and cross-functional stakeholders.

• Serve as the primary market-facing representative of BCBSMA to brokers, consultants, and clients.
• Model professionalism and teamwork in all internal and external interactions.
• Drive resolution through consensus-building and collaboration across business units.
• Provide guidance to Account Service Representatives and directly influence revenue through retention and cross-selling.

• Massachusetts Life, Accident, and Health Producer's License (must be obtained within 90 days of hire and maintained per state regulations).
• Valid driver's license and access to a personal vehicle for travel.

• Proven ability to anticipate client needs and deliver tailored solutions.
• Highly motivated with strong organizational skills and a results-driven mindset.
• Persuasive communicator with a professional demeanor and team-oriented approach.
• Strategic thinker with experience in pre-sale strategy and proposal development.
• Ability to thrive in a fast-paced, high-pressure environment.
• Demonstrated excellence in verbal, written, and presentation communication.
• Extensive industry knowledge, including service delivery, self-funded, and fully insured plans.
• Strong consultative sales skills and a history of successful sales outcomes.
• Collaborative mindset with the ability to engage cross-functional teams effectively.

• Bachelor's degree preferred.
• 5-7 years of professional business experience.
• 3-5 years of account management experience.
• Prior sales experience…