Group Sales Consultant ; Remote

Small Group Sales Consultant I (Remote) – Care First Blue Cross Blue Shield

The Small Group Existing Business Sales Consultant serves as the primary strategist and revenue leader for a defined territory of small group brokers and their associated employers. Unlike traditional account service roles, this position handles retention strategy, renewal positioning, revenue optimization, and broker ecosystem engagement, while day‑to‑day broker service issues are managed by the Broker Service Team. The consultant is responsible for driving clarity, elevating performance, and ensuring a consistent, compelling market voice.

They act as the internal authority on assigned relationships, providing insights on portfolio health, competitive threats, renewal decisions, and growth strategy.

• Organize brokers and employer groups into relationship ecosystems, identifying influence networks, key producing clusters, and regional patterns.
• Lead relationship engagement across these ecosystems, ensuring brokers receive consistent, strategic messaging and renewal support, not just performing service work.
• Act as the strategic face of Care First to broker partners, elevating our value proposition and shaping how we show up in the market.
• Partner closely with the Broker Service Team to ensure a seamless and coordinated experience.
• Facilitate escalations through service teams while maintaining focus on higher‑order strategy, messaging, and relationship management.

• Lead renewal strategy conversations with brokers and internal teams; articulate competitive positioning, product differences, and value drivers.
• Prepare and deliver compelling renewal presentations with tailored narratives and portfolio‑level insights for brokers and employer decision‑makers.
• Partner with underwriting, product, operations, sales leadership, and market strategy to ensure renewals are timely, accurate, and aligned with enterprise goals.
• Improve consistency and quality of renewal execution by identifying process gaps, enhancing handoffs, and proposing workflow improvements.

• Serve as the internal subject matter expert on the assigned relationships, providing insights, risks, and actions to brokers.
• Communicate market feedback, broker sentiment, competitor behavior, and emerging threats to sales leadership and cross‑functional partners.
• Support the creation of strategic sales messaging, broker communications, market‑level talking points, and competitive counter‑strategies.
• Participate in staff meetings, pipeline reviews, strategic planning sessions, and quarterly business reviews to represent the voice of the existing book.
• Model preparation, clarity, rigor, and professional presence to contribute to a high‑performance, accountable culture.

• Education Level: Bachelor’s Degree in Business, Finance, or related field OR, if lacking a Bachelor’s, four additional years of relevant work experience.
• Licenses/Certifications Upon Hire
  
  Required:
  
  Current health and life license for the jurisdictions of Maryland, DC, and Virginia.
• Experience: 3 years sales/healthcare experience in a similar sales position.
• Preferred Qualifications: Experience in a similar sales position with a competitor or another Blue Cross Blue Shield plan.
• Knowledge, Skills & Abilities: Knowledge of CRM, Salesforce and other client management tools; strong customer service orientation; analytical problem‑solving skills; excellent written and verbal communication; ability to meet deadlines and handle multiple customer service demands.

Salary Range: $60,800 – $98,800

Salary Range Disclaimer: The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the work is being performed. This compensation range is specific and considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate’s work experience, education/training, internal peer equity, and market and business considerations.

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