Sales Executive I, Direct New Sales

Ready to help us transform healthcare? Bring your true colors to blue.

Job Description

What we need:

The Sales Executive is responsible for selling, marketing, and retaining the BCBSMA Medicare product portfolio on a direct basis to prospective and existing members by telephone and by online digital channels. Additional responsibilities include cross selling ancillary products, retaining, and selling new Medicare business to help grow BCBSMA revenue by prospecting, qualifying leads, uncovering needs, building value, and closing. The incumbent effectively manages time and pipeline to achieve assigned sales quota and must demonstrate knowledge of BCBSMA Medicare plans and the overall Medicare market including competitor products. The incumbent will help Medicare beneficiaries navigate one of the most important purchasing decisions of their life as they select their insurance coverage. As a Medicare Sales Executive, the incumbent will demonstrate strong retail selling skills and demonstrate command of CRM sales support technology.

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

Your Day to Day:

• Using exceptional consultative and telesales skills, consistently delivers a positive brand experience when responding to inbound calls, initiating outbound calls, and following up with prospective and existing members.

• Employs BCBSMA and competitor product and process knowledge and active listening skills to promptly and effectively gather the information necessary to engage the member/sales prospect, identify customer needs, present product solutions, and close the sale.

• Takes appropriate number of inbound telesales calls from assigned splits/skills. Follows up on all prospective leads that come through various channels by making outbound calls.

• Meets or exceeds assigned monthly, quarterly, and annual quota.

• Consistently cross sells and closes all available product lines.

• Develops and implements pipeline plan to achieve sales quota. Effectively utilizes sales technology and tools to support day to day activities including call center telephone system and contact management software to track inbound and outbound call activity results.

• Assist prospective member inquiries via online digital channels offerings, live chat, and email.

• Communicate effectively and provide prospects with a personal, professional, and efficient digital sales experience.

• Responsible for relationship building with referral sources to leverage the position of BCBSMA in the marketplace to achieve objectives for increased corporate Medicare membership and profitability.

• Executes Medicare retention programs by assisting existing Medicare members during AEP and cross selling year-round ancillary products.

• Directly influences revenue generation and the growth and profitability of BCBSMA.

• Complies with all federal (CMS) and state (DOI) regulations that govern Medicare plans.

• Train and support on-boarding for new hires and share best practices.

• Work on assigned special projects, including but not limited to testing system enhancements, updating processes, and drafting team documentation.

• Independently manage and resolve escalated and complex member issues.

We're Looking for:

• Massachusetts Life, Accident and Health producer’s license to be obtained within 90 days of start date and specified requirements met to maintain active license status.

• AHIP certification to be obtained annually in conjunction with Medicare annual open enrollment period.

• Two to three years of telesales or member/account service experience with strong history of delivering results.

• Must demonstrate effective organizational, time management and prioritization skills to consistently meet deadlines, achieve assigned quota and overall individual goals.

• Displays teamwork and professionalism in all interactions internally and externally.

• Strong telephone selling skills: ability to build relationships, persuade, influence decision-making, negotiate sales, overcome objections, and close.

• Strong Medicare product knowledge desired.

• Excellent written and verbal communication skills.

• Working knowledge and/or understanding of Salesforce and other sales technology tools

• Proficiency in Microsoft Excel, Word, PowerPoint, and Outlook.

• Up to date knowledge of competition, including CMS changes in a highly regulated environment.

• Positive attitude, resilience, flexibility, ability to adapt to market changes and demands.

• Willingness to work a flexible schedule to meet the needs of the business, i.e., evenings and weekends.

• Must be self-motivated, independent, persistent, and a team player.

What You Bring:

• Bachelor’s degree preferred or equivalent work experience.

• Insurance industry experience considered favorably.

#LI-HYBRID

Minimum Education Requirements:

High school degree or equivalent required unless otherwise noted above

LocationHinghamTime TypeFull time

Hourly Range: $25.35 - $30.98

The job posting range is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs and affordability.

This job is also eligible for variable pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well-being benefits to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

WHY Blue Cross Blue Shield of MA?

We understand that the confidence gap ( and imposter syndrome ( can prevent amazing candidates coming our way, so please don’t hesitate to apply. We’d love to hear from you. You might be just what we need for this role or possibly another one at Blue Cross Blue Shield of MA. The more voices we have represented and amplified in our business, the more we will all thrive, contribute, and be brilliant. We encourage you to bring us your true colors, , your perspectives, and your experiences. It’s in our differences that we will remain relentless in our pursuit to transform healthcare for ALL.

As an employer, we are committed to investing in your development and providing the necessary resources to enable your success. Learn how we are dedicated to creating an inclusive and rewarding workplace that promotes excellence and provides opportunities for employees to forge their unique career path by visiting our Company Culture ( page. If this sounds like something you’d like to be a part of, we’d love to hear from you. You can also join our Talent Community ( to stay “in the know” on all things Blue.

At Blue Cross Blue Shield of Massachusetts, we believe in wellness and that work/life balance is a key part of associate wellbeing. For more information on how we work and support that work/life balance visit our "How We Work ( " Page.

Voted as the highest in member satisfaction among Massachusetts commercial health plans by JD Power , Blue Cross Blue Shield of Massachusetts is a community-focused, tax-paying, not-for-profit health plan headquartered in Boston. We have been a market leader for over 75 years, and are consistently ranked among the nation's best health plans. Our daily efforts are dedicated to effectively serving our 2.8 million members, and consistently offering security, stability, and peace of mind to both our members and associates.

Our Commitment to You

We are committed to investing in your development and providing the necessary resources to enable your success. We are dedicated to creating a refreshing and rewarding workplace that promotes excellence and provides opportunities for employees to forge their unique career path. We take pride in our diverse, community-centric, wellness-focused culture and believe every member of our team deserves to enjoy a positive work-life balance.

Blue Cross Blue Shield of Massachusetts is an Equal Employment Employer - veterans/disability. Applicants are considered for all positions without regard to race, color, religion, sex, national origin, age, veteran status, disability, sexual orientation, gender identity or expression, or any other characteristics protected by law.

Blue Cross Blue Shield of Massachusetts will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with Blue Cross Blue Shield of Massachusetts's legal duty to furnish information.