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Resp & Qualifications

PURPOSE:

Manages and supports the sales growth and retention of assigned Account Consultants for small market segments. Conducts sales and service to assigned accounts. Monitors the development and implementation of strategic long-term customer relationships. Achieves targeted sales goals for the unit.

ESSENTIAL FUNCTIONS:

Team Leadership & Development

+ Lead and mentor a team of Account Consultants, fostering a collaborative and high-performance culture.

+ Conduct regular performance reviews, provide coaching, and identify training opportunities to enhance team capabilities.

+ Develops account strategies in accordance with overall strategy. Ensure strategies prioritize premium protection, retention outcomes, and in-block growth rather than general service activity.

+ Works with the team and brokers to maximize retention and growth. Establish clear revenue-focused KPIs (retention rate, lapse prevention, cross-sell adoption) and hold the team accountable to measurable results.

+ Manages the sales support/service functions essential to day-to-day account, service, productivity, implementation and retention. Shift focus toward disciplined renewal execution, early risk identification, and structured save tactics to protect revenue.

Operational Excellence

+ Develop and implement Account Consultant standard operating procedures to ensure consistent, high-quality support. Create standardized renewal playbooks and processes that drive predictable, revenue-focused execution.

+ Identify process improvement opportunities and implement solutions to enhance efficiency and service quality. Prioritize improvements that reduce renewal friction, accelerate decision cycles, and strengthen broker confidence.

+ Ensure compliance with regulatory requirements, company policies, and industry standards. Champion operational agility to support timely renewals and smooth implementations that protect retention.

Communication & Collaboration

+ Partner with Product, Underwriting, Operations, and IT departments to resolve systemic issues and improve sales experience. Serve as the voice of the existing business block, escalating trends that impact retention or renewal quality.

+ Communicate policy updates, system changes, and important information to the team and broker community. Equip brokers with clear, proactive renewal communication that supports revenue and loyalty.

+ Facilitate regular staff meetings to share updates, celebrate successes, and address challenges. Include pipeline risk reviews, retention metrics, and competitive intelligence as core agenda items.

+ Attend and participate in business and community activities to promote CareFirst and identify new opportunities as needed. Strengthen broker and group relationships to support long-term retention and in-block expansion.

SUPERVISORY RESPONSIBILITY:

This position manages people.

QUALIFICATIONS:

**Education Level:** Bachelor's Degree in Business, Finance 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.

Licenses/Certifications Upon Hire Required:

+ Current health and life license for the jurisdictions of Maryland, DC, and Virginia.

Experience:

+ 5 years sales experience.

+ 1 year supervisory experience or demonstrated progressive leadership experience.

Preferred Qualifications:

+ Experience in a health care setting in sales.

Knowledge, Skills and Abilities (KSAs)

+ Strong presentation skills.

+ Strong negotiation and relationship building skills.

+ Excellent communication skills both written and verbal

+ Microsoft Applications.

+ Knowledge and understanding of CRM, Salesforce, and other client management tools.

+ Must be able to meet established deadlines and handle multiple customer service demands from internal and external customers, within set expectations for service excellence. Must be able to effectively communicate and provide positive customer service to every internal and external customer, including customers who may be demanding or otherwise challenging.

**Salary Range:** $112,000 - $189,000

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 consideration. It is not typical for an individual to be hired at the top of the range, as compensation decisions depend on each case's facts and circumstances, including but not limited to experience, internal equity, and location. In addition to your compensation, CareFirst offers a comprehensive benefits package, various incentive programs/plans, and 401k contribution programs/plans (all benefits/incentives are subject to eligibility requirements).

Department

SM SBU New Business

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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REQNUMBER: 21581