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Resp & Qualifications

PURPOSE:

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 will not manage day-to-day broker service issues those are handled by the Broker Service Team. Instead, the consultant is responsible for retention strategy, renewal positioning, revenue optimization, and broker ecosystem engagement. This role mirrors the strategic expectations of our manager-level sales leadership: driving clarity, elevating performance, and ensuring our market voice is consistent, compelling, and effective. The consultant functions as the internal authority on the assigned relationships the person the broader organization turns to for insights on portfolio health, competitive threats, renewal decisions, and growth strategy.

ESSENTIAL FUNCTIONS:

Relationship Ecosystem Management

+ 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 CareFirst to broker partners, elevating our value proposition and shaping how we show up in the market.

+ Partner closely with the Broker Service Team, who owns service delivery and issue resolution, ensuring a seamless and coordinated experience.

+ Facilitate escalations appropriately through service teams while maintaining focus on higher-order strategy, messaging, and relationship management.

Renewal Excellence & Competitive Positioning

+ Lead renewal strategy conversations with brokers and internal teams; articulate competitive positioning, product differences, and value drivers.

+ Prepare and deliver compelling renewal presentations, 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.

+ Strengthen consistency and quality of renewal execution by identifying process gaps, improving handoffs, and proposing enhancements to cross-functional workflows.

Internal Influence, Communication & Thought Leadership

+ Serve as the internal subject matter expert on the assigned relationships, serving as trusted partner to brokers for insights, risks, or needed actions.

+ 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.

+ Contribute to a high-performance, accountable culture by modeling preparation, clarity, rigor, and professional presence.

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:** 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 is preferred.

Knowledge, Skills and Abilities (KSAs)

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

+ Strong customer service orientation.

+ Ability to recognize, analyze, and solve a variety of problems.

+ Excellent communication skills both written and verbal.

+ 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:** $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 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

\#LI-KL1

REQNUMBER: 21583