Senior Sales Executive, Mid Markets

2 weeks ago

Pittsburgh, United States UPMC Full time

We have an exciting opportunity for a full-time Senior Sales Executive to join our sales team at UPMC Health Plan This position will have responsibility for assigned broker sales for the 100-750 market segment and all direct sales within their assigned territories and market segment. The ideal candidate will have prior sales experience in the broker community and a proven track record of sales success.

Candidates may be based anywhere between Pittsburgh and Harrisburg areas. Assigned territories will depend on where the final candidate is based. There will be limited office time required, especially with time out in the field for meetings, appointments, and other department needs.

Responsibilities:

  • Develop a well thought out business plan, and execute that plan

  • Ensure Individual book of business is updated and maintained

  • Mentor Mid-Market Sales Executives to improve the performance of the team

  • Work in conjunction with Broker relations to provide reports to assigned Brokerage Houses on quarterly basis. The report will include but not limited to a quarterly and cumulative summary of: number of quote requests, sold and close %, disenrollment, book profitability, and issue log.

  • Provide reports as required by Management weekly, monthly, quarterly, and annually.

  • Review all quotes received from U/W for the 100-750 market segment for accuracy and appropriateness.

  • Gain and log competitive information in appropriate fashion and location.

  • Have an active role in delivering and reinforcing key communications and priorities.

  • Ability to prospect and sell business on a direct basis

  • Transition group implementation to GEF coordinators and ensure that account manager is assigned (Recommend accounts that should be designated as Secondary).

  • Utilize Salesforce as a sales tool

  • Increase the overall ranking of assigned brokerage houses.

  • Participate in the development of Corporate and Department policies and procedures.

  • Actively participate in internal meetings providing feedback to improve product offerings and processes

  • Utilize a consultative sales approach with emphasis on value proposition, not price

  • Assist assigned Brokers in sale of 100-750 market segment and oversee sales process.

  • Take responsibility for negotiations with underwriting to obtain a desirable outcome and generate profitable membership

  • Sell and maintain book of business in all direct designated territories.

  • Develop and maintain credibility in the market place.

  • Meet or exceed sales quota.

  • Review rates requests for the 100-750 market segment for accuracy and appropriateness develop sales strategy and deliver what you developed.

  • Bachelor's Degree or equivalent industry experience required.

  • Minimum of 5 years successful Healthcare sales and/or account management experience required.

  • Pittsburgh, PA area resident; familiar with Pgh market preferred.

  • Current PA Health and Accident License highly preferred.

  • In depth understanding of self-funding

  • Demonstrated leadership skills that will position teams' success.

  • Mentoring of internal and external resources. Demonstrated success in selling Mid market accounts.

  • Demonstrated ability to develop and maintain credibility in the market place.

  • Financial analysis experience with regards to Underwriting.

  • Excellent organizational and analytical skills.

  • Ability to multi-task and work independently as well as in a team environment.

  • Excellent written and oral communication skills.

  • Proficiency in Microsoft Office. Ability to work with and take direction from Management.

  • Desire to continue upward progression within organization. Licensure, Certifications, and Clearances: PA Health and Accident License required within 90 days of hire.

  • Insurance Sales License

UPMC is an Equal Opportunity Employer/Disability/Veteran

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