The Medicare Sales Consultant is responsible for sales and retention of BCBSM's group Medicare lines of business to BCBSM accounts, premier/preferred insurance agencies, consulting houses, sales offices, and managing agents related to Large, Key, Middle, Small, Trust funds, Unions, and Special Markets. This position is responsible for sales and retention activities for group Medicare Advantage products for both BCBSM and BCN. This position develops, builds, and maintains relationships in a defined geographic territory with community and government agency contacts for the senior market. This role has responsibilities statewide and nationwide where applicable.
Responds to Medicare RFIs/RFPs or rate requests/quotes and works with sales teams to recognize needs of the client and incorporates solutions into RFPs/ RFIs/rate requests from 5 to 10,000 lives and builds strategy on how to best position the Medicare product to win the business.
Acts as the Medicare subject matter expert and assists in identifying the best Medicare solution for the customer and provides input into marketing collateral such as presentations, RFP/RFI responses, etc. to best position the product.
Consults with underwriters to ensure BCBSM is providing the best quote, and ensures profitability for BCBSM.
Consults with internal sales representatives to promote Medicare products/solutions and assists in the sale, working with a defined sales segment.
Attends staff meetings to train individuals about Medicare products.
Makes presentations along with the internal Blue sales staff at finalist sale presentations and answers questions from group decision makers or agents.
Analyzes benefits and aheres to underwriting guidelines/systems and disscusions with reps, agents, consultants, and groups.
Attends agent meetings, unions, trusts, managing agents, golf outings, underwriting meetings, community functions, and BCBSM sales fuctions to promote Medicare products.
Makes sales presentations in front of 3 up to 1,000 individuals and goes to agencies and promotes Medicare products by having small group discussions or classroom presentations, maintaining postive relationships with all constituents.
Processes requests for Medicare-related reports for either a prospect or renewal and arranges, presents, and analyzes Medicare data to ensure appropriate product strategy/solution to ensure the group selects our product or retains it.
Resolves issues and problems through appropriate follow-up, coordination of information, high level claims solving, and benefit decisions and works with internal customer service representatives and claims processors to help solve claim problems or provider complaints to keep the customer satisfied. Communicates the resolution of problems to groups, consultants, and agents.
Conducts year-round seminars across the state for group age-in Medicare beneficiaries and conducts product seminars during group Annual Election Period.
This position description identifies the responsibilities and tasks typically associated with the performance of the position. Other relevant essential functions may be required.
Bachelor's degree in a related field. Valid Michigan Accident and Health Insurance license. Valid and unrestricted driver's license is required. Relevant combination of education and experience may be considered in lieu of degree. Continuous learning, as defined by the Company's learning philosophy, is required. Certification or progress toward certification is highly preferred and encouraged.
Three years Medicare market sales experience with demonstrated technical knowledge that provides the necessary knowledge, skills, and abilities required. Financial analysis or underwriting related experience is preferred.
SKILLS/KNOWLEDGE/ABILITIES (SKA) REQUIRED:
Knowledge of BCBSM/BCN sales and other related operations.
Knowledge of CMS and OFIR regulations, as well as benefits/eligibility.
Excellent negotiation, presentation, oral, and written skills.
Strong business-to-business sales skills.
Creative problem solving skills to meet client needs.
Proficient skills to use Microsoft Office products, email, and Internet.
Dependable, resourceful, and self-motivated team player.
Group contact and individual relationship building expertise.
Effective presentation skills.
Excellent organizational and follow-up skills.
Knowledge of Medicare and/or healthcare benefit marketplace.
Knowledge of BCBSM/BCN Medicare benefit designs, underwriting practices, pricing guidelines, and the Medicare Plus Blue PPO network.
Knowledge of local and national accounts and related marketing organization.
Work is performed in an office setting with no unusual hazards. Travel is required. May be required to occasionally lift and/or move up to 25 pounds.
The qualifications listed above are intended to represent the minimum education, experience, skills, knowledge and ability levels associated with performing the duties and responsibilities contained in this job description.
We are an Equal Opportunity Employer. Diversity is valued and we will not tolerate discrimination or harassment in any form. Candidates for the position stated above are hired on an "at will" basis. Nothing herein is intended to create a contract.