Account Sales Consultant II; WNY​/Buffalo Region

Job Description

Based on the book of business and geographic territory associated with this opening, we are exclusively seeking candidates who reside within our 8 county WNY Service Region (Allegany, Cattaraugus, Chautauqua, Erie, Genesee, Niagara, Orleans & Wyoming).

Under the supervision of the local Manager, Sales/Regional Sales Director, and upon attaining extensive and thorough knowledge of all contracts, enrollment regulations, membership and billing procedures, the individual will be responsible for sales and leading the provision of service solutions for assigned accounts and territories. In accordance with established annual sales and retention goals, the individual will provide account training, benefit consulting, guidance and coordination of account benefit plans.

This position is responsible for account activity in its assigned lines of business.

Responsible for coordinating efforts with other Account Sales Consultants that have union membership, coordinating labor communications, and attending regularly scheduled trustee and labor advisory board meetings.

Responsible for coordinating efforts with other Account Sales Consultants that have Ancillary Opportunities and membership, coordinating Ancillary sales communications, and attending regularly scheduled Ancillary advisory board meetings as assigned.

• Level 1:
  Primarily responsible for managing community‑rated accounts of 50 or fewer eligible employees. Typically has fewer than three years of sales experience.
• Level 2:
  Primarily responsible for accounts of 51 or more eligible employees, local and small national groups, typically with a mix of community‑rated and experience‑rated health accounts. The accounts will typically have less complex financial arrangements and will be predominantly Health Plan–based employee populations. Typically has more than three years of sales experience.
• Level 3:
  Primarily responsible for several of the following: majority of experience‑rated health accounts; broad range of financial arrangements including several self‑funded clients; more than half the accounts are large national accounts or have several hundred eligible employees; several accounts with complex benefit structures; ability to explain and answer questions about the financial aspects of rate determination, renewal, and underwriting to clients;
  
  demonstrated leadership ability—mentoring of Level 1 and 2 consultants, lead role on projects, committee participation, assigned management responsibility in absence of management; additional education and training deemed above the minimum requirements for the position (graduate level courses, RHU or other sales‑specific certification, PAHM, FAHM, or other industry‑specific certification, training classes intended to enhance job‑specific skills, ability to manage complex relationships involving group leaders, brokers, senior management and internal departments);
  
  exemplifies a senior‑level professional with confidence, professionalism and discretion.

• In accordance with corporate sales goals, identify, qualify and create specific strategy for prospects and accounts assigned.
• Acquaint appropriate account personnel with benefit explanations, claims filing and billing procedures, proposed rate adjustment rationale, mandated benefits, statutory changes and state and federal issues impacting health insurance delivery systems; conduct educational meetings to review existing benefits and describe new benefits; assist in conducting open enrollments, re‑enrollments, implementation of benefit changes, etc.; arrange for proper response to claims inquiries and resolution of related problems.
• Serve in a consultative role to establish an appropriate comprehension level of benefits for assigned accounts; responsible for provision of service solutions to ensure account satisfaction.
• On a regular basis, provide consultative services to assist the account’s representative in establishing and meeting the goals of the group’s insurance program; advise on benefit design, health care financing, health care legislation, the…