Small Group Sales Consultant I (Remote

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, serving as the broader organization’s go‑to partner for insights on portfolio health, competitive threats, renewal decisions, and growth strategy.

• 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 Care First 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.

• 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.

• Serve as the internal subject matter expert on the assigned relationships, acting as a 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.

• Education Level: Bachelor’s Degree in Business, Finance, or a 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.
• Experience: 3 years sales/healthcare experience in a similar sales position.
• Current health and life license for the jurisdictions of Maryland, DC, and Virginia.
• Experience in a similar sales position with a competitor or another Blue Cross Blue Shield plan is preferred.

• 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.

$60,800 – $98,800

The disclosed range estimate has not been adjusted for the applicable geographic…