Account Executive III, Group

Position Overview

Reporting to the Director of Commercial Markets, the Account Executive III is responsible for managing a designated sales territory with a strong focus on client retention, consultative selling, and delivering an exceptional service experience. This role promotes and sells the full suite of BCBSMA’s products through broker and consultant channels, as well as directly to mid‑to‑large, multi‑state employer groups.

This individual will manage a robust portfolio of commercial employers, independently driving renewal, growth, and cross‑sales activities to increase membership and premium revenue. The role partners closely with Account Service Consultants and internal subject matter experts to optimize client strategies. It is ideal for an experienced sales professional ready to take ownership of complex accounts and accelerate their career within a highly collaborative organization.

• Sales & Relationship Management:
  Utilize advanced consultative, solution‑based sales strategies to build trust, influence decisions, and negotiate effectively. Consistently meet or exceed targets for client retention, revenue growth, and new product sales (e.g., dental and ancillary benefits). Lead renewal and cross‑selling activities for an assigned portfolio to achieve territory goals.
• Strategic Client Partnership:
  Develop and execute strategies that align the business and financial goals of your clients with BCBSMA plan designs, wellness programs, and clinical offerings. Build and maintain influential relationships with brokers, consultants, and key client stakeholders to strengthen market presence. Create comprehensive annual territory plans to maximize membership and revenue.
• Client Education & Proposal Development:
  Collaborate with marketing and internal experts to educate stakeholders on products, services, and regulatory updates. Lead proposal development, including coordinating responses to RFPs, preparing financial exhibits, and customizing presentations. Deliver persuasive presentations to support sales and retention initiatives, and confidently lead finalist meetings.
• Renewal & Service Coordination:
  Direct the end‑to‑end renewal process in partnership with internal teams (e.g., Marketing, Underwriting, Finance, Service). Work closely with Account Service Consultants to ensure a seamless, concierge‑level service experience and prompt, strategic issue resolution.
• Problem Solving & Strategic Execution:
  Manage the full lifecycle of account renewals, from pre‑sale strategy and underwriting negotiation through implementation. Address and resolve complex client challenges by engaging decision‑makers and coordinating efficiently across departments. Act as a powerful advocate for your customers, ensuring the organization always puts the member first.
• Leadership & Influence:
  Act as a polished external representative to brokers, consultants, and clients. Uphold the BCBSMA values and actively support diversity and inclusion initiatives. Serve as a collaborative leader within your pod, occasionally mentoring junior team members and sharing best practices to foster a high‑performing environment.

• Licensing & Requirements:
  Must obtain a Massachusetts Life, Accident, and Health Producer’s License within 90 days of hire and maintain it per state regulations. A valid driver’s license and access to a personal vehicle are required for travel to local client sites.
• Skills &
  
  Competencies:
  
  Highly organized, self‑motivated, and results‑oriented with a strong desire to exceed customer expectations and a proven passion to win. Professional acumen with the ability to handle complex negotiations and engage confidently with senior client leadership. Exceptional communication and public speaking skills. A strong, demonstrated understanding of both fully insured concepts and self‑insurance/ASC funding arrangements.
• Education & Experience:
  
  Bachelor’s degree required. 4‑7 years of professional business experience, including at least 3+ years in a prior sales or account management role, ideally managing accounts with 100+ subscribers within the health insurance or employee benefits industry.