Consultant Relations Sales Executive

Company Description

Why Wellmark: We are a mutual insurance company owned by our policy holders across Iowa and South Dakota, and we’ve built our reputation on over 80 years’ worth of trust. We are not motivated by profits. We are motivated by the well-being of our friends, family, and neighbors–our members. If you’re passionate about joining an organization working hard to put its members first, to provide best-in-class service, and one that is committed to sustainability and innovation, consider applying today! 

Learn more about our unique benefit offerings here. 

Want to know more? You can learn about life at Wellmark here.

Job Description

Wellmark is looking for a highly experienced health care professional with at least 10+ years of experience in the industry, including 5+ years working directly with employer benefit consultants. The ideal candidate will bring a strong blend of robust sales acumen, industry-specific knowledge, and technical prowess, allowing them to understand market dynamics and how to capitalize on opportunities. The expectation is that this person will have the ability to translate health care and benefits knowledge into actionable influence, with the ability to leverage their industry network (while building and maintaining new relationships) to position Wellmark as a top-tier administrator. While we’re asking this person to be licensed in Iowa and South Dakota with the ability to travel up to 60% of the time, we expect the travel to go well beyond our two states.

Dedicated focus on broad consultant relations is critical to our success, and this role will be the central hub for consultant engagement, working closely with Sales Directors, Sales Team Leaders, and SMEs across the business to align strategy and drive impact.

We’re excited about the potential of this role to strengthen our market position, drive sales success through consultant engagement, and reinforce our reputation as an industry leader.

Qualifications

Required:

• Bachelor’s Degree or direct and applicable work experience.
• 10+ years of related professional experience, five of which is working with employer benefit consultants.
• Currently possess or will acquire a health and life insurance license for the State of Iowa and South Dakota within 60 days of starting the consulting sales job.
• Strong knowledge of the types of insurance products and services available in the industry, funding arrangements, government regulations, health care cost drivers and trends, health care cost management, our competition’s product offerings and market dynamics and competitive landscape.
• Skills in developing and implementing strategic plans to enhance sales performance; strong acumen and understanding of business initiatives to offer guidance in the translation of corporate strategy into actionable, measurable results.
• Proven sales experience and track record of success, including background in strategic selling, preferably in health insurance or a related field. Experience building and selling highly customizable solutions to meet customer needs. Experience coaching, mentoring sales competencies to others.
• Formal or informal leadership experience with strong demonstrated leadership competencies.
• Excellent intuition of understanding customer expectations and “sense of urgency” resulting in the ability to influence the organization to meet and exceed customer expectations.
• Demonstrate building and maintaining strong professional relationships.
• Exceptional written/verbal communication skills with the ability to clearly and concisely communicate complex concepts across all levels of an organization; strong presentation skills, including development and delivery.
• Proficient in Microsoft Product Applications, most specifically PowerPoint.
• Ability to establish matrixed partnerships and follow through on expectations.
• Strong problem-solving, and conflict resolution skills
• Ability to work independently and collaboratively in a fast-paced and dynamic environment.
• Overnight travel as required. Travel required between 50-60%. Valid driver’s license required.

Preferred:

• Extensive experienced with Self-Funded health insurance
• Existing national, regional and local health insurance consultant and consulting firm relationships
• Continued Education within the healthcare field.
• Strong knowledge of pharmacy benefits.

Additional Information

Life and Health Insurance license required within 60 days of hire; travel 50 – 60%

a. Develop a broad network of contacts across local, regional, and national consulting houses and maintain strong relationships with them through regular communication, meetings and presentations.

b. Collaborate with internal teams, such as sales, operations, competitive intel, underwriting, product, claims, and customer service, etc. to align the delivery of Wellmark’s product and services with the client’s goals and objectives. Serve as our company contact to answer questions and help resolve high-impact issues that arise between Wellmark and the consultants.

c. Create and manage a process and mechanism to routinely distribute and socialize important information and insights to consulting houses and consultants to support their awareness of Wellmark capabilities, including legislative and regulatory insights and changes, new market solutions, vendor details or changes, upcoming agent/consultant trainings, medical policy updates, etc.

d. Direct involvement in the BCBS Association and Consortium workgroups where they will stay connected to strategic initiatives and apply knowledge where relevant on behalf of Wellmark.

e. Serve as a Wellmark internal conduit to ensure we provide input to the Consortium as well as receive maximum value for our membership. Influence the Consortium in what information they convey to national consultants regarding the Blues national value (e.g. discounts versus total cost of care, reimbursement innovation, service capabilities, etc.)

f. Proactively manage consultant relationships to ensure we understand their value proposition to existing or new consultant clients, and their business plans geared to our customers. This role is instrumental in making sure consultants and consulting firms understand Wellmark/Blues value proposition and innovation road map.

g. Coordinate and attend broker, consultant, and industry events. Lead creation and maintenance of materials used to educate consultants on Wellmark and other partner capabilities and programs in consultant meetings, programs, and events.

h. Work closely with Sales, Product and Operational teams in maintaining and developing products, services and administrative capabilities that allow us to better meet their needs and differentiate us in the marketplace, including products and services that enhance the consultant or consulting house experience with our company

i. Apply subject matter expertise and seek new opportunities to grow and expand existing broker and consultant relationships and generate referrals and leads for new business.

j. Other duties as assigned.

This job requires a non-compete agreement.

An Equal Opportunity Employer

The policy of Wellmark Blue Cross Blue Shield is to recruit, hire, train and promote individuals in all job classifications without regard to race, color, religion, sex, national origin, age, veteran status, disability, sexual orientation, gender identity or any other characteristic protected by law.

Applicants requiring a reasonable accommodation due to a disability at any stage of the employment application process should contact us at careers@wellmark.com

Please inform us if you meet the definition of a “Covered DoD official“.

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