CareFirst Careers

New Business Sales Advisor

Resp & Qualifications

Purpose
The New Business Sales team is responsible for driving new business growth across the Large Group Strategic Business Unit and CareFirst Administrators (CFA).  This team focuses on opportunities that enhance CareFirst’s competitive position, revenue base, contract enrollment, market share, geographic reach and penetration, and are aligned with Large Group and CFA’s corporate goals.
The New Business Sales Advisor’s primary responsibility will be to work side-by-side with the New Business Sales Consultants to proactively and expeditiously manage, develop strategy, and build effective processes to enhance the end to end new business life cycle, from quote submission to implementation transition. 
In addition to working with the New Business Sales Consultants, this role will collaborate with Large Group’s Proposals department, Underwriting, Marketing, and Implementation teams to ensure a timely, accurate, and successful sales experience for our internal stakeholders, brokers/consultants, and prospects. 
The New Business Sales Advisor specifically will be responsible for activities related to the quoting/RFP process which includes intake and facilitation of data requests, analysis of benefit plans and funding arrangements, prioritizing communication and transfer of data to internal stakeholders, updating documentation in sales systems such as Salesforce (SFDC) and Account Implementation Automation (AIA), and coordinating the submission of proposals to the external market.   

Primary Accountabilities
ESSENTIAL DUTIES AND RESPONSIBILITIES:


1) Management of New Business Quoting and RFP Process 
Develops strategy and process to most effectively manage the life cycle of New Business quote requests/RFPs.  Works with Underwriting, RFP Team, Pharmacy Team, Client Advisory Services Team, and Marketing to continually enhance the quoting process.  Develops process to review quote submissions for accuracy and requests missing data and/or clarification from the broker/consultant.  Must have a keen understanding of the financial, technical, and operational data elements that are required to properly quote new business. 

  • Identifies requests for network analysis and benefit deviations.  Prioritizes and communicates the data to the respective internal teams for execution.
  • Monitors the progress of the quote request/ RFP and updates AIA as the proposal passes through each stage of the process.  The Sales Advisor will track all quote requests/RFPs and updates New Business Sales Consultants with proposal status.
  • Supports New Business Sales Consultants in developing the quote/RFP output for delivery to the market, to include; the packaging of relevant marketing collateral, network analyses and benefit summaries.
  • Manages the transition of sold groups from the new business unit to implementation unit.  This includes; building processes to ensure the execution of AIA requirements and completion of the Confirmation of Services reference document.     


2) Sales Pipeline Management
Develops strategy to continually enhance the use and effectiveness of the SFDC New Business reports and dashboards.  Manages sales reporting in SFDC by ensuring the accuracy and timeliness of data entered in to the system.  Responsible for updates to prospect records in the pipeline report, on a weekly basis, as groups progress through the sales process.

  • Generates current reports on the status of all “live” quotes/RFP’s during weekly sales meetings.  Works closely with Large Group Sales Administration Manager to certify the accurateness of data being provided to senior management.  Responds to data inquiries from internal business units on an ad hoc basis.   


3) Broker/Consultant Engagement Management
Supports the New Business Sales Consultants, in coordination with the Broker and Consultant Relations team, in building strategy to most effectively engage with the market, enhance the sales pipeline, and improve our close ratio.  The Sales Advisor will develop processes to ensure a thorough and consistent output from the New Business team to the market, from quote request through implementation.      

Qualifications and Requirements
Required:

  • A Bachelor’s degree in a business, marketing, health-care or related area or equivalent work experience.
  • A minimum of 3 years of broad project management experience including, but not limited to healthcare analytics, workplan development, execution, and implementation. 
  • Must have or obtain within 90 days a valid Life/Health Insurance License(s) in the jurisdictions in which accounts are serviced (MD, DC, and VA) and must have a current license.


Abilities/Skills:

  • Must be able to effectively work in a fast-paced environment with frequently changing priorities, deadlines, and workload levels that can be variable for long periods of time.
  • Must be able to meet established deadlines and handle multiple internal and external demands. 
  • Must be able to effectively communicate and provide positive customer service to every internal and external customer, including customers who may be demanding or otherwise challenging.
  • Demonstrated ability to work independently as well as part of a team.
  • Strong interpersonal skills with the ability to synthesize information quickly. 
  • Must have excellent organization and coordination skills.
  • Effective presentation skills with the ability to interface with all levels of management.
  • Proven ability to understand complex processes, solve problems, and achieve solutions.

Preferences:

  • Experience with quote generation, RFP process and financial contracts a plus.
  • Working knowledge of health care insurance and benefit plans helpful.



 

Department

Department: CMLG New Business MD

Equal Employment Opportunity

CareFirst BlueCross BlueShield is an Equal Opportunity (EEO) employer.  It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

Hire Range Disclaimer

Actual salary will be based on relevant job experience and work history.

Where To Apply

Please visit our website to apply: www.carefirst.com/careers

Closing Date

Please apply before: 09/11/2019

Federal Disc/Physical Demand

Note:  The incumbent is required to immediately disclose any debarment, exclusion, or other event that makes him/her ineligible to perform work directly or indirectly on Federal health care programs.

PHYSICAL DEMANDS:

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential duties and responsibilities of the position.  Requirement may be modified to accommodate individuals with disabilities.  The associate is primarily seated while performing the duties of the position.  Occasional walking or standing is required.  The hands are used regularly to write, type, key and handle or feel small controls and objects.  The associate must frequently talk and hear.  Weights of up to 25 pounds are occasionally lifted.

Sponsorship in US

Must be eligible to work in the U.S. without Sponsorship

Learn more about Sales & Account Management