Account Executive III, Large Group

Position Overview

The Account Executive is responsible for managing an assigned territory with a focus on client retention, consultative sales, and exceptional service delivery. This role markets and sells BCBSMA’s comprehensive product portfolio through broker and consultant channels, as well as directly to employer groups with 100 or more employees.

This position is eligible for the eWorker, mobile and resident personas.

Key Responsibilities

Sales & Relationship Management

• Employ consultative, solution-oriented sales techniques to build strong relationships, influence decision-making, and negotiate effectively.
• Achieve and exceed territory quotas for client retention, revenue growth, and new product sales (e.g., Dental and Ancillary).
• Cultivate and maintain strategic relationships with brokers, consultants, and client stakeholders to enhance BCBSMA’s market position.
• Conduct in-person meetings with clients and partners to provide strategic updates and foster engagement.
• Develop and execute annual territory plans and multi-year strategic account strategies.

Client Education & Proposal Development

• Leverage marketing resources and subject matter experts to educate stakeholders on BCBSMA’s products, services, legislative updates, and network changes.
• Lead the development of proposals, including responses to complex RFPs, financial exhibits, and customized presentations.
• Deliver compelling presentations to brokers, consultants, and clients to support sales and retention efforts.

Renewal & Service Coordination

• Manage the internal renewal process in collaboration with cross-functional teams (e.g., Marketing, Underwriting, Finance, Service, Product Management).
• Partner with Account Service Representatives to ensure concierge-level service and timely resolution of client issues.
• Facilitate smooth transitions for new accounts from Sales Executives to Account Management.
• Challenges & Problem Solving
• Oversee the full lifecycle of account renewals, including strategy development, proposal execution, negotiation, and implementation.
• Demonstrate strong organizational and time management skills to meet performance standards and deadlines.
• Navigate complex issues by engaging appropriate decision-makers and leveraging cross-functional collaboration.

Decision-Making Authority

• Independently manage renewals and competing priorities within aggressive timelines.
• Apply analytical skills and policy interpretation to resolve issues, escalating to leadership as needed.
• Operate within a matrixed environment, accountable to both direct leadership and cross-functional stakeholders.

Leadership & Influence

• Serve as the primary market-facing representative of BCBSMA to brokers, consultants, and clients.
• Model professionalism and teamwork in all internal and external interactions.
• Drive resolution through consensus-building and collaboration across business units.
• Provide guidance to Account Service Representatives and directly influence revenue through retention and cross-selling.

Qualifications

Licensing & Requirements

• Massachusetts Life, Accident, and Health Producer’s License (must be obtained within 90 days of hire and maintained per state regulations).
• Valid driver’s license and access to a personal vehicle for travel.

Skills & Competencies

• Proven ability to anticipate client needs and deliver tailored solutions.
• Highly motivated with strong organizational skills and a results-driven mindset.
• Persuasive communicator with a professional demeanor and team-oriented approach.
• Strategic thinker with experience in pre-sale strategy and proposal development.
• Ability to thrive in a fast-paced, high-pressure environment.
• Demonstrated excellence in verbal, written, and presentation communication.
• Extensive industry knowledge, including service delivery, self-funded, and fully insured plans.
• Strong consultative sales skills and a history of successful sales outcomes.
• Collaborative mindset with the ability to engage cross-functional teams effectively.

Education & Experience

• Bachelor’s degree preferred.
• 5–7 years of professional business experience.
• 3–5 years of account management experience.
• Prior sales experience preferred; healthcare sales experience strongly preferred.

#LI-HYBRID

High school degree or equivalent required unless otherwise noted above

The job posting range is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.  An employee’s pay position within the salary range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs and affordability.

This job is also eligible for variable pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well-being benefits to eligible employees.

Note:  No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

WHY Blue Cross Blue Shield of MA?

We understand that the confidence gap and imposter syndrome can  prevent  amazing candidates coming our way, so please don’t hesitate to apply. We’d love to hear from you. You might be just what we need for this role or possibly another one at Blue Cross Blue Shield of MA. The more voices we have represented and amplified in our business, the more we will all thrive, contribute, and be brilliant. We encourage you to bring us your true colors, , your perspectives, and your experiences. It’s in our differences that we will remain relentless in our pursuit to transform healthcare for ALL.

As an employer, we are committed to investing in your development and providing the necessary resources to enable your success. Learn how we are dedicated to creating an inclusive and rewarding workplace that promotes excellence and provides opportunities for employees to forge their unique career path by visiting our Company Culture page. If this sounds like something you’d like to be a part of, we’d love to hear from you. You can also join our Talent Community to stay “in the know” on all things Blue.

At Blue Cross Blue Shield of Massachusetts, we believe in wellness and that work/life balance is a key part of associate wellbeing. For more information on how we work and support that work/life balance visit our "How We Work" Page.