Director, New Sales (500+)

This key role will oversee a portfolio of consulting partners and will be responsible for new business sales growth both direct and through the consultants. This individual will drive sales results to increase membership and premium/revenue through cross sales. The role will partner with the Director, National Sales to support the team on renewal, growth and cross sales opportunities. This position has the potential to grow and expand in leadership scope as the organization considers succession planning both within the Sales organization and across the enterprise

This position is eligible for the Flex persona.

Responsibilities:

• Leads all new business activity for national consultants, large market opportunities (1,000+ EE’s) from local and regional Brokers/Consultants, and responsible for member and revenue/fee growth across the aligned portfolio of consultants
• Directs messaging for assigned national consultants and works with the Senior AEs, AEs and Director of Client Management to maximize retention and cross-selling growth for the team portfolio
• Responsible for delivering 2/3 of the organizational annual new business commercial membership growth
• Partners with internal and external stakeholders to maximize business goals and to increase customer and constituent satisfaction
• Represents BCBSMA in national and local forums for optimal messaging on our BCBSMA value proposition to increase sales results
• Represents BCBSMA with Consortium Health Plans regarding go to market messaging, consultant strategy, and national account capabilities requirements
• Manages a new sales team of producers and sales support personnel
• Spearheads the internal development or vendor partnerships for new or enhanced capabilities to support specific client acquisition strategies
• Leads all RFP activities and directs internal teams on client/prospect activity
• Embraces the BCBSMA values and fully supports diversity and inclusion goals

Qualifications:

• Extensive health sector experience (10+ Years) ideally with large, complex sales/customer activities and people management, exhibiting track record of successful sales/retention results
• Professional skills showing high acumen for financial concepts (ASC/FI) , national total cost of care and discount tools as well as the emotional intelligence to lead within a complex matrix environment
• Strong public speaking, board-level meeting management and ability to engage with C-suite internally and externally
• Proven results and references supporting passion, drive and the ability to engage both internal partners and our national consultants
• Education: Bachelor's Degree Required; Advanced Degrees 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.