Blue Cross Blue Shield of Michigan

Lead sales activity and staff development, manage customer relationships, and execute business plans and budgets to grow market share. | Requires a bachelor's degree, 5–7 years of sales or marketing experience, 3–5 years of management experience, and relevant insurance licensing. | Responsible to plan, organize, control, direct and lead sales office and/or specialized sales area.  Accountable for development, planning and leadership to ensure increasing market share and membership for BCBSM and/or BCN to meet corporate goals and objectives.   * Plan, organize, and direct activities of an assigned business area including but not limited to planning, training, motivation, staff development, staff selection and communication.     * Develop sales and customer relation strategies for sales teams and/or customers and coordinate problem resolution to ensure that objectives are met, and problems are resolved to the benefit of customers, agents and the corporation.   * Monitor and communicate to BCBSM and/or BCN management competitive products, practices, trends, attitudes and issues of customers, labor, community leaders, etc. Develop plans that ensure cohesive working relationships between constituents to maximize sales potential.     * Ensure prompt, accurate and courteous responses to complex customer inquiries and the efficient handling of administrative services.   * Provide input for product development, marketing strategy and services as they impact sales results and customer satisfaction.   * Perform analysis and team management through Salesforce Customer Relationship Management.   * Responsible for annual forecasting and development of annual business plans and oversight of the implementation for the business area.  Set realistic goals for new business, service and retention.   * Coordinate and prepare the business units annual budget.   * Execute function and/or area objectives that support increasing membership and continuous business process improvements.   * Accountable for monitoring and managing adherence to all corporate and divisional policies, procedures and practices, including leadership competencies, customer data administration, resell process, etc.   * Participate in various forms of community relations to support positive corporate and marketing images.   "Qualifications" * Bachelor's Degree in Business Administration, Marketing or related field required.     * Five (5) to seven (7) years of concept sales or marketing experience.   * The following licenses are required within 90 days of the employee’s start date or the license expiration date: valid Michigan Accident and Health Insurance License and a valid and unrestricted Michigan driver’s license is required   * Three (3) to five (5) years of management experience (e.g., customer, staff, etc.).   * Excellent analytical, organizational, planning, presentation, problem resolution, sales, verbal and written communication skills.   * Detailed understanding of decision making, new business and retention efforts, resell and sales processes.    * Thorough knowledge of BCBSM financial arrangements and funding options.   * In-depth knowledge of alternative benefit programs, distribution systems, products, procedures, Master Labor Agreement and union structures.   * Experience in Salesforce Customer Relationship Management preferred.   * Proficient in current industry standard PC applications and systems.   * Extensive travel to business locations required.   * Must meet local and/or national sales and marketing sales competencies as required.   * Other related skills and/or abilities may be required to perform this job.   All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, sex, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability. Candidates are hired on an "at will" basis. Nothing herein is intended to create a contract.

Lead new-business sales strategy and execution for large employer groups, managing a sales team, complex deals, pipeline health, and broker relationships to grow membership and revenue. | Requires a bachelor’s degree, at least eight years of progressive sales or business-development experience, preferably in healthcare, and a Michigan Accident and Health Insurance License within 90 days of starting. | Responsible for directing the strategy and execution of new business sales, employer groups of 1k employees and above, to drive membership and revenue growth across BCBSM and BCN product lines within assigned Commercial Markets segments. This role will lead a dedicated new business sales function accountable for pipeline strategy, competitive positioning, broker and consultant engagement, and complex deal execution, with the scope, financial accountability, and market influence expected of a director-level role. * Develop and execute short- and long-range sales strategies to drive net new membership and revenue growth across BCBSM and BCN product lines. * Establish segment-specific growth strategies, define target markets and priority accounts, and position the organization competitively to expand market share across assigned segments. * Monitor market trends, competitor activity, and emerging opportunities, and adjust strategies to optimize growth outcomes. * Own pipeline health, forecasting accuracy, and overall new business performance. * Drive disciplined prospecting, opportunity prioritization, and pipeline management to maintain a robust pipeline aligned with growth targets. * Lead complex, high-value sales pursuits and finalist presentations, ensuring consistent execution of structured sales processes to improve conversion rates and sales outcomes. * Manage performance outcomes by monitoring and evaluating key metrics such as revenue attainment, pipeline value, win rates, and profitability, using data and analytics to inform decision making and drive continuous improvement. * Provide strategic direction for requests for proposal responses, finalist presentations, pricing strategy, negotiation, and complex deal execution. * Lead high-value and strategically significant sales pursuits, aligning proposed solutions with client needs, market dynamics, and enterprise financial objectives to improve conversion and growth outcomes. * Build and maintain strategic relationships with brokers, consultants, and key market influencers to strengthen market visibility, improve access to opportunities, and enhance competitive positioning. * Serve as a senior sales leader in external market engagement, influencing pursuit strategy and supporting enterprise growth objectives. * Lead, coach, and develop a team of sales professionals focused on new business acquisition. Establishes a high-performance culture centered on accountability, urgency, and results. * Oversee performance management, talent development, and capability building to achieve growth targets.  * Manage financial performance, including P&L for assigned cost centers, and evaluate key indicators such as revenue attainment, pipeline value, win rates, and profitability. * Utilize data and analytics to inform decisions, strengthen forecasting discipline, and drive continuous improvement in growth and financial outcomes. * Monitor and evaluate key performance indicators such as revenue, pipeline value, win rates, and profitability. * Utilize data and analytics to inform decisions and drive continuous performance improvement.    QUALIFICATIONS * Bachelor’s degree in Business, Marketing, Healthcare Administration, or related field required. * Minimum of eight (8) years of progressive experience in sales, business development, or sales leadership, preferably within healthcare or insurance. * If an employee is selling/negotiating a price as part of the duties and responsibilities of this job, the following licenses are required within 90 days of the employee's start date or 90 days from license expiration date. 1. Valid Michigan Accident and Health Insurance License. 2. Valid and unrestricted driver's license is required. * Demonstrated success in leading new business acquisition strategy and managing complex, competitive sales cycles that drive significant membership and revenue growth. * Strong understanding of healthcare products, market dynamics, distribution channels, and the competitive landscape, with the ability to translate market insights into actionable sales strategies. * Proven leadership capabilities, including team development, performance management, and establishing a high-performance culture aligned with growth objectives. * Strong financial acumen, including experience with P&L management, pricing strategy, forecasting, and evaluating the financial impact of sales decisions. * Exceptional communication, negotiation, and executive-level influence skills, with the ability to engage senior internal and external stakeholders and drive alignment across complex sales pursuits.     All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, sex, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability.  Candidates are hired on an "at will" basis. Nothing herein is intended to create a contract.