Commercial Sale Executive at Avesis in Sacramento, California

Job Description:

An effective Commercial Executive Sales Consultant specializes in employee benefits and is responsible for discovering, developing and maintaining benefits brokerage relationships that result in the ongoing sales and retention of Premier Access/Avesis Commercial Dental and Vision benefit products selected for distribution in that specific marketplace.  The Commercial Executive Sales Consultant will be held accountable for the achievement of production standards by product as determined by the marketing plan for the specific Territory they are in. Success will be determined based on the Commercial Executive Sales Consultant’s ability to attain high levels of production through tenacious broker development and inter-organizational team relationship management. A Premier Access/Avesis Commercial Executive Sales Consultant should be the resource of choice for brokers and their clients. These clients should view them as the benefits expert for all Dental and Vision products that the representative is expected to sell in the given territory.

Major Responsibilities:

• Consistently achieve or exceed personal sales production expectations established by management, as stated in the Premier Access business plan that is consistent with Premier Access/Avesis Commercial objectives.


• Develop and maintain multiple benefits brokerage relationships within assigned territory.


• Develop and maintain supportive and positive relationships with all management, peers, local sales support staff, and all other external partners.


• Develop a clear understanding of our business and our diverse Group products.  Must gain a thorough understanding of our complex business relationships within the brokerage community and with the clients we service.


• In conjunction with sales office and/or regional management, incumbent will assist in developing and executing the marketing plan for the territory consistent with the Commercial Sales strategy.


• Willingly will implement and support new sales initiatives developed by Premier Access/Avesis to increase sales of existing products and/or develop sales of new products.


• Demonstrates a strong understanding of Premier Access/Avesis’s mission and Commercial Group Sales’ strategic vision.


• May occasionally be required to set-up new cases and participate in enrollment meetings.


• Will be required to handle all other reasonable duties as needed and as requested by management.


• Must achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements. 

Principal Working Relationships

• Reports directly to Commercial Sales Manager/Director


• Benefits Brokers


• Sacramento Office Sales Support Team (s) and Sales Support Manager


• Regional Home Office Sales Support Team


• Benefit Advisors


• Other key home office employees

Qualifications

 Education

• Four-year college graduate. 


• Experience


• At least five years of previous group insurance sales experience or a combination of Premier Access/Avesis work experience, education and/or related extracurricular activities. 

Core Competencies

Based upon the responsibilities outlined, candidates should possess the following core competencies:

•  Achievement Orientation-the capacity to be energized and excited by challenging goals and a concern for surpassing a standard of excellence.  It is reflected in a true sense of competitiveness and drive for results.  At its highest level, it is reflected in a strong desire to win in the most challenging of circumstances.


• Disciplined Action-acting proactively, which includes going beyond what is required for the job.  It includes a willingness to act decisively and boldly to drive the business forward and attain exemplary levels of production.


• Relationship Development-demonstrate an ability to develop and maintain a large volume of divergent business relationships over the course of time.  These relationships should result in multiple sales of Premier Access/Avesis group products and services identified in the local market business plan


• Team Alignment-the ability to provide a sense of cohesiveness, identity and purpose to a work group, which helps to inspire motivation among its members toward a common goal. At its highest level, it means demonstrating an understanding of group process and fostering a working climate of inclusion while leveraging individuals unique capabilities to enhance overall group effectiveness.


• Organizational Influence-the ability to define and execute a plan in a compelling manner in order to foster consistent understanding across a wide group of individuals.  It includes harnessing an understanding of one’s audience to win support for a proposed initiative, building broader acceptance and generating enthusiasm for and ownership of challenging objectives.


• Balancing Interests-the ability to recognize, manage and resolve the issues which emerge between groups with competing interests and needs.  At its highest level, it is reflected in an understanding of the root causes of conflict between various constituencies within a situation and the ability to find ways to seek compromise and develop solutions that will ensure sales success.


• Collaborating With Others-the ability to create and sustain positive working relationships with others.  It includes taking the initiative to establish relationships and strengthen them through repeated contact and generating trust and respect though the exchange of ideas and sharing of information.  In addition, it suggests a personal commitment to establishing an optimal working environment.


• Professionalism- the ability to conduct business in a consistently professional manner.  Being able to demonstrate integrity, honesty and enthusiasm at all times


• Time Management- the ability to carry out multiple products selling strategies simultaneously and achieve or exceed sales goals in each product category.  Demonstrate a willingness to put in the hours necessary to succeed at a high level.


• Respect for Diversity- Supports a culture of diversity by fully utilizing the potential of all employees regardless of background or ethnicity. Will treat all employees, customers, and vendors with dignity and respect.

About Avesis:

Avesis has been providing essential ancillary benefit solutions since 1978. Since its inception Avesis has developed, administered and refined its offerings to provide clients with best-in-class product choices and services. Today, our programs cover more than 8.5 million members throughout the country. We strive for excellence in all that we do and our benchmark performance in terms of member satisfaction and client retention underscores this singular focus.

The continued upward spiral in health care costs has challenged sponsors, providers and payers of health benefits to deliver high quality care in the most cost-effective manner possible. The Avesis benefits menu has been created to meet that challenge by making available quality essential ancillary benefit services at the lowest possible price while never sacrificing the highest quality of service. Providing outstanding customer service is a top priority, and our core values of accountability, empowerment, excellence, and integrity help us achieve high member and client satisfaction.

As of January 2016 Avesis is a wholly-owned, independent subsidiary of The Guardian Life Insurance Company, a distinction that brings even more capabilities to Avesis. The Guardian is a Fortune 250 mutual insurance company that has put its policyholders and clients above all else for more than 150 years, and it has earned them not only a great reputation but awards and accolades from such authorities as J.D. Power. Adhering to high standards, doing the right thing, and making people count are the founding principles that has kept Guardian financially sound and made them one of the largest insurance companies in the country.

In January 2017, Premier Access joined the Avesis family. Premier Access has focused on direct state contracts for Medicaid and Chip, specifically in California and Utah. They were one of the original participants in the Chip and Medicaid programs.  

Avesis is an equal opportunity employer. All qualified applicants will be considered for employment without regard to age, race, color, creed, religion, sex, affectional or sexual orientation, national origin, ancestry, marital status, disability, military or veteran status, or any other classification protected by applicable law.