Specialty Sales Manager- Retention at Blue Cross Blue Shield of Michigan in Detroit, Michigan

Job Description:

Responsible for management of staff who provide administrative and service activities for customers in order to meet new business implementation, the retention, membership and service goals for all product lines of BCBSM and BCN sales offices for Small, Middle, and Key accounts.  Responsibility includes maintaining effective customer service and relations with currently enrolled accounts and ensuring that corporate management is informed of the communities’ attitude toward BCBSM and BCN as a health insurer, as well as other information that is important to the development of effective sales, service and marketing strategies.  Responsible for analyzing, planning, organizing, budgeting, identifying equipment needs and other functions that are required to maintain and operate an efficient department.

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  Plan, organize, and direct activities of an assigned business area including but not limited to planning, training, motivation, staff development, staff selection and communication. 
  


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  Manage an administrative staff that is responsible for responding to inquiries from group contact personnel and account managers.  Inquiries include questions on products, programs, rulings, claims and membership processing as well as group administrative questions that directly result in the retention of group business.
  


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  Maintain and promote quality relationships with internal and external customers.
  


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  Compile and analyze statistics and prepare activity related reports, manpower needs and inventories.  Monitor all workflows within the unit.
  


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  Direct all personnel related matters which include hiring, discipline, coaching, counseling, employee training, and compliance with corporate policies and procedures.
  


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  Lead and/or participate in workgroups and taskforces in order to complete special assignments and projects.
  


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  Resolve customer inquiries resulting from jeopardy situations.  This may include external service calls with the Account Manager and meeting the decision maker to discuss servicing issues.
  


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  Coordinate with Account Managers to establish and set priorities that maintain continuity in accomplishing the sales and membership growth goals set for the department.
  


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  Develop annual budgets for the units that have several locations.  Responsible for developing and monitoring rationale for budget variances. 
  


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  Recommend processes to control supply expenditures and promote efficient use of resources.
  

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  Bachelor's Degree in Business Administration, Health Care Administration, Marketing or related field required. 
  


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  Five (5) years BCBSM/BCN experience which must include at least two (2) years of leadership experience.
  


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  If an employee is selling/negotiating a rate 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 the license expiration date.
  
  1. Valid Michigan Accident and Health Insurance License
  
  2. Valid and unrestricted driver’s license is required.
  


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  Excellent analytical, organizational, planning, verbal and written communication skills required.
  


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  Must have detailed knowledge of BCBSM and BCN products, programs, underwriting rules, membership and billing procedures, open enrollment processes, rating methodologies, rate renewals and agent distribution systems to effectively manage staff.
  


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  Must be self-motivated and have the ability to work well under pressure.
  


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  Proficient in current industry standard PC applications and systems.
  


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  Extensive knowledge of sales office operations.
  


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  Must have the ability to work cross divisionally.
  


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  Other related skills and/or abilities may be required to perform this job.
  

Department Information

• The Specialty Sales Manager- Retention has responsibility to manage the Specialty Account Management team, who is accountable for retaining all Specialty lines of business (dental, vision, life, disability), and the Specialty Sales Analysts, who support the Specialty Sales Consultants (new business) and the Specialty Account Managers (retention)


• This position will work closely with the Specialty Sales Manager- New Business to develop and execute collaborative strategies to sell, retain and cross-sell all Specialty lines of business


• The Specialty Sales Manager- Retention will be responsible for:
  
  
  
  • Developing and managing goals and metrics to measure the teams against
  
  
  • Implementing and managing strategic initiatives at the direction of the Director of Specialty Sales to support departmental goals
  
  
  • Performing Sales Operations functions, such as, but not limited to, participating in projects to represent the Specialty team and perspective across the enterprise
  
  
  • Working with the Specialty Ideation & Communication team on presentations and collateral needed for internal partners and the external market
  
  
  • Developing and managing processes with the Specialty Vendor Management team for issue resolution and identifying reporting needs
  
  
  
  


• This position is expected to develop relationships with and collaborate closely with internal stakeholders, our vendor partner, Dearborn Life Insurance Company, agents, and large clients to ensure retention of all Specialty lines.

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.