Sales Manager III
Horizon Blue Cross Blue Shield of New Jersey - Newark, NJ

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This position is accountable for the management of the account team staff, the conservation of existing accounts, the profitability of the book of business, and the sale of additional lines of business. This position will have overall responsibility for the administration and servicing of all clients in the National Accounts market.

1.Directs staff to ensure overall client satisfaction and world-class level of service delivery of all products and services.

2.Develops and monitors goals for staff and provides ongoing feedback and coaching.

3.Conducts performance reviews on an annual basis and actively manages performance issues.

4.Directs the employment activities of the office that include staffing, development, and training.

5.Ensures staff meets all licensing requirements and comprehends and complies with best account management practices, professional standards, internal policies, and procedures.

6.Conserves existing and grows profitable business for all accounts within unit.

7.Assists in presenting renewals and settlements to assigned groups, where appropriate.

8.Supports the sale of additional lines and products to existing business.

9.Reports to the Director any potential problems or critical issues interfering with conservation or profitability.

10.Tracks and analyzes production to ensure goals and objectives are being met.

11.Develops relationships with accounts to enhance credibility and reinforce presence in the marketplace.

12.Suggests changes and enhancements to product design, pricing, and sales strategy.

13.Executes sales and marketing strategies.

14.Interfaces with key areas of the enterprise to ensure adherence to policy and optimal client service

15.Participates in annual sales forecasting, determination of market potential, and the preparation of annual budgets.

16.Ensures all clients are informed of relevant legislative and regulatory issues and their associated impact.

17.Acts as an adviser and consultant to all customers and brokers/consultants.

18.Performs other duties as assigned by management.

Core Leadership Competencies

Personal and professional attributes that are critical to successful performance for Offices, Directors, and Supervisor/ Managers:


Requires a minimum of ten (10) years of group health experience, including customer contact in account management and/or sales. Work experience must include supervisory responsibilities.

Additional licensing, certifications, registrations

Requires a New Jersey Health Insurance License.

Requires a valid New Jersey drivers license.


Must be proficient in the use of personal computers and supporting software in a Windows based environment, including MS Office products (Word, Excel, PowerPoint) and Lotus Notes; Should be knowledgeable in the use of intranet and internet applications.

Knowledge of health insurance plan products, health care delivery systems, and claims operations.

Knowledge and understanding of pricing and underwriting principles.

Skills and Abilities

Passion for results



Verbal and written communication

Public speaking and presentation



Financial acumen

Travel (If Applicable)

Travel throughout the United States is required.

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