As a Large Group Sales Account Executive, you are primarily responsible to recognize and execute on opportunities to retain/grow employer groups and promote additional product offerings for assigned book of 100+ Commercial businesses. Negotiate renewals, build and execute guidance plans, deliver reports on group experience and look for opportunities to promote additional product and benefit service offerings. Manage broker relationships by instituting a strategic relationship management process to ensure that business outcomes meet or exceed expectations.
Achieve targets for membership retention, specialty and consumerism targets of assigned book of business
Drive cultivation of Broker and Customer relationships
Act as a liaison between the Sales and Account Implementation departments, effectively distributing resources to meet enrollment requirements
Sales & Account Management
Qualify, prioritize, and concentrate selling efforts on new business opportunities by focusing on customer needs, values and expectations.
Identify and leverage business development opportunities to deliver an enhanced customer experience through innovative sales techniques.
Embody brand promise through value-added and consultative account relations activities, resulting in enhanced account persistency.
Position the breadth of our product offerings (Medical, Specialty and Voluntary) to meet a Customer's needs and improve retention.
Account Management & Retention
Manage key accounts so as to extend existing long-term business opportunities, and to cement customer loyalty.
Secure and retain customers sufficiently well that they continue, or increase, purchases of company products and services.
Develop strategic plan for customers and translate strategy into tactics and initiatives while anticipating and identifying where change is needed.
Lead with understanding the Customer first. Build consumerism components that make sense for the Customer.
Understand account specific needs by asking clarifying questions.
Proactively address anticipated objections and concerns.
Clearly and effectively articulate Humana's unique value proposition in a way that resonates with client needs and objectives.
Analyzes a Customer's financial objectives and makes consultative recommendations to achieve them.
Customer Value Chain, Competitive Intelligence, Strategic Analysis and the strengths, weaknesses, opportunities and risks in relation to the competitive environment.
Define any gaps in Humana's offering to the customers against the customer's needs and objectives and work to identify solutions.
Understand the competitive environment and develop strategic client plan with that understanding.
Prior sales experience in the health solutions industry
Previous success in a highly consultative sales environment
Comprehensive knowledge of Microsoft Word, Excel and PowerPoint.
Demonstrated ability to build and maintain relationships
Valid Life & Health license
Strong business and financial acumen
Ability to travel during the day
Bachelor's degree highly desired
Strong understanding of underwriting principles
Work Environment Type
Yes, 10 % of the Time
Humana - 2 years ago
Humana Inc. (Humana) is a full-service benefits solutions company, offering an array of health and supplemental benefit plans for employer...