Job Information
Blue Cross Blue Shield of Massachusetts Director of Commercial Markets 100+ in Boston, Massachusetts
Ready to help us transform healthcare? Bring your true colors to blue.
What we need:
The Director of Commercial Markets is accountable for retention & cross-selling additional product lines in addition to relationship building and management with brokers and consultant partners. The territory is comprised of a team of high performing Executives. This team delivers on BCBSMA business/sales goals for the Commercial Market accounts with 100-999 enrolled subscribers. The territory supports our broker and consultant partners throughout Massachusetts in addition to agencies out of state with Massachusetts business.
The position will be responsible for achieving quota by helping to develop, implement and oversee retention strategies for new, existing and emerging markets. The primary market focus will be Commercial Market accounts. Responsibilities include ongoing management of field sales through the broker/consultant channel. The Director must be capable of rapidly scaling the organization in response to business needs. The incumbent must maintain a flexible, responsive platform capable of delivering sales results quickly in light of potential regulatory change. The incumbent is also responsible for fostering associate engagement, development and succession planning. It is important to maintain strong relationships with internal and external stakeholders to meet/exceed role objectives.
The Director must maintain up to the minute knowledge of the industry, regulatory environment, and the sales function. Regulatory and industry change can have immediate impact on the business, requiring constant attention to risk management in all aspects of day to day operations. The Director will work closely with senior leaders throughout the company to provide input to help ensure that we develop and align existing and new companywide objectives and goals throughout the Commercial Market. The Director will communicate business and division goals to direct reports tailoring the message to ensure understanding. This leader will have to have the proven ability to drive a channel segment and design, drive, and direct strategies for new and existing products.
This position is eligible for the flex persona.
Your Day to Day:
Meet/exceed business sales and retention goals
Provide input in the development of the business plan to ensure consistency with division and corporate goals.
Hire, coach, motivate, mentor and develop the team to deliver the business plan results, including sales, market share and profit.
Incorporate BCBSMA values of diversity and inclusion to optimize performance within the company.
Strengthen broker and consulting relationships which include after hours and weekend entertainme
Encourage adoption of engagement products such as Tiered Networks, Consumer Driven Health Plans and Employer Sponsored Wellness Programs by promoting support for existing and new ideas and solutions.
Responsible for relationship building and management with principals at key broker & consultant agencies to leverage the position of BCBSMA in the marketplace.
Manage broker and customer expectations and contribute to a high level of customer satisfaction.
Develop and maintain relationships with internal leadership partners (underwriting, billing etc.) and partner with Account Service leadership to deliver concierge level service to all brokers & accounts
Works closely with legislation team to provide sales expertise regarding local & national reform topics and items.
Demonstrate strategic thinking and innovation based on knowledge of the market, competitors and solutions.
We're Looking for:
Effectively leads and has a proven record of motivating and directing a sales organization calling on a diverse group of customers.
Demonstrated experience in managing a high volume, high-performing sales area with the ability to serve as coach and mentor to direct reports and peers. Contributes positively to team morale and exhibits professional presence with attention to detail
Ability to negotiate and influence while maintaining relationships internally & externally.
Excellent organizational skills and follow-through, communication skills, including verbal and written, and ability to communicate effectively at all levels of the organization.
Demonstrates a high level of innovation, creativity, planning and problem-solving skills.
Demonstrated leadership skills in sales management. Experience in a highly regulated environment required. Proven track record of consistently meeting established sales goals.
Sets high standards, celebrates achievements, redirects efforts when goals change
Demonstrates sound product and market knowledge; full understanding of relevant business processes and highly complex regulatory requirements
Accurately forecasts and tracks performance. Reports regularly on activity and can identify issues early enough to permit corrective action
Prioritizes work, meets tight deadlines, and effectively handles multiple projects
Demonstrates accountability, persistency and drive – relentless pursuit to exceed goals and objectives
Health and Life License
Active Driver’s License.
#LI-HYBRID
Minimum Education Requirements:
High school degree or equivalent required unless otherwise noted above
LocationBostonTime TypeFull time
Salary Range: $136,260.00 - $166,540.00
The job posting range is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, performance, shift, travel requirements, sales or revenue-based metrics, and business or organizational needs and affordability.
This job is also eligible for variable pay.
We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well-being benefits to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
WHY Blue Cross Blue Shield of MA?
We understand that the confidence gap (https://www.theatlantic.com/magazine/archive/2014/05/the-confidence-gap/359815/) and imposter syndrome (https://www.braintreepayments.com/blog/overcoming-imposter-syndrome/) can prevent amazing candidates coming our way, so please don’t hesitate to apply. We’d love to hear from you. You might be just what we need for this role or possibly another one at Blue Cross Blue Shield of MA. The more voices we have represented and amplified in our business, the more we will all thrive, contribute, and be brilliant. We encourage you to bring us your true colors, , your perspectives, and your experiences. It’s in our differences that we will remain relentless in our pursuit to transform healthcare for ALL.
As an employer, we are committed to investing in your development and providing the necessary resources to enable your success. Learn how we are dedicated to creating an inclusive and rewarding workplace that promotes excellence and provides opportunities for employees to forge their unique career path by visiting our Company Culture (https://careers.bluecrossma.org/us/en/culturepage) page. If this sounds like something you’d like to be a part of, we’d love to hear from you. You can also join our Talent Community (https://careers.bluecrossma.org/us/en/jointalentcommunity?applyType=JTC) to stay “in the know” on all things Blue.
At Blue Cross Blue Shield of Massachusetts, we believe in wellness and that work/life balance is a key part of associate wellbeing. For more information on how we work and support that work/life balance visit our "How We Work (https://careers.bluecrossma.org/us/en/how-we-work) " Page.
Voted as the highest in member satisfaction among Massachusetts commercial health plans by JD Power , Blue Cross Blue Shield of Massachusetts is a community-focused, tax-paying, not-for-profit health plan headquartered in Boston. We have been a market leader for over 75 years, and are consistently ranked among the nation's best health plans. Our daily efforts are dedicated to effectively serving our 2.8 million members, and consistently offering security, stability, and peace of mind to both our members and associates.
Our Commitment to You
We are committed to investing in your development and providing the necessary resources to enable your success. We are dedicated to creating a refreshing and rewarding workplace that promotes excellence and provides opportunities for employees to forge their unique career path. We take pride in our diverse, community-centric, wellness-focused culture and believe every member of our team deserves to enjoy a positive work-life balance.
Blue Cross Blue Shield of Massachusetts is an Equal Employment / Affirmative Action Employer. Applicants are considered for all positions without regard to race, color, religion, sex, national origin, age, veteran status, disability, sexual orientation, gender identity or expression, or any other characteristics protected by law.
Blue Cross Blue Shield of Massachusetts will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with Blue Cross Blue Shield of Massachusetts's legal duty to furnish information.