Job Description

Blue Cross Blue Shield of Arizona is a local, independent Blue Cross Blue Shield Association and a not-for-profit health insurance company headquartered in Phoenix. Founded in 1939, the company has more than 1,800 dedicated employees throughout its Phoenix, Tucson, Chandler and Flagstaff offices. Providing health insurance products, services and networks to more than 1 million Arizonans, Blue Cross Blue Shield of Arizona offers various health plans for individuals, families, and small and large businesses. Blue Cross Blue Shield of Arizona also offers Medicare supplement plans to individuals over age 65.

Blue Cross Blue Shield of Arizona helps to fulfill its mission of improving the quality of life of Arizonans by delivering a variety of health insurance products and services to meet the diverse needs of individuals, families, and small and large businesses as well as providing information and tools to help individuals make better health decisions.

Purpose of the job

  • Formulates and implements strategies to achieve established sales and membership objectives for Medicare segment products.  Monitors and evaluates the sales process to achieve the overall new and existing enrollment goals while maintaining exceptional customer service levels. Partners with sales call center management during open enrollment. Ensures sales, retail, and market strategies are aligned with Government Management team objectives.
 

ESSENTIAL job functions AND RESPONSIBILITIES

SENIOR Segment SALES STRATEGY

  • Develop strategies for sales of Senior products to meet the member growth objectives of the corporation. Establish goals for product sales and membership.
  • Collaborates with Government Management Team to insure operations, product development network, compliance, finance, and health quality assurance activities are aligned with sales strategies.
  • Develop, implement, and track sales. Provide budget and sales variance reports, quarterly division reports, production reports, sales and lead activity reports, and ad-hoc reporting.
  • Evaluate, recommend, and implement improvements to streamline the purchasing process.
  • Provide training in sales, customer service, presentation skills, and Senior product lines for Sales and Service staff.
  • Work with enrollment and member services to ensure a high quality experience throughout the customer lifecycle. 
  • Develop and direct Senior sales activities, including developing and monitoring corporate oversight policies and procedures and ensuring compliance with CMS Medicare requirements.
  • Oversee Medicare sales compliance, ensuring sales team and call center representatives are trained and certified, conducting compliance reviews, and auditing to identify and correct any violation of CMS requirements.  Develop corrective action plans to remedy any audit findings and monitor implementation.
  • Develop and implement internal and external policies and procedures in order to ensure adherence to DOI / CMS regulations and Blue Cross Blue Shield standards.

Senior SEGMENT marketing PArnter

  • Work with product managers to ensure the sales team is trained on new products and provides product feedback.
  • Collaborate with marketing to ensure high-quality integration and alignment between sales and marketing teams.
  • Work with marketing to create membership forecasting models and annual budget for marketing spend.
  • Partner with marketing and facilities on retail presence strategy to ensure the look and feel of facilities integrates with branding and product strategies
  • Review and execute customer seminar and event strategies to ensure maximum performance and results.

MANAGE DIRECT SALES

  • Lead and motivate sales call center team, working through the assigned contacts, to meet or exceed the sales targets based on lead generation and expected conversion rates.
  • Collaborate on call center operations, including design, staffing, call reviews, scorecards, and production reports. 
  • Provide call volume forecasts and review operational metrics to ensure appropriate staffing during open enrollment and provide a high quality response to incoming calls.
  • Lead and motivate outside sales representatives to meet or exceed sales targets based upon the total sales quota of the team and expected conversion rate for leads. 

 

MANAGE Distribution Channels

  • Establish strategies for indirect sales. Monitor performance and make necessary adjustments within the department to ensure sales and retention objectives are met.
  • Create and maintain positive working relationships with GAs, FMOs, and brokers through frequent interaction.
  • Ensures appropriate contracting, training, certification, and management of Brokers and General Agents is conducted by Sales team.
  • Provide communication and training to brokers through meetings, written correspondence, and articles.

OVERALL

  • Consultative leader to the Government management team and the General Manager of Government Business.
  • Drives a culture of compliance by ensuring compliance policies, training, and procedures are established for Medicare programs.
  • Oversee day-to-day departmental administration by coaching and motivating managerial staff and departmental personnel to make maximum use of experience and skills.
  • Monitor quality performance measures, develop and maintain effective workflows, and seek to maximize system efficiencies.
  • Manage use of corporate funds including budgeting, financial management, and reporting. Identify opportunities to achieve administrative efficiencies while maintaining service.
  • Maintain effective working relationships to ensure teamwork in achieving corporate goals.
  • Participate in strategic planning activities and contribute to departmental and cross-functional teams to achieve BCBSAZ goals and ensure future success.
  • The position requires a full-time work schedule. Full-time is defined as working at least 40 hours per week, plus any additional hours as requested or as needed to meet business requirements.
  • Work schedule includes extended and weekends during open enrollment and occasional overnight travel.
  • Perform all other duties as assigned.
 

BCBSAZ does not discriminate in hiring or employment on the basis of race, ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status or any other protected group.



Qualifications

REQUIRED QUALIFICATIONS

  1. Required Work Experience
    • 8 years of experience in Medicare sales and Operations
    • 5 years of management experience
    • Experience and familiarity with CMS guidelines and regulations
    • Experience with Medicare Compliance audits
  1. Required Education
    • Bachelor’s degree in general field of study.
  1. Required Licenses
  1. Required Certifications
  • CMS sales certification

 

PREFERRED QUALIFICATIONS

  1. Preferred Work Experience
    • 10 years of management experience
    • 10 years of experience in Medicare products and sales to over-65 markets
    • 2 years of experience in developing short and long range sales plans, forecasting, and budgeting
  1. Preferred Education
  • BA or BS degree in business administration, marketing, management or related field
  1. Preferred Licenses
  • N/A

Qualifications

REQUIRED QUALIFICATIONS

  1. Required Work Experience
    • 8 years of experience in Medicare sales and Operations
    • 5 years of management experience
    • Experience and familiarity with CMS guidelines and regulations
    • Experience with Medicare Compliance audits
  1. Required Education
    • Bachelor’s degree in general field of study.
  1. Required Licenses
  1. Required Certifications
  • CMS sales certification

 

PREFERRED QUALIFICATIONS

  1. Preferred Work Experience
    • 10 years of management experience
    • 10 years of experience in Medicare products and sales to over-65 markets
    • 2 years of experience in developing short and long range sales plans, forecasting, and budgeting
  1. Preferred Education
  • BA or BS degree in business administration, marketing, management or related field
  1. Preferred Licenses
  • N/A
  1. Preferred Certifications
  • Certification or work toward HIA, RHU, CLU or similar designation

 

 

competencies

REQUIRED COMPETENCIES

  1. Required Job Skills
  1. Required Professional Competencies
  • Management skills in an operationally changing environment, with drive for results based on planned objectives.
  • Design and analysis of call center operation and metrics.    
  • Ability to coach, train, and grow successful sales teams.
  •  Advanced knowledge of Individual health/life business, including managed care products, Medicare Advantage and Medicare Supplement products.
  • Knowledge of CMS, DOI and telemarketing regulations.
  • Knowledge of direct response advertising techniques. 
  • Interpersonal skills that allow for harmonious relationships with providers, members and coworkers.
  • Ability to recognize strategic opportunities and use data to make timely and sound decisions.
  • Flexibility and willingness to adjust to shifting demands/priorities.
  • Ability and experience to assimilate multiple new functions, services, projects and systems while maintaining existing systems and programs.
  1. Required Leadership Experience and Competencies
  • High standard of performance while pursuing aggressive goals
  • Principled leadership and sound business ethics

 

PREFERRED COMPETENCIES

  1. Preferred Job Skills
  • N/A
  1. Preferred Professional Competencies
  • N/A
  1. Preferred Leadership Experience and Competencies
  • N/A
 

Application Instructions

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