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BlueCross BlueShield of North Carolina Manager, Sales and Retention (National Accounts) in Durham, North Carolina

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Job Description

Lead Account Executives and Client Managers in the sale and retention of profitable business. Develop and grow talent to ensure large and national account success. Represent market needs to the organization, accomplished through strategic partnerships with producers, prospects and clients.

  • Expands BCBSNC’s footprint within our client base through consultative cross selling.

  • Works successfully with client advisors, such as consultants or brokers, to meet client expectations and leads their team in meeting these promises for our clients.

  • Responsible for talent development on the team; providing input to internal departments to help the team meet the expectations of the market; and measured success of our value for our clients.

  • Possesses significant ownership of the sales and retention functions for the assigned market segment. Focuses exclusively on the unique challenges of this customer type and develops segment-specific sales and retention strategies to achieve the organization’s goals.

  • Serves as the primary resource within the company for market intelligence related to this business segment.

  • Establishes rapport and maintains open lines of communication with the sales and retention staff and motivates them to prospect and sell new business. Assists sales retention and service staff by accompanying them when calling on prospective and enrolled group accounts. Serves as the company’s ambassador for this segment in both the business and producer communities.

  • Sets overall goals for the segment and monitor progress to ensure that goals and objectives are achieved.

  • Serves management and the staff within the segment as an expert on all related matters, including: market requirements, compliance with state and/or federal regulations, product and service offerings, operational capabilities, contract negotiations and executions, underwriting guidelines, etc.

  • Promotes community involvement and advances community relations through active participation in community events.

  • Meets profitability expectations for book of business responsibility.

  • Meets sales and retention expectations for book of business responsibility.

  • Goals are accomplished through team of Account Executives and Client Managers, through appropriate focus, motivation, training and performance management.

Hiring Requirements

  • Minimum of undergraduate 4 year degree, preferably BSBA or healthcare related field.

  • Minimum of 7 years of consulting, plan management, benefits or health care sales experience. 5 years of which must have been in the healthcare setting.

  • Must have functional proficiency with MS Office, use of the web, and general web based applications.

  • Opportunity development experience is essential.

  • Minimum of 3 years successful people or team leadership experience.

  • Licensed Life, Accident & Health, or equivalent from another state with ability to obtain from NCDOI within 60 days of hire.

  • Must possess and maintain a valid driver’s license

Hiring Preferences

  • Post baccalaureate degree

  • Experience in other business disciplines or solutions are a plus.

  • Successful experience selling to HR & Finance leadership is strongly preferred.

  • Extensive experience in analyzing the needs of a sales organization (regional level) and developing sales strategies to meet those needs.

  • Familiar with all marketing enhancements, including product, funding mechanisms and pooling arrangements.

  • Able to handle multiple tasks with a keen focus on assigned territory and market segment.

  • Above average negotiation skills with practical experience in negotiating sensitive and high dollar deals.

  • Proven analytical capabilities, creativity and application of health care solutions.

  • Excellent oral, written and presentation communication skills and the ability to interface with personnel at all levels are essential.

  • Excellent presentation skills.

  • Creativity

  • Relationship building skills.

  • Industry certifications such as CEBS, HIAA or other proven advanced accomplishments.


It's an exciting time to work at Blue Cross and Blue Shield of North Carolina. Health care is changing, and we're leading the way. We offer more than health insurance our customers can count on. We’re committed to better health and better health care − in our communities and beyond. Our employees bring energy and creativity to the workplace, and it shows in our innovative approach to improving the health and well-being of North Carolinians.

Our company is a not-for-profit with headquarters in Durham and major operations in Winston-Salem and Fayetteville. In all we employ more than 4,900 North Carolinians and serve more than 3.9 million customers.

Help us lead the charge for better health care by joining our award-winning team. Discover tremendous opportunities with us to do challenging and rewarding work. Opportunities that can lead you to a fulfilling career, work that can help others lead healthier, happier lives.

Third Party Staffing Agencies

Blue Cross NC does not accept unsolicited resumes from any source other than directly from candidates. For the protection of all parties involved in the recruiting process, resumes will only be accepted from recruiters/agencies if a signed agreement is in place at the inception of the recruiting effort and authorized for a specific position. Unsolicited resumes sent to Blue Cross NC from recruiters/agencies do not constitute any type of relationship between the recruiter/agency and Blue Cross NC and do not obligate Blue Cross NC to pay fees if we hire from those resumes.