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Position Description

Arkansas Blue Cross and Blue Shield - EXEMPT POSITION DESCRIPTION

Position:  Marketing Rep
Reports To: 
Division:  SW Region - Texarkana (0059)
Company:  ABCBS
Location:  Label
Job Code:  040101
Date Posted:  11/5/2012

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Position Specific Requirements: This position is located in the Texarkana office.

Job Summary
This position is accountable for the sales and servicing of products for Arkansas Blue Cross and Blue Shield and it's subsidiary and or affiliate companies within the designated territory and consistent with marketing goals.  The products include group health insurance, group dental insurance, group term life/LTD insurance, work site products, and other products and services available through our affiliates.  The Marketing Representative must meet their annual designated performance standards relating to new group sales and retention of existing business. The incumbent must have the ability to perform a financial review and analysis for customers including but not limited to: trend/utilization and profit/loss renewal summary reports. This job also includes the principal responsibility of coordinating and executing a variety of marketing functions such as completing enrollment forms, conducting employee meetings, assisting the customer in analyzing their health care expenditures, negotiating benefit/rate changes and properly completing group renewals. This position requires interaction with a wide array of people both internal and external to the enterprise.

Nature & Scope
This position reports to the Regional Sales Manager. The Marketing Representative must solve problems and make decisions related to marketing, servicing and retaining business in their territory.  This process includes matching customers’ needs with the right product, enrolling members, servicing accounts, and retaining accounts after the sale.    The Marketing Representative must be able to cultivate and mature relationships with customers, prospects, agents, and consultants throughout their territory.  At least fifty percent of the work in this job is conducted outside of the office; therefore, car travel is a significant component of the position.  Most travel is within the region with only occasional overnight stays.

The incumbent must maintain an air of professionalism; be self-motivated; be able to handle complex issues; display effective oral and written communication skills; and, build and maintain a positive working relationship with internal and external customers.  The incumbent is responsible for maintaining a high degree of knowledge of the competitor’s products and market strategy.

Skills, Knowledge, and Abilities
1. High levels of professionalism as expressed in appearance, “presence”, judgment, integrity and conduct.
2. Excellent communication skills including grammar, written and oral communication and presentation skills.
3. Proficiency in sales process skills to include territory/time management, needs identification, and value proposition development.
4. Complete understanding of all health products and services marketed by the enterprise including ancillary products, care management tools and services, technology and other value-added services.
5. Knowledge of actuarial principles behind the rating of products
6. Understanding of the competitors operating in various market segments and how to sell against them.
7. Knowledge of all administrative processes necessary to quote, sell, enroll and service group business.
8. Thorough knowledge of the broader industry landscape, major trends and innovations such as medical home, wellness/incentive initiatives, health care reform, etc.
9. Strong interpersonal skills.
10. Technical proficiency sufficient to utilize enterprise tools for marketing to best advantage

Minimum Job Requirements

1. Bachelor's degree from an accredited college or university required. Major in business or insurance related field.

2. Experience with a demonstrated record of proven results.

3. Proven ability to make a formal marketing presentation with a high level of professionalism. Applicant must make presentation to the interview panel as prerequisite for further consideration.

4. Must have State License or pass exam within three months of hire date.

5. Experience in health insurance, life insurance, or managed care preferred. Achievement oriented: Able to show history of self-development through ongoing education, training, and/or self-study.

6. Proficiency in Microsoft Office applications including PowerPoint, Word and Excel.

7. Valid state driver's license and good driving record. Meet requirements of company policy.

8. Must reside (or willing to reside) within the boundaries of the applicable regional office

Security Requirements
This position is identified as level three (3). This position must ensure the security and confidentiality of records and information to prevent substantial harm, embarrassment, inconvenience, or unfairness to any individual on whom information is maintained. The integrity of information must be maintained as outlined in the company Administrative Manual.

Segregation of Duties
Segregation of duties will be used to ensure that errors or irregularities are prevented or detected on a timely basis by employees in the normal course of business. This position must adhere to the segregation of duties guidelines in the Administrative Manual.

1. At all times maintaining professional integrity for this position and for this Plan.
2. Locating, identifying, mining and qualifying prospects.
3. Maintaining accurate and current records of all sales, service and prospecting activities for all core and ancillary products, including weekly call reports.
4. Developing strong relationships with agents/brokers/consultants and successfully soliciting new business from them in core and ancillary products, while serving as an industry expert and resource for them and their customers.
5. Assisting LSV personnel in promoting sales of the ancillary product line.  
6. Maintaining a Personal Development Plan focused on building consultative selling skills, leadership, and product knowledge related to marketing health and life products.  Attainment of professional designations, such as Certified Health Consultant (CHC), Professional of Healthcare Management (PAHM), or other AHIP designation.
7. Selling of products in all lines of business to include consumer oriented products such as defined contribution and medical savings accounts, individual products, managed and non-managed care products, network access products, life/disability insurance, work site products, and flexible spending accounts.
8. Developing marketing and agent strategies to include targeted agents and targeted prospects, while making add-on sales of additional products to existing customers.
9. Communicating benefits to new and existing customers in a way that gives them a clear understanding of the plans purchased and how they work.
10. Assisting in certain existing re openings, such as the PSE/ASE accounts at the direction of the Regional Sales Manager/Regional Executive.
11. Advising their immediate supervisor of business exception requests/activities.  
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