Sr. Ancillary Business Consultant

US-IA-Des Moines
Job ID
Requires Non-Compete?

Job Summary

Our Sr. Ancillary Benefit Consultant will be responsible for the sale and renewal of ancillary products and services to new and existing customers by providing renewal and new business consultation and technical expertise to both internal and external distribution channels. This includes the coordination of all sales activity through the applicable Business Developer or Account Manager, prospecting sales opportunities and promoting ancillary products and services to generate leads, overseeing the sales process for potential new sales, and penetrating existing groups to layer additional ancillary products. Additionally, this individual will contribute to the creation and implementation of an annual business plans for ancillary products which incorporates customer-specific considerations and aligns with corporate or product strategies and initiatives.


Our ideal candidates enjoy challenges, variety (no two days are the same!), and have a track record of success when it comes to the sale and renewal of ancillary products. They’re drivers—motivated, proactive self-starters who are effective at prospecting and generating opportunities. They’re also skilled at building trusted business relationships, consulting, and anticipating the needs of others. Sound like a fit? Consider applying today!


**This position requires a non-compete agreement.


Core Competencies:

  • Accountability: Owning and taking responsibility for one’s actions.
  • Business Acumen: Understanding industry, market, financial and company specific operations.
  • Collaboration and Communication: Working together; listen to other’s ideas; communicate accurately and concisely.
  • Decision Making: Consider all facts and impacts when making decisions.
  • Focus on the Customer: Consistently doing what is in the best interest of our customer. Leaving a positive impression on the customer by elevating their experience; making it simpler and educating to helping them understand.

Minimum Qualifications Required (all must be met to be considered)

  • Bachelor’s Degree or direct and applicable work experience.
  • 4+ years of health insurance or directly related insurance experience with increasing levels of accountability. Experience should include at least 2 years of demonstrated success in the sale and renewal of group ancillary products and services – e.g., consulting with decision makers, prospecting, lead generation, qualifying leads, negotiating, closing a sale.
  • Strong working knowledge of ancillary product portfolio (including life, flex dental short and long term disability, vision, and worksite products), benefit design, and applicable industry rules or regulations.
  • Effective critical thinking, time management, prioritization, and documentation skills. Ability to utilize appropriate resources to identify opportunities, implement solutions, and measure impact.
  • Effective relationship management experience, including ability to develop and maintain ongoing, strategic working relationships with key stakeholders, including senior leadership or other decision makers.
  • Strong sales and negotiation skills with ability to persuade and influence others to take action, including the willingness to take ownership of products and responsibility for decisions.
  • Strong presentation and communication skills. Ability to articulate information relevant to products, services, or renewals through consultation and/or presentations customized to audiences’ needs.
  • Ability to work autonomously and travel up to 50% of the time. Valid driver’s license is required.
  • Life & Health insurance license, or the ability to successfully obtain license within 60 days of hire.

Hiring Specifications Preferred

  • Bachelor’s Degree.
  • Industry designations or certifications – e.g., FLMI, CEBS, etc.

Job Accountabilities

a. Responsible for the profitable sales and renewal of ancillary products and services as reflected in an annual business plan through positive business relationships with customers, agents, internal sales staff and consultants. Ensure execution of a coordinated sales plan and process for all of the ancillary product lines through effective internal sales relationships and positive business partnerships with each assigned distribution channel.

b. Develop and enhance the customer experience. Partner with internal and external stakeholders taking the lead to identify and generate ancillary sales leads, coordinate proposals, customer presentations, and close the sale through the medical Account Management team. Be a thoughtful consultant and strategic business partner for customers. Through regular/inperson interactions and by leading ancillary new sales and coordinating renewal activities, enhance the Wellmark experience by emphasizing our value proposition. Conduct onsite group product enrollment meetings as needed to drive enrollment.

c. In collaboration with the Director, support development and execution of an annual ancillary business plan, including the formulation and execution of customer specific business plans focused on customer needs and appropriate consultative activities to support renewal and retention of business. Gather and communicate competitor and market intelligence to convey to sales and marketing stakeholders to ensure availability of competitive products and services are available and accurate sales goals by product.

d. Provide subject matter expertise and support for large group renewals, RFPs, and quote requests as needed to drive new business sales and support retention efforts.

e. Consult and conduct needs analysis to identify coverage alternatives which may be better suited to the customers changing needs, information or educational needs of the customer, addressing key opportunities to layer additional benefits through ancillary cross selling efforts.

f. Display effective presentation skills when presenting proposals, recommendations and education to customers, agents and other stakeholders.

g. Demonstrate leadership by mentoring and training Account Managers and Business Development team regarding ancillary product and services to support continued growth and development of ancillary knowledge and expertise. Work with Sales Force Development to determine training and development opportunities for the Sales Division as it applies to ancillary products.

h. Collaborate with the assigned Account Manager and their service team to transition new business for new case implementation and retention management activities.

i. Document and analyze account information and activities in Customer Relationship Management CRM system in a timely manner and complete other reports as required by leader. Share key information with leadership and other internal stakeholders regarding book of business, including tracking sales and renewals to reflect the current status of each account.

j. Serve as a market insight specialist to assist Product, Marketing and third party vendors to gain market dynamics.

k. Other duties as assigned.


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