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.