Account Executive III - Health Insurance

Health Net, Inc. (NYSE: HNT) is among the nation’s largest publicly traded managed health care companies.  Health Net’s mission is to help people be healthy, secure and comfortable.  The company’s POS, HMO, insured PPO, behavioral health and government contracts subsidiaries provide health benefits to more than 7 million individuals.  For more information on Health Net, Inc., please visit the company’s Web site at www.healthnet.com

 

 

Health Net, Inc. supports a drug-free work environment and requires pre-employment background and drug screening.

 

Health Net and its subsidiaries are an Equal opportunity/Affirmative Action Employer M/F/V/D.

 

JOB SUMMARY:  Purpose of the position is to generate new revenue growth through new business development in a defined territory. Position is responsible for utilizing consultative selling skills for the prospecting, relationship/capabilities and development of employees, brokers, and consultants resulting in proposal opportunities and ultimately successful new sales that meet goals on a consistent basis.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

 

? Employer Development

? Identify targeted prospects, perform needs assessments, and propose solutions resulting in new sales revenue using a consultative selling approach.

? Establish and maintain contacts with employer and union groups and their consultants/brokers as defined by Sales Management.

 

? Broker/Consultant Development

? Develop opportunities with targeted regional brokers and consultants by increasing their understanding of MHN capabilities. Position MHN as top behavioral solutions organization resulting in RFP activity and new sales revenue.

? Cultivate and maintain broker relationships.

? Assist brokers with presentations at point of sales.

? Educate brokers with presentations at point of sale.

? Facilitate delivery of sales proposals to broker.

? Obtain competitive market information (i.e., product design and rating practices).

? Sales Process

? Manage the entire sales process from prospect development, prospect analysis and qualification, needs assessment, solutions/proposal delivery, and in-person presentations.

? Responsible for prospecting and qualify own leads.

? Responsible for following-up on leads generated from prospecting.

? Sales Planning and Reporting

? Develop comprehensive sales plan, execute sales plan, and maintain/submit activity reports as required.

Meet monthly and annual forecasted member and member month goals related to new group sales in respective sales area.

EDUCATION: Bachelor's degree in Sales, Marketing, Business or related field or equivalent experience

 EXPERIENCE: Minimum of three years successful experience in healthcare / health insurance field - managed care experience preferred.  A proven track record is essential, as is experience selling direct to customers or through brokers or consultants.

 

LICENSE REQUIRED: General lines agent insurance license issued by the TX DOI

 

KNOWLEDGE, SKILLS AND ABILITIES:General knowledge of managed care and health insurance, financing mechanisms, and managed care competitorsExcellent sales and influencing skillsExcellent communication and relationship-building abilitiesStrong analytical and problem solving skillsProficient in the use of PCs and standard business software (MS Office, e-mail, databases)