Small Busn. Sales Representative - Wauwatosa, WI

UnitedHealth Group is an innovative leader in the health and well-being industry, serving more than 55 million Americans. Through our family of companies, we contribute outstanding clinical insight with consumer-friendly services and advanced technology to help people achieve optimal health.



UnitedHealthcare, a UnitedHealth Group company, provides network-based health and well-being benefits and services for employers and consumers nationwide. We use our strength, diversity and innovation to improve the lives of the more than 18 million people who receive our unique products and services. And our endless pursuit for excellence in everything we do extends to your career as well. Join us today for an inspired and purposeful mix of professional growth opportunities and personal rewards. 

 

Job Description: 

Accountable for the maintenance, growth, increased profitability and persistency of new and existing business, the acquisition of new business on existing accounts, customer satisfaction and the strategic direction of assigned accounts.

 

Responsibilities:
Account Executive will focus on the small business market segment, those customers employing from 2 to 99 employees.
Identify potential health care business customers.
Sell health care products to small business (2 to 99 employees) customers, often through brokers. 
Achieve new and renewal sales based on individual performance and market criteria. 
Attain regional and health plan goals related to specific targeted health care products.
Produce sales that results in profitable premium levels for the company. 
Work with brokers to develop and monitor client financial performance including renewal planning, negotiation and profitability levels.
Develop business relationships with customers and brokers/consultants within the small business market. 
Develop and enhance the profitability of the key small business accounts through the selling of new and existing business to these customers.
Share responsibility for team retention objectives and for ensuring that team follows up on 100% of renewals.
Partner with UW to develop renewal rates and responsible for presenting 51-99 renewals to brokers or clients.



Business Acumen:
Apply sound analytical and financial skills to plan and execute sales activities.
Demonstrate understanding of national and local market dynamics and trends and how they may impact United Health Group/prospect/customer/and brokers.
Demonstrate understanding of structure and decision making processes of assigned agencies.
Identify alternative sources of information to use when solving problems.
Present an accurate and compelling overview of  United Healthcare's structure, history, strategy and technology (i.e. Value Story).

Product and Technical Solutions:
Accurately explain United Healthcare solutions and relate how they address the prospective customer needs.
Use Rosetta and other appropriate technology tools to effectively manage the new business sales process.
Use technology to demonstrate value to brokers and prospects.

Customer/Broker Development:
Work with prospects/brokers to set and then  meet  their expectations
Act as an advocate for the prospect/broker's requirements within the organization
Apply clear understanding of customers buying behavior and decision making process.

Consultative Selling:
Suggest or show alternatives based on prospect needs.
Present a logical and persuasive case for proposals and arguments.

Sales/Account Planning:
Develop detailed business plans to  maintain and improve sales within assigned territory/book of business.
Explain the strengths and vulnerabilities of each of United Healthcare's major competitors, nationally and locally.
Identify profitable business and growth opportunities.
Use a structured, repeatable process to evaluate customers and prioritize high value activities.

Time and Territory Management:
Demonstrate pipeline management techniques to identify, qualify and pursue quality prospects.
Prioritize work to accomplish tasks that have the best impact for both the customer and United HealthCare.

Relationship Building:
Create, build and maintain relationships that enhance the performance of the business, including those outside direct control.
Viewed as an "expert" for producers.
Cultivate the UHC matrix and internal relationships for mutual benefit.

Communications:
Actively listen, paraphrases and summarize in order to use the agent's  responses to showcase or introduce items their customers really want or need.
Deliver presentations that focus on the prospect/broker's business needs.
Express thoughts and ideas in clear and compelling audience appropriate manner.
Using appropriate style, prepare concise and persuasive letters, memos and documents.

Personal Leadership:
Set challenging goals and meets them.
Demonstrate enthusiasm, flexibility and compassion when dealing with the pace of change.
Demonstrate a consistent track record of setting and achieving high personal performance standards.
Seek feedback and change behavior as needed.
Work quickly, consistently and hard with a clear end result in mind.
Demonstrate confidence in front of the agent/prospect/customer.
Self-manage frustration and stress; keep a positive attitude and a sense of humor under challenging circumstances.

Experience:
Bachelor's degree or an equivalent combination of education and experience.
Minimum of 3 years successful sales experience, with a full-range of health care products, (e.g. Medical and Ancillary, etc).
Produce sales to employers through direct sales or brokers. 
Sales insurance license must be maintained as required by state law. 
Maintain a valid driver's license.
Ability to travel as required.

 Diversity creates a healthier atmosphere:  equal opportunity employer M/F/D/V