Large Group Sales Representative- Southern California

Large Group Sales Representative

Warner Pacific - Southern California

The Large Group Sales Representative is responsible for achieving sales goals through the acquisition of large group customer contracts using effective telesales techniques to engage and support insurance brokers. Under minimal supervision and working alongside assigned Sales Consultants, the Large Group Sales Representatives primary duties may include, but are not limited to: Maintain frequent and effective contact with brokers and build active selling relationships to increase sales of all Large Group 100+ product lines including medical, dental, life, vision, and disability. Prospect inactive brokers to find new sales opportunities. Provide product and technology training for brokers and brokerage staff. Make outbound sales calls and follow up calls to active brokers and potential brokers. Handle inbound sales calls and product support inquiries written and verbal from brokers. The Large Group Sales Representative makes independent decisions while working with Sales Consultants within underwriting guidelines and procedures relative to new business as well as modifications to existing business for 100+ size employer groups.

Overview of Responsibilities

• Contact new and existing customers to discuss their needs, and to explain how these needs could be met by specific products and services.

• Explain products or services and prices, and answer questions from customers.

• Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.

• Develop and maintain constructive and cooperative working relationships with sales consultants, business owners, and brokers.

• Create and execute a large group strategic plan which will include tactics and milestones to help grow Warner Pacific's large group sales.

• Provide training and support to brokers as needed.

• Receive initial RFPs and, in conjunction with brokers, evaluate all quoting options and collect missing RFP information.

• Support the Sales Consultant in the strategy conversation with the broker regarding the purpose and intended outcomes of the RFP. Support continued strategy discussions throughout the RFP process to close group.

• Submit completed RFPs to Rating Analysts for quoting.

• Demonstrate solid understanding of market factors, carriers, plans, benefits and guidelines.

• Demonstrate an understanding of alternative funding arrangements such as level-funding and traditional self-funding. Preferred experience in claims evaluation.

• Demonstrate an understanding of PEO arrangements.

• Provide carrier/plan consultative services brokers to assist with new purchasing decisions.

• Conduct timely follow up on issues in progress.

• Make note of potential workflow enhancements and communicate to supervisor for consideration.

• Conduct all business activities with a sales acumen and a goal of providing only the soundest purchasing recommendations to brokers.

• Demonstrate consistent, outstanding judgment, honesty and integrity in all aspects of job performance.

• Ability to identify and maintain the most efficient process to reach required outcome.

• Other activities as assigned.

Additional Skills and Requirements

• Minimum of a high school diploma, GED or equivalent; advanced education or degree preferred.

• 3-5 years of large group market health care/medical sales/service experience.

• Valid California life/health insurance license.

• Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques.

• Knowledge of online enrollment and HRIS systems.

• Knowledge of principles and processes for providing customer service. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

• Ability to self-start and think/act independently and in concert with co-workers, management and customers.

• Demonstrate critical thinking and strategic mindset competencies with ability to work in complex situations.

• Exceptional interpersonal skills.

• Exceptional written and oral communication, as well as presentation skills.

• Demonstrated ability to maintain and foster positive, open communication channels with internal and external customers.

• Demonstrated ability to effectively negotiate.

• Demonstrated ability to think and act independently, self-driven to work proactively toward sales goals.

• Demonstrated ability to remain calm in pressure situations.

• Demonstrated ability to multi-task effectively.

• Attention to detail a must.

• Ability to come into the Westlake Village, CA, office as needed and have flexibility to travel locally in the Southern CA area as needed.

• Computer literacy with proficiency in the Microsoft Office suite including creating presentations.

• Ability to sit for extended periods of time, lift a minimum of 5 pounds, file, stand, bend, reach and pull.

Compensation

• Salary Range* - $60,000- $80,000 annually, plus commissions.

• Actual compensation may vary from posting based on work experience, education and/or skill level.

• The salary range is the range Warner Pacific in good faith believes is the range of possible compensation for this role. at the time of this posting. The company may ultimately pay more or less than the posted range. This range may be modified in the future. No amount is considered to be wages or compensation until such amount is earned, vested and determinable under the terms and conditions of the applicable policies and plans. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.