Small Business, Ancillary Account Executive - Kansas City, Ks
UnitedHealth Group (Overland Park, Kansas)

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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. Specialty Benefits provides a comprehensive portfolio of group and voluntary insurance products and services to meet the needs of today's workforce. Leveraging the advanced technology and expertise of UnitedHealth Group, Unimerica automates processes to deliver efficient benefits enrollment, eligibility, billing, claims processing and customer service.  Join us and discover the rare combination of a rewarding career and the opportunity to make a difference in people's lives. Primary Responsibilities: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. Account Executive focuses 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. Qualifications:Bachelors degree or an equivalent combination of education and experience. A minimum of 3 years successful sales experience, with a full-range of health care products, e.g. Medical and Ancillary, etc. Produces 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. Business Acumen: Applies sound analytical and financial skills to plan and execute sales activities Demonstrates understanding of national and local market dynamics and trends and how they may impact UnitedHealth Group/prospect/customer/and brokers Demonstrates understanding of structure and decision making processes of assigned agencies Identifies alternative sources of information to use when solving problems Presents an accurate and compelling overview of  UnitedHealthcare's structure, history, strategy, and technology (i.e. Value Story)Product and Technical Solutions: Accurately explains UnitedHealthcare solutions and relates how they address the prospective customer needs Uses Rosetta and other appropriate technology tools to effectively manage the new business sales process Uses technology to demonstrate value to brokers and prospectsCustomer/Broker Development: Works with prospects/brokers to set and then  meet  their expectations Acts as an advocate for the prospect/broker’s requirements within the organization Applies clear understanding of customers buying behavior and decision making processConsultative Selling: Suggest or show alternatives based on prospect needs Presents a logical and persuasive case for proposals and argumentsSales/Account Planning: Develop detailed business plans to  maintain and improve sales within assigned territory/book of business Explains the strengths and vulnerabilities of each of United Healthcare’s major competitors, nationally and locally, Identifies profitable business and growth opportunities Uses a structured, repeatable process to evaluate customers and prioritize high value activitiesTime and Territory Management: Demonstrates pipeline management techniques to identify, qualify, and pursue quality prospects Prioritizes work to accomplish tasks that have the best impact for both the customer and UnitedHealthcareRelationship Building: Creates, builds and maintains 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 benefitCommunications: Actively listens, paraphrases, summarizes in order to use the agent's  responses to showcase or introduce items their customers really want or need Delivers presentations that focus on the prospect/broker's business needs Expresses thoughts and ideas in clear and compelling audience appropriate manner Using appropriate style, prepares concise and persuasive letters, memos and documentsPersonal Leadership: Sets challenging goals and meets them Demonstrates enthusiasm, flexibility and compassion when dealing with the pace of change Demonstrates a consistent track record of setting and achieving high personal performance standards Seeks feedback and changes behavior as needed Works quickly, consistently, and hard with a clear end result in mind Demonstrates confidence in front of the agent/prospect/customer Self-manages frustration and stress; keeps a positive attitude and a sense of humor under challenging circumstancesDiversity creates a healthier atmosphere: equal opportunity employer M/F/D/VUnitedHealth Group is a drug-free workplace.  Candidates are required to pass a drug test before beginning employment.