Small Group Account Consultant Manager (Hybrid)
Job Description
Resp & Qualifications
PURPOSE:
Manages and supports the sales growth and retention of assigned Account Consultants for small market segments. Conducts sales and service to assigned accounts. Monitors the development and implementation of strategic long-term customer relationships. Achieves targeted sales goals for the unit.
ESSENTIAL FUNCTIONS:
Team Leadership & Development
- Lead and mentor a team of Account Consultants, fostering a collaborative and high-performance culture.
- Conduct regular performance reviews, provide coaching, and identify training opportunities to enhance team capabilities.
- Develops account strategies in accordance with overall strategy. Ensure strategies prioritize premium protection, retention outcomes, and in-block growth rather than general service activity.
- Works with the team and brokers to maximize retention and growth. Establish clear revenue-focused KPIs (retention rate, lapse prevention, cross-sell adoption) and hold the team accountable to measurable results.
- Manages the sales support/service functions essential to day-to-day account, service, productivity, implementation and retention. Shift focus toward disciplined renewal execution, early risk identification, and structured save tactics to protect revenue.
Operational Excellence
- Develop and implement Account Consultant standard operating procedures to ensure consistent, high-quality support. Create standardized renewal playbooks and processes that drive predictable, revenue-focused execution.
- Identify process improvement opportunities and implement solutions to enhance efficiency and service quality. Prioritize improvements that reduce renewal friction, accelerate decision cycles, and strengthen broker confidence.
- Ensure compliance with regulatory requirements, company policies, and industry standards. Champion operational agility to support timely renewals and smooth implementations that protect retention.
Communication & Collaboration
- Partner with Product, Underwriting, Operations, and IT departments to resolve systemic issues and improve sales experience. Serve as the voice of the existing business block, escalating trends that impact retention or renewal quality.
- Communicate policy updates, system changes, and important information to the team and broker community. Equip brokers with clear, proactive renewal communication that supports revenue and loyalty.
- Facilitate regular staff meetings to share updates, celebrate successes, and address challenges. Include pipeline risk reviews, retention metrics, and competitive intelligence as core agenda items.
- Attend and participate in business and community activities to promote CareFirst and identify new opportunities as needed. Strengthen broker and group relationships to support long-term retention and in-block expansion.
SUPERVISORY RESPONSIBILITY:
This position manages people.
QUALIFICATIONS:
Education Level: Bachelor's Degree in Business, Finance or related field OR in lieu of a Bachelor's degree, an additional 4 years of relevant work experience is required in addition to the required work experience.
Licenses/Certifications Upon Hire Required:
- Current health and life license for the jurisdictions of Maryland, DC, and Virginia.
Experience: Preferred Qualifications: Knowledge, Skills and Abilities (KSAs) Salary Range: $112,000 - $189,000 Salary Range Disclaimer The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the work is being performed. This compensation range is specific and considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate's work experience, education/training, internal peer equity, and market and business consideration. It is not typical for an individual to be hired at the top of the range, as compensation decisions depend on each case's facts and circumstances, including but not limited to experience, internal equity, and location. In addition to your compensation, CareFirst offers a comprehensive benefits package, various incentive programs/plans, and 401k contribution programs/plans (all benefits/incentives are subject to eligibility requirements). Department Equal Employment Opportunity CareFirst BlueCross BlueShield is an Equal Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. Where To Apply Please visit our website to apply: www.carefirst.com/careers Federal Disc/Physical Demand Note: The incumbent is required to immediately disclose any debarment, exclusion, or other event that makes him/her ineligible to perform work directly or indirectly on Federal health care programs. PHYSICAL DEMANDS: The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted. Sponsorship in US Must be eligible to work in the U.S. without Sponsorship #LI-KL1
Resp & Qualifications
PURPOSE:
Manages and supports the sales growth and retention of assigned Account Consultants for small market segments. Conducts sales and service to assigned accounts. Monitors the development and implementation of strategic long-term customer relationships. Achieves targeted sales goals for the unit.
ESSENTIAL FUNCTIONS:
Team Leadership & Development
- Lead and mentor a team of Account Consultants, fostering a collaborative and high-performance culture.
- Conduct regular performance reviews, provide coaching, and identify training opportunities to enhance team capabilities.
- Develops account strategies in accordance with overall strategy. Ensure strategies prioritize premium protection, retention outcomes, and in-block growth rather than general service activity.
- Works with the team and brokers to maximize retention and growth. Establish clear revenue-focused KPIs (retention rate, lapse prevention, cross-sell adoption) and hold the team accountable to measurable results.
- Manages the sales support/service functions essential to day-to-day account, service, productivity, implementation and retention. Shift focus toward disciplined renewal execution, early risk identification, and structured save tactics to protect revenue.
Operational Excellence
- Develop and implement Account Consultant standard operating procedures to ensure consistent, high-quality support. Create standardized renewal playbooks and processes that drive predictable, revenue-focused execution.
- Identify process improvement opportunities and implement solutions to enhance efficiency and service quality. Prioritize improvements that reduce renewal friction, accelerate decision cycles, and strengthen broker confidence.
- Ensure compliance with regulatory requirements, company policies, and industry standards. Champion operational agility to support timely renewals and smooth implementations that protect retention.
Communication & Collaboration
- Partner with Product, Underwriting, Operations, and IT departments to resolve systemic issues and improve sales experience. Serve as the voice of the existing business block, escalating trends that impact retention or renewal quality.
- Communicate policy updates, system changes, and important information to the team and broker community. Equip brokers with clear, proactive renewal communication that supports revenue and loyalty.
- Facilitate regular staff meetings to share updates, celebrate successes, and address challenges. Include pipeline risk reviews, retention metrics, and competitive intelligence as core agenda items.
- Attend and participate in business and community activities to promote CareFirst and identify new opportunities as needed. Strengthen broker and group relationships to support long-term retention and in-block expansion.
SUPERVISORY RESPONSIBILITY:
This position manages people.
QUALIFICATIONS:
Education Level: Bachelor's Degree in Business, Finance or related field OR in lieu of a Bachelor's degree, an additional 4 years of relevant work experience is required in addition to the required work experience.
Licenses/Certifications Upon Hire Required:
- Current health and life license for the jurisdictions of Maryland, DC, and Virginia.
Experience: Preferred Qualifications: Knowledge, Skills and Abilities (KSAs) Salary Range: $112,000 - $189,000 Salary Range Disclaimer The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the work is being performed. This compensation range is specific and considers factors such as (but not limited to) the scope and responsibilities of the position, the candidate's work experience, education/training, internal peer equity, and market and business consideration. It is not typical for an individual to be hired at the top of the range, as compensation decisions depend on each case's facts and circumstances, including but not limited to experience, internal equity, and location. In addition to your compensation, CareFirst offers a comprehensive benefits package, various incentive programs/plans, and 401k contribution programs/plans (all benefits/incentives are subject to eligibility requirements). Department Equal Employment Opportunity CareFirst BlueCross BlueShield is an Equal Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. Where To Apply Please visit our website to apply: www.carefirst.com/careers Federal Disc/Physical Demand Note: The incumbent is required to immediately disclose any debarment, exclusion, or other event that makes him/her ineligible to perform work directly or indirectly on Federal health care programs. PHYSICAL DEMANDS: The associate is primarily seated while performing the duties of the position. Occasional walking or standing is required. The hands are regularly used to write, type, key and handle or feel small controls and objects. The associate must frequently talk and hear. Weights up to 25 pounds are occasionally lifted. Sponsorship in US Must be eligible to work in the U.S. without Sponsorship #LI-KL1
About CareFirst BlueCross BlueShield
Named by the Ethisphere Institute as one of the “World’s Most Ethical Companies” for 10 consecutive years.
CareFirst. It’s not just our name. It’s our promise. Over 3.5 million people trust us with their healthcare needs, and we take this responsibility seriously.
Our vision for healthcare is clear. Quality care should be easy to afford, easy to use and available to everyone. And what we’re building for you is exactly what we expect for ourselves and those we love.
Every day, we make a meaningful difference in the communities where we live and work. We solve real problems for the people we serve with equal parts empathy and urgency—simplifying the complex, delivering tailored solutions and stepping forward with new ideas.
RECRUITMENT FRAUD NOTICE: CareFirst is aware of an increase in fraudulent job offers being made on behalf of our recruitment team. Legitimate CareFirst recruiters will always contact you from an email address ending in “@carefirst.com” and will never ask for a payment in exchange for a job opportunity or ask you to submit sensitive personal information via email, phone, or text.
COVID-19 VACCINATION NOTICE: As a leading healthcare organization, it is our responsibility to do our part to help end this pandemic and protect the health and well-being of our members, workforce, communities, businesses and partners. Our recruiters continue to fill open positions. Interviews and other processes are being modified to protect the safety of our candidates and team members. Effective November 1, 2021, COVID-19 full vaccination is required for all employees, including those who work remotely today or in the future. CareFirst will comply with all state and local laws regarding vaccine mandates. Medical and religious exemptions will be made where appropriate using our standard vaccine exemption processes.
Independent licensee of BCBSA.
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