Highmark Health
Senior Sales Executive - HNAS
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Company: Highmark Inc.
Job Description
JOB SUMMARY
About the Role
We are seeking a driven sales professional to drive new business growth by identifying, cultivating, and securing prospects, clients, and intermediaries in new markets and territories. In this role, you will be responsible for the profitable sale of core and supplemental health products within an assigned territory or distribution channel. You will lead high-stakes sales meetings, close deals, and target employer groups ranging from 100 to 10,000+ lives. You will own the entire sales cycle—actively developing and nurturing vital industry relationships to cultivate, advance, and convert leads into qualified opportunities, while strategically managing a complex pipeline from initial prospect to closed deal.
About Us
Health Now Administrative Services (HNAS) delivers flexible, cost-effective employee health benefits solutions. As part of Highmark Health, a national blended health organization, our mission is to create remarkable health experiences. Our culture is built on continuous growth and development, cross-functional collaboration, and making a meaningful impact for those we serve.
What We’re Looking For
- Experience: 5+ years of successful B2B outside sales experience, specifically within the healthcare benefits, self-funded insurance, or TPA industry.
- Industry Expertise: Comprehensive understanding of self-funded health plans, TPA operations, ASO (Administrative Services Only) models, stop-loss insurance, and employer-sponsored benefit structures.
- Relationship Management: Established, active network of broker, consultant, and employer-group relationships within the designated market or region.
- Track Record of Success: Demonstrated history of consistently meeting or exceeding aggressive annual sales quotas, driving revenue growth, and managing a complex sales pipeline.
- Skills & Acumen: Exceptional negotiation, presentation, and closing skills, with the ability to communicate complex financial and health plan concepts to C-suite executives and key decision-makers.
- Education & Licensures: Bachelor’s degree in Business Administration, Marketing, Healthcare Management, or a related field (or equivalent practical experience). Active Life and Health insurance license, or the ability to obtain one upon hire.
ESSENTIAL RESPONSIBILITIES
- Actively and aggressively prospect for new group business, identifies and pursues account acquisitions and/or key accounts and responsible for the profitable sale of core and supplemental products for the business segment within the assigned territory.
- Maintains productive working relationships with key consultants and brokers in a national marketplace as well as maintaining a knowledge of competitors product lines, strategy, and pricing.
- Participate in product development and prepares business programs (i.e., territory specific action plans and strategy for closing sales) and long-term strategy for specific account needs.
- Analyze customer needs and the Organization's financial objectives in order to recommend appropriate product(s) and/or services and analyze/offer specific benefit alternatives and financial arrangements to address the unique needs of each potential customer.
- Other duties as assigned or requested.
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EXPERIENCE
- Required: 5 years of Related, Progressive experience.
- Preferred: None
SKILLS
- Possesses and applies broad and in-depth knowledge of the concepts, principles, practices, and processes of the large/labor/strategic Self-Funded market.
- Adapts procedures, processes to meet the more complex requirements of the position.
- Ability to speak publicly and extemporaneously on a variety of subjects.
- PPT Presentation, communication, and negotiation skills.
- Organizational skills and the ability to meet deadlines.
- Creativity and Innovation.
- Persistence & Resilience.
- Problem Solving.
- Influence.
EDUCATION
- Required: Bachelor’s degree OR 6 years in lieu of Bachelor’s Degree
- Preferred: None
LICENSES or CERTIFICATIONS
- Required: State specific Producer License's for Life, Accident & Health
- Preferred: None
Language (Other than English)
- None
Travel Requirement
- 0% - 25%
PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS
- Position Type: Office- or Remote-based
- Teaches / trains others: Occasionally
- Travel from the office to various work sites or from site-to-site: Rarely
- Works primarily out-of-the office selling products/services (sales employees): Never
- Physical work site required: No
- Lifting: up to 10 pounds: Constantly
- Lifting: 10 to 25 pounds: Occasionally
- Lifting: 25 to 50 pounds: Rarely
Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job.
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Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies.
As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times. In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy.
Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements.
Pay Range Minimum: $72,000.00
Pay Range Maximum: $108,000.00
Base pay is determined by a variety of factors including a candidate’s qualifications, experience, and expected contributions, as well as internal peer equity, market, and business considerations. The displayed salary range does not reflect any geographic differential Highmark may apply for certain locations based upon comparative markets.
Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law.
We endeavor to make this site accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact the email below.
For accommodation requests, please contact HR Services Online at HRServices@highmarkhealth.org
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