Get new similar jobs by email for

Sales Account Rep III Consulta...


Job Summary

Woodland Hills, CA
Other/Not Classified
Job Type
Full Time
Career Level
Experienced (Non-Manager)
Job Reference Code

Sales Account Rep III Consultant - Woodland Hills, CA - PS4146

About the Job


Your Talent. Our Vision. At Anthem, Inc., it's a powerful combination, and the foundation upon which we're creating greater access to care for our members, greater value for our customers, and greater health for our communities. Join us and together we will drive the future of health care. This is an exceptional opportunity to do innovative work that means more to you and those we serve at one of America's leading health benefits companies and a Fortune Top 50 Company.

Sales Account Rep III Consultant

Work location: Woodland Hills, CA

Position is responsible for supporting the Account Executive in Strategic Accounts with a typical group size of 5,000 eligible or enrolled subscribers - with a focus on clients in the hospital/medical facility and civil service industries.

Primary duties may include, but are not limited to: Conducts meetings with group employees who have a choice of carriers and promote, sell, persuade and influence associates to enroll in our products. Serve as the key point of contact to the client for any/all day to day service needs while exhibiting senior level sales competencies as defined by the business unit. Partner with the Account Executive to consult and advise clients on developing and designing specific benefit plans that will best suit the client's needs. Directs and coordinates benefit design issues and modifications with Operations and Membership Implementation staff in support of client needs . Analyzes client needs to develop, design, and recommend or implement product improvements or additions. Researches reasons for client decisions regarding company and competitor products. If the competitor product is more favorable, makes recommendations to change the company's products or pricing. Sells, promotes, and influences companies or clients to add additional products or services to the existing account (up sell). Works with the Account Executive to respond to client proposals and decision-makers during the negotiation and selection process. Responsible for projects outside the department on matters of significance with the authority to represent the department. Develops relationships with existing accounts, members and consultants and responds to inquiries. Trains lower level Account Management support staff. Identifies competitive situations within assigned accounts or group market, analyzes information, and develops proposals and execution plans to management.

The ideal candidate will:
- Work proactively with Account Executive to develop and initiate strategy.
- Assume leadership in executing agreed to part of strategy.
- Provide thoughtful insight and recommendations based customer solutions.
- Participate in process improvement initiatives as a SME or direct contributor, including work related to system improvements that directly impact the customers plan.
- Demonstrate skills beyond transactional service and provides consultative guidance to customers.
- Independently identify 'best' solutions when presented with potential conflicts by the customer(s).
- Demonstrate knowledge of new product offerings and be able to articulate the details and features of the product to external clients and consultants.
- Identify potential growth opportunities and effectively engages in a positive discussion.
- Demonstrate understanding of political complexities of client(s) in the hospital and civil service industries.
- Collect feedback from top key players to identify issues and/or opportunities.
- Manage projects independently (i.e., migration, implementation) with little supervision or oversight required.
- Demonstrate ability to lead internal team(s) on key customer initiatives.
- Assist Account Executive in negotiating Performance Guarantees and/or converting customers to standard's PG package, and the ability to execute and monitor PG's.
- Hold internal teams, contacts, and vendors accountable for SLA and turnaround times.
- Consult with Account Executive, Account Manager, and Management to identify opportunities to take on additional and ongoing presentation topics.
- Actively seek significant speaking roles in meetings or events to increase visibility and proficiency in effective communication.
- Lead strategic discussions with various audiences, taking into account each audience's unique needs and perspectives. Varying audiences include: Broker/Consultant, TPA, Trust/Association, Client HR team, Client Executive team, and Vivity partners.
- Develop an effective process to educate internal teams on Strategic Accounts customers, including culture, business challenges and benefits strategy.
- Partner with AE (to shadow) an end to end negotiation process, which includes securing requirements for quoting, partnering with Underwriting to price options, working with Account Executive to understand why particular products are/aren't being presented, partner to present options externally, shadow the negotiation process and hand off to implementation team.
- Represent Account Executive if needed in both internal and external meetings.
- Participate in any component of an annual meeting and renewal discussions.
- Ability to think through underwriting and pricing issues.
- Demonstrate a strong skill set to successfully manage a large and complex book of business or a highly complex account in a dedicated arrangement.
- Independently manage complex situations using solid data analysis and trends.
- Maintain an understanding of the client's financial and business strategy and incorporates this in all account management activities.
- Manage multiple vendor file feeds from both an internal facing and external perspective.
- Acquire knowledge of each client's existing benefits portfolio including products, features and pricing, to support Anthem's ability to eventually offer compelling alternatives.


Requires a BA/BS; 3 years of related experience or any combination of education and experience, which would provide an equivalent background.

- Sales license required by day 30 of employment.
- Vivity product knowledge preferred.

- Ability to travel a minimum of 25% required.

Candidate must possess:
- Superior communication skills, both written and verbal.
- In depth understanding of the process for implementing products and programs; strong understanding of integration options (including IT timelines and limitations).

Anthem, Inc. is ranked as one of America's Most Admired Companies among health insurers by Fortune magazine and is a 2017 DiversityInc magazine Top 50 Company for Diversity. To learn more about our company and apply, please visit us at antheminc.com/careers. EOE. M/F/Disability/Veteran.


Job Tools