Small Business Account Executive - Indianapolis, IN

Strong convictions lead to great sales and promotions. At UnitedHealthcare Employer & Individual, we all want to make a difference with the work we do. Sometimes we're presented with an opportunity to make a difference on a scale we couldn't imagine. You'll work with an elite team as an Account Executive to promote health care sales and market products through a defined list of agents and brokers. You'll help write the history of UnitedHealth Group when you focus on the small business market segment (up to 99 employees) to help employees improve their health care. Take your passion for small business and caring attitude and do your life's best work.(sm)

You'll find a wealth of open doors and career paths that will take you as far as you want to go when you use your solid knowledge of competitive products to help small businesses.  You will use independent judgment and be empowered to recommend products to customers.  Your strong relationships with customers, brokers and consultants and strong product knowledge and advice will grow sales and help heal the health care system.

Primary Responsibilities:

• Identify potential health care business customers – employer groups sized 2-99


• 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


• Apply sound analytical and financial skills to plan and execute sales activities


• Demonstrate understanding of national and local market dynamics and trends and how they may impact United Health Group/prospect/customer/and brokers


• Demonstrate understanding of structure and decision making processes of assigned agencies


• Identify alternative sources of information to use when solving problems


• Present an accurate and compelling overview of United Healthcare's structure/history/strategy/technology


• Accurately explain United Healthcare solutions and relates how they address the prospective customer needs


• Use Rosetta and other appropriate technology tools to effectively manage the new business sales process


• Use technology to demonstrate value to brokers and prospects


• Work with prospects/brokers to set and then  meet  their expectations


• Act as an advocate for the prospect/broker's requirements within the organization


• Apply clear understanding of customers buying behavior and decision making process


• Develop detailed business plans to maintain/improve sales within assigned territory/book of business


• Explain the strengths and vulnerabilities of each of United Healthcare's major competitors, nationally and locally


• Identify profitable business/growth opportunities


• Use a structured, repeatable process to evaluate customers and prioritize high value activities


• Actively listen/paraphrase/summarize in order to use the agent's responses to showcase or introduce items their customers really want or need


• Deliver presentations that focus on the prospect/broker's business needs


• Express thoughts and ideas in clear and compelling audience appropriate manner


• Use appropriate style, prepare concise and persuasive letters/memos/documents


• Demonstrate enthusiasm/flexibility/compassion when dealing with the pace of change


• Demonstrate a consistent track record of setting and achieving high personal performance standards


• Work quickly/consistently/hard with a clear end result in mind


• Demonstrate confidence in front of the agent/prospect/customer


• Self-manage frustration and stress/keep a positive attitude and a sense of humor under challenging circumstances

Required Qualifications:

• Bachelor's degree or an equivalent combination of education and experience


• 3+ years successful sales experience, with a full-range of health care products


• Ability to 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

Careers at UnitedHealthcare Employer & Individual. We all want to make a difference with the work we do. Sometimes we're presented with an opportunity to make a difference on a scale we couldn't imagine. Here, you get that opportunity every day. As a member of one of our elite teams, you'll provide the ideas and solutions that help nearly 25 million customers live healthier lives. You'll help write the next chapter in the history of health care. And you'll find a wealth of open doors and career paths that will take you as far as you want to go. Go further. This is your life's best work.SM

Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, protected veteran status, or disability status.

UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment. In addition, employees in certain positions are subject to random drug testing.

Job Keywords: sales, small business, brokers, insurance, Indianapolis, IN, Indiana