Small Business Account Executive - Columbus, OH

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:

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


• Achieves new and renewal sales based on individual performance and market criteria


• Attains 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


• Develops business relationships with customers and brokers/consultants within the small business market


• Develops and enhances the profitability of the key small business accounts through the selling of new and existing business to these customers


• Shares 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


• 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 United Health 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 United Healthcare's structure/history/strategy/technology


• Accurately explains United Healthcare 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 prospects


• 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 process


• Develop detailed business plans to maintain/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/growth opportunities


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


• 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/documents


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


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


• Works quickly/consistently/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 circumstances

Required Qualifications:

• Bachelor's 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


• 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, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.

UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment.

Job keywords: account executive, sales, small business, brokers, insurance, Columbus, OH, Ohio