Account Executive - Middle Market, Senior

About Blue Shield of California

As of January 2025, Blue Shield of California became a subsidiary of Ascendiun. Ascendiun is a nonprofit corporate entity that is the parent to a family of organizations including Blue Shield of California and its subsidiary, Blue Shield of California Promise Health Plan; Altais, a clinical services company; and Stellarus, a company designed to scale healthcare solutions. Together, these organizations are referred to as the Ascendiun Family of Companies. 

At Blue Shield of California, our mission is to create a healthcare system worthy of our family and friends and sustainably affordable. We are transforming health care in a way that genuinely serves our nonprofit mission by lowering costs, improving quality, and enhancing the member and physician experience. 

To achieve our mission, we foster an environment where all employees can thrive and contribute fully to address the needs of the various communities we serve. We are committed to creating and maintaining a supportive workplace that upholds our values and advances our goals.

Blue Shield is a U.S. News Best Company to work for, a Deloitte U.S. Best Managed Company and a Top 100 Inspiring Workplace. We were recognized by Fair360 as a Top Regional Company, and one of the 50 most community-minded companies in the United States by Points of Light. Here at Blue Shield, we strive to make a positive change across our industry and communities – join us!  

Our Values: 

• Honest. We hold ourselves to the highest ethical and integrity standards. We build trust by doing what we say we're going to do and by acknowledging and correcting where we fall short. 
• Human. We strive to listen and communicate effectively, showing empathy by understanding others' perspectives.
• Courageous. We stand up for what we believe in and are committed to the hard work necessary to achieve our ambitious goals. 

Physical Requirements:

Office Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork - Activity level: Sedentary, frequency most of work day.

Please click here for further physical requirement detail. 

Equal Employment Opportunity:

External hires must pass a background check/drug screen. Qualified applicants with arrest records and/or conviction records will be considered for employment in a manner consistent with Federal, State and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or disability status and any other classification protected by Federal, State and local laws.

Your Role 

The Mid-Market Sales team manages employer groups in the 100-3,000 eligible employee market. The Account Executive, Senior will report to the Director of Account Management. In this role you will be working directly with brokers in the greater LA and Central Coast region and the clients they represent. While overseeing service aspects of for those clients, the main responsibility is working with brokers and their clients to deliver Blue Shield of California’s Value Proposition and successfully negotiate annual renewal increases and upsell new products.

Your Work 

In this role, you will: 

• Use thorough understanding of competitive product offerings and can confidently differentiate between BSCA and competitive products 
• Use thoroughly understanding upcoming developments in the healthcare market (healthcare reform, state and local healthcare legislation, new entrants, customer need shifts)
• Communicate with clients and brokers in a proactive and timely manner. Gain access to some executive level decision makers
• Use Bok of Business and other data to proactively anticipate client needs. Asks probing questions to understand client needs
• Anticipates client pushback and has intermediate understanding of factors driving the renewal calculation e.g. stickiness, switching costs, client value drivers, negotiate with brokers (medium complexity) 
• Successfully renew business and upsell new products
• Build quality, productive broker relationships
• Present valuable data insights to brokers and clients
• Meet and develop relationships with your top, most critical clients
• Develop relationships with support staff and internal partners

Your Knowledge and Experience 

• Requires at least 5 years of prior relevant experience 
• Requires at least 3 years sales Health Plan experience 
• Requires current life agent license 
• Requires a bachelors degree or equivalent experience 
• Requires specific experience with responsibility for renewal negotiation of medical plans
• Requires experience or knowledge of the California health insurance market
• Desired to have some existing broker relationships in the greater LA region