The posting
Awarded a Healthiest Employer, Blue Cross Blue Shield of Arizona aims to fulfill its mission to inspire health and make it easy. AZ Blue offers a variety of health insurance products and services to meet the diverse needs of individuals, families, and small and large businesses as well as providing information and tools to help individuals make better health decisions.
At AZ Blue, we have a hybrid workforce strategy, called Workability, that offers flexibility with how and where employees work. Our positions are classified as hybrid, onsite or remote. While the majority of our employees are hybrid, the following classifications drive our current minimum onsite requirements:
- Hybrid People Leaders: must reside in AZ, required to be onsite at least twice per week
- Hybrid Individual Contributors: must reside in AZ, unless otherwise cited within this posting, required to be onsite at least once per week
- Hybrid 2 (Operational Roles such as but not limited to: Customer Service, Claims Processors, and Correspondence positions): must reside in AZ, unless otherwise cited within this posting, required to be onsite at least once per month
- Onsite: daily onsite requirement based on the essential functions of the job
- Remote: not held to onsite requirements, however, leadership can request presence onsite for business reasons including but not limited to staff meetings, one-on-ones, training, and team building
Please note that onsite requirements may change in the future, based on business need, and job responsibilities. Most employees should expect onsite requirements and at a minimum of once per week.
This position is hybrid within the state of AZ only. This hybrid work opportunity requires residency, and work to be performed, within the State of Arizona.
PURPOSE OF THE JOB
Provides direct field sales and account management support to senior Federal Employee Program (FEP) sales representatives within an assigned territory. Assists with membership growth, prospect development, enrollment and retention activities, account management initiatives, customer education, and relationship-building efforts with federal agencies and community organizations. Represents FEP at outreach events, benefit fairs, webinars, and agency meetings to promote FEP products, generate leads, support enrollment growth, and strengthen customer relationships. This position supports sales and service activities and requires obtaining and maintaining applicable health insurance licensure.
QUALIFICATIONS
REQUIRED QUALIFICATIONS
Required Work Experience
- Three (3) years of experience in health insurance sales, insurance sales support, account management, business development, employee benefits consulting, customer relationship management, or other sales-focused healthcare roles. (lev 1)
- Five (5) years of experience in health insurance sales, insurance sales support, account management, business development, employee benefits consulting, customer relationship management, or other sales-focused healthcare roles. (lev 2)
Required Education
- High-School Diploma or GED in general field of study (all levels)
Required Licenses
- Active, current, and unrestricted State of Arizona license to sell health insurance, or the ability to obtain and maintain licensure within 90 days of hire (all levels).
- Must maintain all required health insurance licenses and continuing education requirements throughout employment.
- Ability to represent FEP products in a consultative sales capacity and conduct enrollment-related activities upon obtaining licensure.
- Valid Arizona driver's license with an acceptable driving record (all levels).
Required Certifications
- N/A
PREFERRED QUALIFICATIONS
Preferred Work Experience
- 3 years of experience supporting Federal Employee Program enrollment, account management, customer engagement, sales support, or related activities (Lev 1)
- 5 years of experience supporting Federal Employee Program enrollment, account management, territory management, sales support, or related activities (Lev 2)
Preferred Education
- Bachelor's Degree in Business, Sales, Marketing, Communications, Healthcare Administration, Public Administration, or a related field (all levels)
Preferred Licenses
- N/A
Preferred Certifications
- N/A
LEVEL 1
- Support annual FEP enrollment, retention, and membership growth goals through territory planning, relationship management, and customer engagement activities.
- Build and maintain professional relationships with federal employees, retirees, Agency Benefit Officers (ABOs), and other key stakeholders within an assigned territory.
- Support senior sales representatives in developing and maintaining agency relationships, enrollment opportunities, and retention strategies.
- Conduct outbound outreach, follow-up activities, and lead nurturing efforts to increase member engagement and identify enrollment opportunities.
- Provide enrollment support, benefit education, and consultative guidance to prospective and current members regarding FEP products and services.
- Manage prospect, member, and agency interactions within SalesHub and maintain accurate activity tracking and documentation.
- Prepare for and support customer-facing events, including coordinating logistics, scheduling venues, preparing presentations, arranging catering, managing invitations, producing materials, and supporting event execution.
- Represent FEP at benefit fairs, agency meetings, educational sessions, webinars, conferences, and outreach events to strengthen relationships, educate customers, and support enrollment objectives.
- Collaborate with senior sales representatives to execute territory growth, retention, and account management strategies.
- Develop and deliver presentations regarding FEP benefits, eligibility requirements, and enrollment processes.
- Respond to referrals, enrollment inquiries, account questions, and member concerns in a timely and professional manner.
- Identify opportunities to improve member retention, strengthen agency partnerships, and enhance customer satisfaction.
- Serve as a knowledgeable resource regarding FEP products, benefits, eligibility requirements, and enrollment procedures.
- Maintain positive relationships and provide exceptional service to agency contacts, members, and prospective members throughout the assigned territory.
- Support marketing and outreach initiatives designed to increase awareness, engagement, and enrollment opportunities within the federal employee community.
- Monitor competitor activity, market trends, and customer feedback and communicate observations and recommendations to leadership.
- Maintain compliance with all regulatory requirements, FEP guidelines, reporting requirements, and organizational policies.
- Remain current on FEHBP and FEDVIP benefits, program changes, enrollment requirements, and applicable federal regulations.
- Travel throughout the assigned territory to support sales, agency visits, presentations, customer meetings, and outreach activities.
- Participate in Open Season activities, enrollment campaigns, and other business development initiatives.
- Travel overnight and work occasional evenings and weekends as business needs require.
LEVEL 2
- Analyze enrollment, retention, territory, and relationship management data to identify growth opportunities and provide recommendations to leadership.
- Independently manage larger agency relationships and more complex account management, enrollment, and retention activities within the assigned territory.
- Partner with leadership to develop and implement territory growth, retention, and customer engagement strategies.
- Identify new business opportunities, strategic partnerships, and underserved federal employee populations within the market.
- Serve as a subject matter expert on FEP products, benefits, enrollment processes, and federal healthcare programs.
- Lead outreach, enrollment, retention, and customer engagement initiatives supporting membership growth objectives.
- Assist leadership in developing annual enrollment goals, territory strategies, and performance objectives.
- Provide mentoring, coaching, and guidance to less experienced team members regarding territory management, customer engagement, and enrollment support activities.
- Evaluate market conditions, customer needs, agency relationships, and competitive activity to support business planning and growth initiatives.
- Coordinate and oversee complex outreach activities and customer events, including planning, logistics, communications, presentation materials, vendor coordination, and post-event follow-up in support of enrollment and relationship management objectives.
OVERALL
- Each progressive level includes the ability to perform the essential functions of any lower level.
- The position has an onsite expectation of 1 day per week and requires a full-time work schedule. Full-time is defined as working at least 40 hours per week, plus any additional hours as requested or as needed to meet business requirements.
- Perform all other duties as assigned.
REQUIRED COMPETENCIES
Required Job Skills (all levels)
- Knowledge of policies, procedures, product, and guidelines necessary to communicate to the customer
- Intermediate skill in use of office equipment, including copiers, fax machines, scanner, and telephones
- Intermediate skill in word processing, spreadsheet and database software and PowerPoint
- Intermediate PC proficiency
Required Professional Competencies
- Ability to deal with unpredictability all while achieving expected results (all levels)
- Ability to represent and display professional style, pride, and adhere to corporate policies and procedures
- Ability to communicate effectively in a group or one-on-one setting (all levels)
- Maintain confidentiality and privacy (all levels)
- Practice interpersonal and active listening and communications skills to achieve high customer satisfaction and departmental communication standards (all levels)
- Strong written and verbal communications (all levels)
- Compose and dictate a varity of business correspondence (all levels)
- Interpert and translate policies, procedures, programs and guidelines (all levels)
- Capable of investigative and analytical research (all levels)
- Navagate, gather, input and maintain data records in mulitple system applications (all levels)
- Identify market research needs to define new target customers and enhance and grow the business within existing targets (lev2)
- Establish and maintain working relationship in a collaborative team environment (all levels)
- Manage projects effectively (lev2)
- Work with minimal supervision (lev2)
- Understand the needs and requirements of customers and potential customers (all levels)
Required Leadership Experience and Competencies
- Perform with sound business ethics and a high standard of performance while pursuing established goals.
PREFERRED COMPETENCIES
Preferred Job Skills
- Advanced PC proficiency (all levels)
Preferred Professional Competencies
- Advanced knowledge of market dynamics and sales techniques (all levels)
Preferred Leadership Experience and Competencies
- N/A
#LI-AB1
Our Commitment
AZ Blue does not discriminate in hiring or employment on the basis of race, ethnicity, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status or any other protected group.
Thank you for your interest in Blue Cross Blue Shield of Arizona. For more information on our company, see azblue.com. If interested in this position, please apply.
