Associate Director, Specialty Benefits
Blue Cross Blue Shield of Massachusetts, Hingham, MA, United States
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The Associate Director of Specialty Benefits; Sales and Account Management is a leadership role managing a team of new sales and account management associates. This individual is responsible for creating strategies that will help drive new sales and achieve retention results, while fostering and maintaining strong, long‑lasting broker and client relationships. This individual will lead a team of sales and account management professionals, develop and execute strategic sales plans, and ensure the delivery of exceptional customer service. The ideal candidate will be a motivational leader with a proven track record in both sales and account management, capable of guiding a team to achieve and exceed targets.
This position is eligible for the Flex persona. This is a hybrid position, based out of our Hingham office. Associates who live within 50 miles of the office are expected to work in‑person 2 days a week.
Key Responsibilities Team Leadership & Development
Lead, mentor, and motivate a team of sales representatives and account executives. Set clear sales goals and performance expectations for the team. Recruit, train, and advise the sales team to ensure they meet revenue objectives.
Sales Strategy & Execution
Develop and implement strategic sales plans to expand the customer base and achieve company objectives.
Identify and pursue new business opportunities, including upselling and cross‑selling to existing clients.
Broker Relationship Management
Serve as the escalated point of contact for brokers, building and strengthening long‑term partnerships. Support the team with addressing broker and customer needs and concerns effectively to ensure high levels of client satisfaction and retention.
Reporting & Analysis
Analyze sales performance data to inform forecasts and strategic decisions.
Product & Market Knowledge
Develop a deep understanding of the company's products and services to effectively communicate value to clients.
Research consumer needs and market trends to identify how the company’s solutions can address them.
Qualifications
Eight or more years of experience in employee benefits sales management or a senior account management role. Specifically Ancillary Lines (Life, disability, voluntary, etc)
Proven success in the entire sales process, from lead generation to closing deals.
Excellent communication, interpersonal, and organizational skills.
Strong leadership and team management abilities.
Proficiency with CRM software (e.g., Salesforce) and other sales productivity tools.
Strong understanding of Microsoft software (Outlook, Excel, Powerpoint, Word)
A bachelor's degree in business, marketing, or a related field is often preferred.
Minimum Education Requirements
High school degree or equivalent required unless otherwise noted above
Location Hingham
Time Type Full time
Salary Range $144,270.00 - $176,330.00
The job posting range is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, performance, shift, travel requirements, sales or revenue‑based metrics, and business or organizational needs and affordability.
This job is also eligible for variable pay. We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well‑being benefits to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that is allocable to a particular employee remains in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
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The Associate Director of Specialty Benefits; Sales and Account Management is a leadership role managing a team of new sales and account management associates. This individual is responsible for creating strategies that will help drive new sales and achieve retention results, while fostering and maintaining strong, long‑lasting broker and client relationships. This individual will lead a team of sales and account management professionals, develop and execute strategic sales plans, and ensure the delivery of exceptional customer service. The ideal candidate will be a motivational leader with a proven track record in both sales and account management, capable of guiding a team to achieve and exceed targets.
This position is eligible for the Flex persona. This is a hybrid position, based out of our Hingham office. Associates who live within 50 miles of the office are expected to work in‑person 2 days a week.
Key Responsibilities Team Leadership & Development
Lead, mentor, and motivate a team of sales representatives and account executives. Set clear sales goals and performance expectations for the team. Recruit, train, and advise the sales team to ensure they meet revenue objectives.
Sales Strategy & Execution
Develop and implement strategic sales plans to expand the customer base and achieve company objectives.
Identify and pursue new business opportunities, including upselling and cross‑selling to existing clients.
Broker Relationship Management
Serve as the escalated point of contact for brokers, building and strengthening long‑term partnerships. Support the team with addressing broker and customer needs and concerns effectively to ensure high levels of client satisfaction and retention.
Reporting & Analysis
Analyze sales performance data to inform forecasts and strategic decisions.
Product & Market Knowledge
Develop a deep understanding of the company's products and services to effectively communicate value to clients.
Research consumer needs and market trends to identify how the company’s solutions can address them.
Qualifications
Eight or more years of experience in employee benefits sales management or a senior account management role. Specifically Ancillary Lines (Life, disability, voluntary, etc)
Proven success in the entire sales process, from lead generation to closing deals.
Excellent communication, interpersonal, and organizational skills.
Strong leadership and team management abilities.
Proficiency with CRM software (e.g., Salesforce) and other sales productivity tools.
Strong understanding of Microsoft software (Outlook, Excel, Powerpoint, Word)
A bachelor's degree in business, marketing, or a related field is often preferred.
Minimum Education Requirements
High school degree or equivalent required unless otherwise noted above
Location Hingham
Time Type Full time
Salary Range $144,270.00 - $176,330.00
The job posting range is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee’s pay position within the salary range will be based on several factors including, but limited to, relevant education, qualifications, certifications, experience, skills, performance, shift, travel requirements, sales or revenue‑based metrics, and business or organizational needs and affordability.
This job is also eligible for variable pay. We offer a comprehensive package of benefits including paid time off, medical/dental/vision insurance, 401(k), and a suite of well‑being benefits to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, or any other form of compensation that is allocable to a particular employee remains in the Company’s sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.
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