Manager of Under 100 Sales

Job Title

Responsible for leading the sales and account management strategy and execution for the Under 100 commercial market, inclusive of Small Group ( Provides direct leadership and oversight of:
Small Group Account Executives and their books of business including medical, dental, and vision
BCBSRI's general agent who manages the retention for the

All new Small Group sales activity
Large Group Account Executives managing 5099 groups
Accountable for achieving new business, membership growth, retention, and enrollment targets while ensuring a strong broker and customer experience. Partners cross-functionally to execute sales strategy, drive growth, and strengthen market competitiveness within the Under 100 segment.
Job Responsibilities

Lead Under 100 Sales Performance
Drive execution of sales and retention strategy across Small Group and 5099 Large Group segments
Ensure achievement of membership, enrollment, and retention goals
Oversee Small Group Account Executives
Manage performance and development of Account Executives responsible for 150 business
Ensure effective management of books of business across medical, dental, and vision products
Oversight for intermediaries and associations.
Monitor account performance, retention strategies, and broker engagement
Manage BCBSRI's general agent
Oversee team responsible for

Drive retention performance and operational execution within this subsegment
Ensure alignment with broader Under 100 strategy and customer experience goals
Drive New Small Group Sales
Oversee all new business activity for Small Group segment
Partner with brokers, general agents, and internal teams to maximize sales pipeline and conversion
Identify and execute growth opportunities in target segments
Lead Large Group (5099) Sales Team
Manage Account Executives responsible for 5099 fully insured groups
Ensure strong retention, account performance, and growth within this segment
Provide strategic direction on account planning and broker engagement
Broker and Market Relationship Management
Develop and maintain strong relationships with broker partners and general agents
Identify opportunities to enhance broker engagement, satisfaction, and production
Represent the organization in market-facing activities and broker forums
Performance Management & Reporting
Establish and monitor key performance indicators for sales, retention, and growth
Analyze trends and performance data to identify risks and opportunities
Provide regular reporting and insights to leadership
Cross-Functional Collaboration
Partner with Product, Marketing, Underwriting, and Operations teams to support sales execution
Ensure alignment of sales strategies with product offerings and market needs
Support implementation of segment initiatives and go-to-market strategies
Team Leadership & Development
Provide leadership, coaching, and development for direct reports
Foster a high-performance, accountable, and collaborative team culture
Support talent development and succession planning
Qualifications

Bachelor's degree in Business, Marketing, Healthcare Administration, or related field (or equivalent experience)
7+ years of experience in healthcare sales, account management, or broker-facing roles
3+ years of leadership or team management experience
Strong understanding of health insurance products and market dynamics (medical, dental, vision)
Ability to develop and monitor sales and retention metrics
Strong leadership, coaching, and performance management skills
Excellent communication, presentation, and relationship management skills
Ability to influence and collaborate across multiple stakeholders
Strategic thinking with the ability to translate strategy into execution
Strong analytical and problem-solving skills
Ability to manage competing priorities in a fast-paced environment
Customer and broker-centric mindset
Additional Skills

Experience in Small Group and/or Large Group health insurance markets
Knowledge of medical, dental, and vision products
Familiarity with broker distribution models and general agent relationships
Experience managing multi-segment portfolios (small and large group)
Location: BCBSRI is headquartered in downtown Providence, conveniently located near the train station and bus terminal. We actively support associate well-being and work/life balance and offer the following schedules, based on role:
In-office: onsite 5 days per week
Hybrid: onsite 2-4 days per week
Remote: onsite 0-1 days per week. Permitted to reside in the following states, pending approval from the Human Resources Department: Arizona, Connecticut, Florida, Georgia, Louisiana, Massachusetts, North Carolina, Oklahoma, Rhode Island, South Carolina, Texas, Virginia
Our culture of belonging at Blue Cross & Blue Shield of Rhode Island (BCBSRI) is at the core of all we do, and it strengthens our ability to meet the challenges of today's healthcare industry. BCBSRI is an equal opportunity employer.