Senior Sales Executive - HNAS

Job summary

The Senior Sales Executive is responsible for prospecting and securing new group business for core and supplemental health products within an assigned territory. They will manage the entire sales cycle, including high-stakes meetings, pipeline management, and maintaining relationships with brokers and consultants.

Job details

COMPANY : Highmark Inc. JOB DESCRIPTION : JOB SUMMARY About the Role: We are seeking a driven sales professional to drive new business growth by identifying, cultivating, and securing prospects, clients, and intermediaries in new markets and territories. In this role, you will be responsible for the profitable sale of core and supplemental health products within an assigned territory or distribution channel. You will lead high-stakes sales meetings, close deals, and target employer groups ranging from 100 to 10,000+ lives. You will own the entire sales cycle—actively developing and nurturing vital industry relationships to cultivate, advance, and convert leads into qualified opportunities, while strategically managing a complex pipeline from initial prospect to closed deal. About Us: Health Now Administrative Services (HNAS) delivers flexible, cost-effective employee health benefits solutions. As part of Highmark Health, a national blended health organization, our mission is to create remarkable health experiences. Our culture is built on continuous growth and development, cross-functional collaboration, and making a meaningful impact for those we serve. What We’re Looking For: * Experience: 5+ years of successful B2B outside sales experience, specifically within the healthcare benefits, self-funded insurance, or TPA industry. * Industry Expertise: Comprehensive understanding of self-funded health plans, TPA operations, ASO (Administrative Services Only) models, stop-loss insurance, and employer-sponsored benefit structures. * Relationship Management: Established, active network of broker, consultant, and employer-group relationships within the designated market or region. * Track Record of Success: Demonstrated history of consistently meeting or exceeding aggressive annual sales quotas, driving revenue growth, and managing a complex sales pipeline. * Skills & Acumen: Exceptional negotiation, presentation, and closing skills, with the ability to communicate complex financial and health plan concepts to C-suite executives and key decision-makers. * Education & Licensures: Bachelor’s degree in Business Administration, Marketing, Healthcare Management, or a related field (or equivalent practical experience). Active Life and Health insurance license, or the ability to obtain one upon hire. ESSENTIAL RESPONSIBILITIES * Actively and aggressively prospect for new group business, identifies and pursues account acquisitions and/or key accounts and responsible for the profitable sale of core and supplemental products for the business segment within the assigned territory. * Maintains productive working relationships with key consultants and brokers in a national market place as well as maintaining a knowledge of competitors product lines, strategy and pricing. * Participate in product development and prepares business programs (i.e. territory specific action plans and strategy for closing sales) and long term strategy for specific account needs. * Analyze customer needs and the Organization's financial objectives in order to recommend appropriate product(s) and/or services and analyze/offer specific benefit alternatives and financial arrangements to address the unique needs of each potential customer. * Other duties as assigned or requested. EXPERIENCE Required * 5 years of Related, Progressive experience. Preferred * None SKILLS * Possesses and applies broad and in-depth knowledge of the concepts, principles, practices, and processes of the large/labor/strategic Self Funded market. * Adapts procedures, processes to meet the more complex requirements of the position. * Ability to speak publicly and extemporaneously on a variety of subjects. * PPT Presentation, communication and negotiation skills. * Organizational skills and the ability to meet deadlines. * Creativity and Innovation. * Persistence & Resilience. * Problem Solving. * Influence. EDUCATION Required * Bachelor’s degree OR 6 years in lieu of Bachelors Degree Preferred * None LICENSES or CERTIFICATIONS Required * State specific Producer License's for Life, Accident & Health Preferred * None Language (Other than English): None Travel Requirement: 0% - 25% PHYSICAL, MENTAL DEMANDS and WORKING CONDITIONS Position Type Office- or Remote-based Teaches / trains others Occasionally Travel from the office to various work sites or from site-to-site Rarely Works primarily out-of-the office selling products/services (sales employees) Never Physical work site required No Lifting: up to 10 pounds Constantly Lifting: 10 to 25 pounds Occasionally Lifting: 25 to 50 pounds Rarely Disclaimer: The job description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this job title. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees to do this job. Compliance Requirement: This job adheres to the ethical and legal standards and behavioral expectations as set forth in the code of business conduct and company policies. As a component of job responsibilities, employees may have access to covered information, cardholder data, or other confidential customer information that must be protected at all times. In connection with this, all employees must comply with both the Health Insurance Portability Accountability Act of 1996 (HIPAA) as described in the Notice of Privacy Practices and Privacy Policies and Procedures as well as all data security guidelines established within the Company’s Handbook of Privacy Policies and Practices and Information Security Policy. Furthermore, it is every employee’s responsibility to comply with the company’s Code of Business Conduct. This includes but is not limited to adherence to applicable federal and state laws, rules, and regulations as well as company policies and training requirements. Pay Range Minimum: $72,000.00 Pay Range Maximum: $108,000.00 Base pay is determined by a variety of factors including a candidate’s qualifications, experience, and expected contributions, as well as internal peer equity, market, and business considerations. The displayed salary range does not reflect any geographic differential Highmark may apply for certain locations based upon comparative markets. Highmark Health and its affiliates prohibit discrimination against qualified individuals based on their status as protected veterans or individuals with disabilities and prohibit discrimination against all individuals based on any category protected by applicable federal, state, or local law. California Consumer Privacy Act Employees, Contractors, and Applicants Notice [https://dokumfe7mps0i.cloudfront.net/oms/4391/document/2026/1/doclib_458575_QLVK9_1769448333304228022_1769448333396/1769448333396.pdf]

What you’ll do

The Senior Sales Executive is responsible for prospecting and securing new group business for core and supplemental health products within an assigned territory. They will manage the entire sales cycle, including high-stakes meetings, pipeline management, and maintaining relationships with brokers and consultants.

Requirements

Candidates must have at least 5 years of B2B outside sales experience in the healthcare benefits or TPA industry. A bachelor's degree and an active Life and Health insurance license are required for this role.

Listed skills

• Negotiation · Preferred
• Financial analysis · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B Sales
• Healthcare Benefits
• Self-funded Insurance
• TPA Operations
• ASO Models
• Stop-loss Insurance
• Relationship Management
• Sales Pipeline Management
• Negotiation
• Presentation Skills
• Closing Skills
• Public Speaking
• Strategic Planning
• Account Acquisition
• Financial Analysis
• Outside Sales
• Influencing Skills
• Cross-Functional Collaboration
• Life And Health Insurance License
• Licensed Insurance Producer
• Influencing Without Authority
• Accountability
• Organizational Skills
• Sales Prospecting
• Ability To Meet Deadlines
• Resilience
• Ethical Standards And Conduct
• California Consumer Privacy Act (CCPA)
• Business To Business
• Business Administration
• Communication
• Complex Sales
• Creativity
• Data Security
• English Language
• Equity Markets
• Sales
• Selling Techniques
• Health Administration
• Health Insurance Portability And Accountability Act (HIPAA) Compliance
• Marketing
• Innovation
• Problem Solving
• National Markets
• New Product Development
• Operations
• Security Policies
• Revenue Growth
• Persistence

Job areas

• Sales
• Healthcare
• Finance & Accounting
• Consulting
• Sales Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products