Broker Sales Manager, Senior - Santa Barbara, SLO, Kern, Ventura Counties

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At Blue Shield of California we are parents, leader, students, visionaries, heroes, and providers. Everyday we come together striving to fulfill our mission, to ensure all Californians have access to high-quality health care at a sustainably affordable price. For more than 80 years, Blue Shield of California has been dedicated to transforming health care by making it more accessible, cost-effective, and customer-centric. We are a not-for-profit, independent member of the Blue Cross Blue Shield Association with 6,800 employees, more than $20 billion in annual revenue and 4.3 million members. The company has contributed more than $500 million to Blue Shield of California Foundation since 2002 to have a positive impact on California communities. Blue Shield of California is headquartered in Oakland, California with 18 additional locations including Sacramento, Los Angeles, and San Diego. We're excited to share Blue Shield of California has received awards and recognition for - LGBT diversity, quality improvement, most influential women in corporate America, Bay Area's top companies in volunteering & giving, and one of the world's most ethical companies. Here at Blue Shield of California, we're striving to make a positive change across our industry and the communities we live in - Join us!


Territory is for Santa Barbara, San Luis Obispo, Ventura and Kern Counties.

The Regional Sales Manager/Broker Manager will be a well-rounded and highly talented individual with experience developing strong team and cross-functional relationships with key stakeholders. A successful candidate will thrive in an achievement oriented, collaborative and team-driven environment and will make direct contributions towards achievement of our sales strategy.

Essential Responsibilities:
  • Overall responsibility to recruit, train and develop the External Broker Channel for BSC Senior Markets within assigned geography.
  • A key focus will be demonstrating exceptional leadership capabilities in; ability to lead external broker and general agency relationships and represent BSC while maintaining and enhancing broker and general agent relationships, being highly achievement and results oriented, strategic and tactical planning, team building and communication skills.
  • Responsible for new sales volume and growth of profitable Senior Market business. Works to achieve operational targets within job area with impact on department results.
  • Partner with internal/external stakeholders to meet assigned sales targets. Develop and maintain relationships with provider partners, community influencers to promote lead generating opportunities and BSC presence.
  • Ascertains needs of producers and assists with business planning, presentations at point of sale, educates on product portfolios, capabilities and health care solutions, facilitates delivery of proposals to brokers, and obtains competitive information. Develops, executes and maintains strategic business plan to achieve goals.
  • Identify and initiate strategies for developing, maintaining and expanding working relationships with appropriate brokers, general agents and strategic partners, including approaching and converting new prospects.
  • Collaborates with all members of the sales team, including sharing information within the team, providing market insight or feedback as appropriate and supporting the team in achieving new sales.
  • Maintains health care industry knowledge.
  • Work cross functionally within the organization to ensure success across all lines of business within Blue Shield of California.
  • Works independently on moderately complex projects/assignments and seeks guidance on projects/assignments of higher complexity. Work is reviewed for soundness of judgment and completeness.
  • Sets objectives for own job area to meet the objectives or goals of projects/assignments.
  • Responsible for adjusting or recommended enhancements in systems and processes to solve problems or improve effectiveness of job area.
  • Communicates with contacts typically within the department on matters that involve obtaining or providing information requiring some explanation or interpretation to reach agreement.
  • May work to influence parties within own job function at an operational level.
  • May provide guidance and assistance to entry level professionals and/or support employees.


  • Requires practical knowledge of job area typically obtained through advanced education combined with experience.
  • Typically, requires a college degree or equivalent experience and 5 years of prior relevant experience.
  • Active CA Health and Life License required.

Candidate Profile and Requirements:
  • Achievement and results oriented.
  • Solid strategic acumen.
  • People leadership and development.
  • Excellent verbal and written communication skills are essential.
  • Candidate must demonstrate a proven leadership record, achievement of results, outstanding people and team management/development and progressively more responsible positions in sales and sales management in the healthcare insurance industry, ideally within the managed care sector.
  • Experience as an RSM Broker Manager or Sales Director role is preferred.
  • RSM/Broker Manager must show a history in California of managing and fostering positive relationships with health insurance brokers and general agents or having worked for a brokerage firm.
  • Knowledge of the California Senior Markets marketplace and regulatory environment is strongly preferred. Candidate must possess creative problem-solving and strategic skills, and exceptional analytical skills.
  • The Senior Markets RSM/Broker Manager is expected to model and promote Blue Shield's vision and values to all constituents, including employees, brokers, and customers.
  • Position requires an open style which embraces collegiality, teamwork and participation as well as the ability to function effectively as the leader or as a member of cross-functional teams.
  • Blue Shield of California is seeking an energetic, hard-working and flexible individual who is comfortable and effective in an evolving organization with superior relationship building skills and an orientation to high quality customer service.

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.

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.EEO Policy