Sales Effectiveness Analyst

Position Description:

At Capital Blue Cross, we promise to go the extra mile for our team and our community. This promise is at the heart of our culture, and it’s why our employees consistently vote us one of the “Best Places to Work in PA.”

This position is designed to support Sales initiatives that will drive to achieving Sales membership, revenue or other related business goals. This position will have a focus on ensuring continued success with sales systems, specifically customer relationship management (CRM) and will also act in support of the Sales Initiative Consultant and should be prepared to fulfill those responsibilities on a temporary basis should the current person in that role be unable to fulfill them. The position’s primary focus will be on ensuring the proper use of our CRM and supporting development and tracking of the annual commercial group Sales Plan. The position’s secondary purpose will be to support the Sales Initiatives Consultant in their responsibilities, including but not limited to having an understanding of the commercial group sales process and an understanding of the sales incentives process. This individual will also need to partner cross-functionally with other departments including Human Resources, Operations, Analytics & Reporting, IT&D and Finance.

Responsibilities and Qualifications:

• Act as the primary liaison between Sales and IT&D on the use of our current customer relationship management (CRM) tool. This includes but is not limited to providing training and guidance to the Sales team on how to properly utilize the sales tool, identify process improvement opportunities, partner with IT&D by translating sales needs so they can be operationalized, conduct ongoing data integrity maintenance, support user acceptance testing and maintain dashboards and reporting.
• Participate in annual Sales Plan development activities. Support the development of pre-work including synthesizing quantitative and qualitative data into a snapshot of current market dynamics, track existing sales plan initiatives to support reporting, and support the development of annual plan documentation.
• Participate in monthly data analytics activities. Includes: the periodic evaluation of enrollment data to identify trends, supports the development of monthly and ad hoc reporting, supports review and maintenance of data, and supports preparation of monthly reports. This activity may also include work that supports forecast development.
• Support the evaluation of existing sales team technologies and how they are being utilized. Make suggestions on what additional technologies the sales organization may need to be successful. This includes adding new third-party solutions or determining how to build within the native environment.
• Develop an understanding of existing Sales Incentive Plan program. This includes but is not limited to development of reporting, an appreciation for how payments are calculated, evaluation of process, participation in annual audit activity and other related actions.
• Support the Sales Initiatives Consultant in their duties and responsibilities on an as needed basis.
• Act as a cross-functional liaison between sales and other areas of the company.
• May be asked to represent sales for various corporate committees.
• Other duties and responsibilities as needed.

Skills:

• Experience with Salesforce or other Customer Relationship Management tools.
• Experience with business software applications including strong spreadsheet skills (Excel is preferred)
• Experience with existing Capital Blue Cross operational systems is a plus.
• Familiarity with PowerBI or other data visualization tools is a plus.

Knowledge:

• Knowledge of sales process and procedures (sales, underwriting and marketing) and how a sales team utilizes a CRM.
• Knowledge of commercial group health insurance products; understanding of Capital Blue Cross’ programs are a plus.

Experience:

• 3 years' experience in insurance, business analysis, sales administration or a related field

Education and Certifications:

• Bachelor's degree in Business, Marketing or a related field
• Salesforce certification a plus

About Us: We recognize that work is a part of life, not separate from it, and foster a flexible environment where your health and wellbeing are prioritized. At Capital you will work alongside a diverse and caring team of supportive colleagues, and be encouraged to volunteer in your community. We value your professional and personal growth by investing heavily in training and continuing education, so you have the tools to do your best as you develop your career. And by doing your best, you’ll help us live our mission of improving the health and well-being of our members and the communities in which they live.