Stop-Loss Insurance Sales Consultant

Carbon Stop Loss Solutions is a leading managing general underwriter (MGU) in the field of employer stop loss and managed care insurance.

Carbon’s team of experts are known as the industry leader in delivering best-in-class risk solutions to effectively lower healthcare costs. Carbon’s offerings support clients and brokers in a rapidly changing healthcare market with best-in-class service, underwriting, claims support and effective cost containment strategies.

Carbon is part of NSM Insurance Group, a global specialty insurance provider with more than $1.85 billion in premium across 25+ specialty insurance programs and brands around the world. Named a Philadelphia Inquirer Top Workplace based on employee feedback, the company has been exclusively focused on building successful insurance programs since 1990 and continually seeks new opportunities to grow and expand through strategic mergers and acquisitions.

Relationships are paramount at NSM because we know that’s what drives mutual, long-term success. We maintain an entrepreneurial spirit and startup mindset within an established organization that continues to redefine what specialty insurance means and how it impacts everyday lives. Employees are given endless opportunities to expand their interests and skillsets, push breakthrough ideas and take risks. Our open, supportive environment gives employees the confidence to take ownership of their work as if the business was their own.

At NSM, we Build Success every day for our people, carrier partners, agents and insureds — because we know our success is built on yours.

We are seeking a highly motivated and self-driven Stop-Loss Insurance Sales Consultant to join our team. Someone with a demonstrated passion for sales and a deep understanding of stop-loss insurance will be most successful in this role. The ideal candidate will be knowledgeable about cost containment strategies and programs that reduce claims, which are vital for driving savings and improving plan performance for self-funded employers. Frequent travel to build and maintain relationships with agents, brokers, consultants, and Third-Party Administrators (TPAs) will be a hallmark of this position.

• Sales and Relationship Management: Develop and manage relationships with agents, brokers, consultants, and TPAs to promote stop-loss insurance products. Responsible for lead generation, follow-up, and closing sales to meet or exceed sales target.
• Product Education and Marketing: Clearly communicate the features, advantages, and financial benefits of specific and aggregate stop-loss insurance policies. Educate stakeholders on how these policies mitigate risk and protect employers’ plan bottom lines.
• Medical Cost Containment Strategies: Offer expertise in cost containment strategies such as utilization review, case management, medical bill auditing, and fraud prevention programs that help reduce overall claims costs. These programs, used in conjunction with stop-loss policies, minimize high-cost claims and improve plan efficiency.
• Network Discounts and Provider Partnerships: Understand networks and discounts available through key partnerships with national and local networks. Advocate for specialty programs such as drug carve-outs, and direct provider negotiations to reduce high-cost claims.
• Pharmacy Benefit Management (PBM) and Rx Cost Containment: Demonstrate expertise in pharmacy benefits management (PBM) programs, including formulary management, specialty drug management, and rebate optimization, which help reduce prescription drug costs and manage high-cost claims.
• Specialized Programs for Claims Reduction: Promote innovative programs designed to reduce claims, such as wellness initiatives, chronic disease management, telemedicine, and second-opinion services.
• Client Consulting and Support: Consult with clients to understand their needs and develop a curated service feel to these constituents within the Carbon Medical Stoploss Division.
• Deal Brokering: Act as a liaison between internal underwriters and external brokers, facilitating the negotiation of terms and pricing. Ensure smooth communication between all parties and monitor the flow of information and quotes. 
• Monitoring Sales Quotes and Reports: Track the progress of submitted quotes and ensure timely reporting on all sales activities. Regularly update internal systems on the status of deals, quotes, and negotiations.
• Sales Reporting and KPI Monitoring: Provide detailed reports on sales performance, including forecasts, trends, and updates on pipeline activities. Develop and manage a sales budget, establishing key performance indicators (KPIs) to assess the health of broker relationships and ensure service standards are met.
• Budgeting and Relationship Assessment: Work with management to align sales budgets with targets. Regularly evaluate the cost-effectiveness of broker relationships, improving service level agreements (SLAs) and response times where necessary.
• Market Research and Insights: Stay current on industry trends, competitor products, and regulatory changes. Use market insights to refine sales strategies and ensure our stop-loss products remain competitive.

• Minimum of 3 years sales experience, preferably in the stop-loss insurance market or related fields (insurance, reinsurance, risk management, TPA sales).
• Highly motivated and proactive.
• Ability to develop and maintain strong relationships with brokers, TPAs, agents, and consultants, as well as with internal underwriters.
• Anticipate challenges and provide creative, efficient solutions to meet client needs.
• Strong ability to explain technical self-funded insurance concepts clearly and concisely, both verbally and in writing. Capable of articulating the strengths and advantages of Carbon’s MGU platform.
• Thrives in a target-driven environment, consistently seeking to exceed expectations.
• Strong analytical skills, with the ability to use data for decision-making, budgeting, and tracking key performance indicators (KPIs).
• Attention to detail is crucial when managing sales quotes, deadlines, contracts, and reports. Accuracy in all documentation and communication is essential.
• Demonstrated understanding of stop-loss insurance, including specific and aggregate coverage, contract terms, and financial implications for employers.
• Knowledge of medical cost containment strategies, pharmacy benefit management (PBM) programs, and claims reduction solutions.
• Proven ability to market insurance products to agents, brokers, consultants, and TPAs.
• Experience facilitating internal and external negotiations and brokering deals between underwriters and brokers.
• Ability to work independently in a remote setting or based in Pennsylvania, with strong time management and prioritization skills.
• Willingness to travel frequently to meet clients and partners across regions.