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The Role |
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The Corporate Sales Center will be responsible for new business production in the assigned territory. This position is responsible for planning and execution of new sales activities and account generation. This position reports directly to the National Sales and BD Manager.
Candidates will have demonstrated advanced proficiency for Universal Competencies including: Sales Orientation, Customer Focus, Teamwork, Leadership and Communication. Candidates will be self-starters with an entrepreneurial mindset. Candidates must be highly motivated and have superior sales skills, as well as strong collaboration skills. Multi-product knowledge is an advantage. Prior insurance sales experience is highly desirable. Must possess superior written and oral communication skills. |
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The Candidate Profile |
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Major Duties & Responsibilities |
- Secure new business in assigned territory.
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- Achieve new business growth objectives.
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- Make daily prospecting calls to solicit new business.
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- Maintain activity log and detailed records of prospecting activity.
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- Identify market niches and target industries that will generate new business.
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- Visit companies and employer groups to present new products.
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- Counsel risk managers and employers regarding employee benefits.
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- Anticipate prospect / policyholder needs and respond pro-actively.
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- Participate in asset management, broking and insurance related industry events, conferences, trade shows, etc.
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- Assist in renewal rate action.
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Competencies |
- Masters Program in Management
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- Minimum of 5 years of sales experience -- preferably in asset management or insurance or broking sales.
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- Familiarity with financial marketplace.
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- Strong professional relationships in assigned territory
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- Basic understanding of local insurance or asset management or broking regulatory environment.
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- Strong communication and presentation skills.
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- Demonstrated ability to sell.
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- Self-motivator and entrepreneur.
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Sales Force Competencies Business Skills |
- Gathers and analyzes information to determine new business opportunities for customers to enhance the value of the relationship for the organization and utilizes technology to maximize business results.
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- Demonstrates understanding of the financial impact of decisions on both the customer and the organization expense ratio.
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- Demonstrates thorough knowledge of selling skills and continuous learning by developing, identifying new opportunities for customers and delivering value.
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- Demonstrates understanding of regulatory environment.
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- Demonstrates knowledge of all lines of products (including policy forms)
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- Demonstrates knowledge of MIS system
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Sales Force Competencies Producer Management |
- Effectively manages business relationships.
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- Develops and implements specific sales plans.
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- Monitors and manages sales performance to achieve desired business results by maximizing potential.
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- Recommends the implementation of incentive commission agreements.
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| Sales Force Competencies Strategic Planning |
- Incorporates knowledge of marketplace needs and business objectives in order to develop and implement strategies to ensure success.
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- Builds and executes strategic account selection and development plans by mapping the process for doing business with customers.
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- Researches, updates and interprets business impact of regulatory/legal issues for territory.
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- Identifies marketplace trends and recommends or formulates actions to address.
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- Identifies market niches and new appointments that result in a minimum of 20% of new business coming from new accounts.
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| Sales Force Competencies Marketing/Sales |
- Identifies and capitalizes on opportunities to generate profitable growth.
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- Researches and prospects new distribution sources.
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- Maximizes cross-selling opportunities to existing customers.
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- Communicates and negotiates product and marketing initiatives.
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- Develops and maintains strong client relationships.
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- Orchestrating organizational resources by identifying key contributors, communicating relevant information, and building collaborative, producer-focused relationships.
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- Attendance at relevant trade shows
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