As the Director, Regional Market Development you will be an essential part of a new and evolving area focused on growth and pipeline development within the regional markets. You must have a passion for market development and project management. You will collaborate with sales leadership to understand their markets, the challenges they face, and the ambitious goals they are working to achieve today, tomorrow, and years down the road. You will use that knowledge to develop innovative content, programs and marketing events to create opportunities and cultivate relationships while presenting Unum products and capabilities.
The ideal candidate will be an experienced leader with strong knowledge of our business, products and emerging capabilities able to apply new innovative and creative techniques to expand market development activities. You will enjoy social media, blogging, exploring and learning new topics, collaborating to learn and then creating something new and relevant. You will also be comfortable with managing data and information within multiple systems to track, monitor and measure success of each project. Your ability to navigate the unknown, explore the new and execute efficiently in a fast paced environment will be essential.
Principal Duties and Responsibilities
Execute relevant market development programs (absence management, voluntary benefits, HRIS connectivity, etc.) that can be delivered in various industry venues and through our key broker / consultant and enrollment firm partners.
Track and monitor pipeline development and new business sales growth attributable to the specified market development activities.
Develop and maintain market development business plans in support of Sales Acceleration goals.
Provide project management and support for all market development activities, in partnership with AVP, Regional Market Development and field partners.
Support industry engagement activities to include management of event execution.
Support pre-prospecting activities, utilizing data analytics and market research. Gather and organize regional and local market data on clients, prospects and brokers.
Organize data for each campaign by utilizing the Salesforce Leads & Campaign module to insure appropriate tracking and monitoring of all market development activities. Responsible for entering and maintaining all pre-prospecting and campaign information in Salesforce.
Job Specifications
10+ years of employee benefits sales, client management and / or market development experience.
Bachelor’s degree required. Master’s Degree and / or CEBS professional designation preferred.
Ability to work effectively in a large cross-functional, home office environment and partner with a large national sales force.
Knowledge and experience working with brokers and / or consultants.
Strong communication skills.
Analytical skill required to review and organize market data, and build into a market-level prospect targeting tool.
Travel of approximately 25%
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