Key responsibilities include:
• In partnership with Managing Director, Sales and Client Management and Director, Sales and Client Management, this individual is responsible for the achievement of all goals through enhanced client experience, quality sales and client management execution
• Office leadership and partnership with Managing Director, Sales and Client Management and Director, Sales and Client Management and peer Director, Market Development
• Attraction, development, retention and performance management of individuals in Sales and Client Management
Achievement of all goals through enhanced client experience, quality sales and client management execution
Operates with an external view – understands markets, competitors, customers, legislation, etc. and leverages that knowledge to identify revenue opportunities and drive growth
Responsible for profitable sales and block growth in all assigned lines of business
Delivers revenue results (sales, client growth and profitability) while delivering strong client satisfaction and retention results.
Forges strong and productive relationships with brokers, clients, distribution partners and key internal partners
Accountable for driving key Client Manager activities (e.g. Client visits, Opportunity development and management) and assessing the quality of those activities with the objective of enhancing performance through effective coaching
Leads the development and execution of locally delivered revenue growth, enrollment and client development strategies
Identifies potential opportunities with in-force clients and guides/supports the Core Market Team (reps, CMs and MCs) to deliver revenue. Coaches for effectiveness on executing at the case level.
Ensures a consistent and efficient customer acquisition process from sales through service
Manages and measures activity, close ratios, and pricing pools
Operational accountabilities such as pool management and renewal program management
Owns, supports and drives the adoption and consistent utilization of key strategic, operational and technology related initiatives (i.e., Salesorce.com) across all Core Rep and Client Management roles and resources in their respective office
Accountable for management/coordination of all Marketing Consultant activities in support of Core Market Teams
Accountable for coordination of all Field Coordinator activities in support of the Office
Office leadership and partnership with Managing Director, Sales and Client Management and Director, Sales and Client Management and fellow Director, Market Development
Visibility in the marketplace – direct accountability for key broker/customer relationships.
Builds and maintains effective partnerships with key HO partners
Builds and maintains an office work environment that is aligned with Unum's vision and values resulting in the retention of high performing talent
Actively engages in regional and national efforts to improve company performance beyond their own office results
Positions the office for long term success through efforts focused on customer, broker and office investments
Manages expenses
Attraction, development, retention and performance management of individuals in Sales and Client Management
Manages an integrated team of Sales Reps, Client Managers and Marketing Consultants (Core Market Team)
Commitment to attracting and retaining a diverse applicant pool
Builds followership among the team and the office in general
Ensures staffing levels are in line with the staffing plan
Equally adept at coaching and developing all team members while also motivating the team to achieve goals
Addresses performance management issues with team members in a constructive and timely manner
Manages and coaches Sales Trainees and Client Manager Associates
May perform other duties as assigned
Job Specifications
Bachelors degree or equivalent business experience required
5+ years experience in the insurance or financial services related industry required
Market development experience required
Sales experience preferred but not required
Licensed to solicit insurance in the states within assigned territory
Strategic thinker and able to quickly pivot to tactical execution through others
Full understanding of employee benefits insurance underwriting and risk concepts
Strong ability to manage a diverse group of individual’s
Strong presentation and oral/written communication skills
Track record of success in a highly charged, fast paced and complex work environment
Ability to generate creative ideas and drive solutions
Strong relationship management/conflict management skills
Strong ability to persuade/influence/gain consensus
Must possess a positive professional company image to external customers
Ability to travel as needed
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