JOB SUMMARY AND PURPOSE

Highly skilled at sales and business operations, the Business Development Executive (BDE) will join and inspire our team of like-minded teammates to build and expand our reach of Clients through both the Employee Benefits and Commercial markets. This individual is responsible for building our market position by locating, developing, defining, and closing business relationships.

ESSENTIAL DUTIES:

Sales – Produces minimum Revenue production of $100,000 annually

1. Networks within appropriate industry groups that have been identified as prospecting targets
   • Calendar all networking/marketing events
   • Establish 2 meetings a month with networking partners
2. Minimum Outreach Expectations
   • Post unique content 2x week on LinkedIn and other social media sites
   • Make 20 outbound calls a week to prospective clients
   • Send 20 outbound emails a week to prospective clients
   • Make 2 videos, drops, or handwritten letters per week
3. Updates CRM database consistently and frequently with prospecting activity.
4. Builds and maintains a prospect pipeline that meets objectives laid out by supervisor
5. Establishes meaningful relationships with the intention of earning their business
6. Is a Constant Learner
   1. Continually develops sales knowledge and techniques by
      • listening to Conner’s Sales Coach
      • listening to recommend sales related podcasts and books
      • increase knowledge on AI usage and how it can help the sales process

Prospect Management – Manages existing sales pipeline and develops new business opportunities

1. Generates new leads, identifies and contacts decision-makers, screens potential business opportunities, leads and facilitates sales meetings.
2. Implements the established outbound sales and business development strategy, sales processes, structure and best practices across company
3. Communicate our value proposition through proposals, presentations, and new business materials to create and nurture business opportunities and partnerships.
4. Identify trends and customer needs, building a short/medium/long-term sales pipeline in accordance with targets
5. Assists in the coordination and implementation of marketing strategies and initiatives
6. Responsible for inviting, communicating, and maximizing attendance at networking, educational events.
7. Maintains and shares professional knowledge through education, networking, events and presentations.
8. Timely and accurately updates Salesforce with prospect information and communication
9. Updates weekly internal Master Sales Sheet

Customer Relationship Management – Responsible for maintaining relationship with the Client

1. Acts as liaison between Client, the internal Team, and Insurance Companies/Partners to develop and maintain effective working relationships in order to independently resolve service problems.
2. Communicates effectively across various levels of an organization.
3. Maintains relationship with Clients.
4. Responds to Client needs in a timely, professional, helpful and courteous manner, regardless of Client attitude.
5. Strives to meet service standards in all circumstances.
6. Follows up with Clients to ensure that their needs have been met.
7. Identifies opportunities to create partnerships.
8. Maintains confidential information.

Insurance Industry Knowledge – Demonstrates knowledge and ability of the industry, including competitive and customer trends, to strategically direct Clients and solve situations.

1. Proficient in Commercial Insurance marketplace (Property, Liability, Auto, Workers’ Compensation) and Employee Benefits self-funded and fully insured marketplace; carriers, and the benefits/services they offer. Knowledge of medical, dental, vision, life and disability offerings.
2. Objectively critiques the competition (strengths, weaknesses) and seeks opportunities for business development.
3. Continually develops industry knowledge by attending trade shows, seminars, conferences, etc.
4. Identifies current industry trends and explains industry trends to Clients.
5. Develops knowledge of related industries and their impact on own industry.

Team Leadership – Works with strong, highly-engaged, efficient teams.

1. Works with Advisors, Account Executives and Account Managers efficiently, respectfully and effectively – establishes priorities and timelines.
2. Works with Marketing team to deliver materials, promote events, and communicate value proposition.
3. Advocates and helps facilitate communication between internal team.
4. Addresses gaps in team expertise.
5. Shows up on time and well groomed.
6. Delegates authority to match responsibility, holding staff accountable for agreed upon commitments.
7. Delegates responsibility rather than taking charge or micro-managing when staff have the capability. Supports staff taking independent action.

ADDITIONAL DUTIES:

1. Attend meetings, seminars and programs to learn about new products and services, learn new skills and receive technical assistance in developing new customers.
2. Perform other duties as assigned.

EDUCATION, CERTIFICATES, LICENSES, REGISTRATIONS and/or EXPERIENCE:

• Prefer bachelor’s degree or at least an Associate’s degree or equivalent from two-year College or technical school.
• High school diploma or equivalent is required
• Prefer a minimum of five years related sales experience and/or training.

SKILLS:

• Proficient with CRM software (i.e., Salesforce)
• Exceptional in Microsoft Word and Excel.
• Proficient in Microsoft PowerPoint, Publisher, Outlook
• Successful experience in B2B sales and negotiation
• Ability to perform duties in a high-pressured, fast-paced environment
• Must be highly organized and detailed with the ability to prioritize and remain flexible
• Professional telephone skills and etiquette
• Self-motivated and able to work both independently with limited supervision and within a team
• Attention to detail
• Excellent oral and written communication skills
• Openness to constructive criticism
• Ability to handle rejection well & professionally
• Ability to effectively present information to Prospects
• Ability to be personal with the potential buyer and clients
• Ability to respond to common inquiries or complaints from Prospects or carriers
• Ability to prepare proposals for presentation and review
• Ability to apply basic mathematical concepts such as percentages, addition, subtraction, multiplication and division
• Ability to think independently and critically
• Ability to define problems, collect data, establish facts, and draw valid conclusions
• Ability to read, analyze, and interpret industry policies and contract documents.

STARTING COMPENSATION:

Differs with experience.

The above statements are intended to be a representative summary of the responsibilities performed by incumbents of this job. The incumbents may be requested to perform job-related tasks other than those stated in this description.