General Description: Outside Employee Benefits sales position. Responsible for driving new business sales revenue growth for small business clients. Cross-sell referrals from other business units and establish pipeline of clients with 10-50 employee lives.
Responsibilities:• Achieve annualized new business sales goals of $80K in our target market of companies with 10-50 employee lives. • Meet new business activity and quality appointment goals. • Use USI resources to research prospects and develop customized messaging for prospects.• Understand and explain USI’s competitive differentiation to clients and prospects.• Develop sales business plan and use effective prospecting strategies. Overcome sales obstacles on a prospect-specific basis.• Build client and prospect pipeline. Develop cross-selling strategies for existing clients.• Innovate for clients using market knowledge and advanced understanding of technical insurance issues.• Use USI’s contact management and sales automation tool to support sales processes. Input timely and accurate information to facilitate sales and revenue projections. • Participate in USI’s industry training and sales support programs. • Positively represent USI in meetings, seminars, trade shows, and networking events.• Demonstrate technical knowledge necessary to communicate our solutions effectively to a non-insurance buyer.• Successfully develop and deploy sales and marketing strategies along with periodic communications to optimize USI’s position in the marketplace. • Work collaboratively with the account management team and national/regional resources to maximize results. Knowledge, Skills and Abilities:• 2+ years of sales experience in an insurance brokerage with proven track record of sales success.• College degree preferred. • Must hold a Life and Health insurance license. • Personable, highly motivated, and goal oriented. Driven to achieve individual sales goals.• Superior communication, negotiation, and presentation skills.• Excellent organizational and follow-up skills. • Strong and/or developing understanding of Employee Benefits.• Consultative, positive, and resourceful approach to dealing with prospects, clients, and associates.• Excellent listening skills with strong customer focus.• Able to work in a fast-paced, team environment with minimal instruction.• Ability to deal with senior level management and have a top-level executive presence.
Physical Demands:The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Employees operate office equipment including telephone - headset, computer, computer monitors, keyboard, mouse, copier, scanner, and mail machine. Physical tasks of job include driving, walking, sitting, standing, and bending.
Analysis of Physical Demands:• Constantly (over 66% of time) work performed requires employees to drive to client appointments, have repetitive foot movements, walk on uneven or slippery surfaces to and from work and occasionally reach outward to grab things and bend.• Frequently (34%-66% of time) work performed requires employees to handle and grasp things, walk on normal surfaces, stand, and bend. • Frequently (34%-66% of time) work performed requires employees to use repetitive hand motions such as typing, using a keyboard, and sitting at a desk.• Rarely (< than 1 hour per week) work performed requires lifting/carrying items that range from 10-50lbs, pushing/pulling items that range from 10-50lbs, twisting/turning including reaching over shoulder or above head, kneeling or squatting.
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