As the Employee Benefits Consultant you will be responsible for producing new business in addition to servicing existing accounts. You will aggressively develop and manage an active pipeline through seeking out prospects, calling on potential clients, conducting in-depth analysis, presenting information on the organization's capabilities, strategically cross-selling products aligned with clients' needs and introducing subject area specialists (as needed) to win and retain each client's business.
The majority of activities in this role will be directed toward the generation of new sales to existing and prospective clients. Success will be based on the individual's ability to win new business, retain existing business and meet or exceed established sales goal targets related to revenue growth and penetration into specific targets.
Develop and acquire new business revenue through sales to new and existing clients
Aggressively identify and pursue cross-selling opportunities
Provide service to clients according to their needs, retaining them as clients
Participate in team sales situations with other Employee Benefits Consultants and support personnel
May manage overall client relationships and is supported by day-to-day account management.
Assist, educate and develop other staff members in new client sales situations and existing client service requirements
Apply industry technologies to new sales, additional sales to existing clients and account service
Prepare and implement an individual business plan and production budget
Develop and maintain interdivision/intercompany relationships consistent with our corporate culture
Lead preparation of proposals and presentations
Design individual prospect sales strategies and develop unique prospect programs
Align with individual client sales strategies
Conduct thorough needs analysis/risk assessment to uncover prospects/clients unique coverage needs
Provide consultative advice in key risk areas
Identify and close potential cross-sell opportunities
Maintain consistent/high quality touch points by phone and face-to-face with clients
Support Client Management team in identifying and closing rounding opportunities
Identify prospects for business from existing and prospective clients
Develop new relationships with individuals responsible for insurance and risk management decisions
Obtain referral leads from existing clients
Participate and take leadership roles in targeted community and professional associations
Provide annual input for the performance review of team members
Provide timely/quality feedback to service team members; assist team members in acquiring new skills
Help to identify and develop future Employee Benefits Consultant talent
Be able to work and negotiate with the external market to provide best of value deliverables within specified timelines
Negotiates and develops Performance Standards and Guarantees (PS&Gs) for new Clients, monitors PS&G results and reporting; analysis and communication of Client/Customer satisfaction levels; and establishment and implementation of Company-wide Client management teams
This Job Description should not be construed to imply that these requirements are the exclusive standards of the position. Incumbents will follow any other instructions and perform any other related duties as may be required by the Manager.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Demonstrated sales, negotiation, and customer service skills
Demonstrated analytical skills
Demonstrated knowledge of employee benefits concepts and principles
Demonstrated effective employee benefits prospecting and sales experience.
Acts independently with minimal direction
Strong communication and interpersonal skills
Bachelor's degree from four year college or university and/or five or more years of sales experience in employee benefits products and/or brokerage (primarily medical consulting) in a customer relationship building role. Strong working knowledge of employee benefits programs. Project management experience preferred. Degree may be substituted by relevance of work experience.
Extensive travel required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.