Sales Enablement Specialist

The Sales Enablement Specialist will work directly with a Director of Sales to generate new sales opportunities, nurture existing client relationships and create customer-facing presentations for Advisors. The ideal candidate will be a hardworking, task-oriented, project manager, flexible to changing business needs within an entrepreneurial environment. Under the general supervision of the Director of Sales, you will begin with an in-depth training program to gain technical knowledge of employee benefits insurance, effective selling techniques and learn the firm's insurance and risk management value proposition to support the clients' needs and passions.

POSITION SUMMARY:

• The Sales Enablement Specialist will work directly with a Partner-level Advisor to generate new sales opportunities, nurture existing client relationships, and create customer-facing presentations. The ideal candidate will be a hardworking, task-oriented, project manager, flexible to changing business needs within an entrepreneurial environment. Under the general supervision of the Director of Sales, you will begin with an in-depth training program to gain technical knowledge of employee benefits insurance, effective selling techniques and learn the firm's insurance and risk management value proposition to support the clients' needs and passions.

PRIMARY RESPONSIBILITIES:

• Prospecting Tasks:

• Manage Stratus records (Contacts, Companies, Activities, Lead Lists).

• Send introductory, follow-up, and simple response emails to prospects.

• Campaign management.

• Qualify Stratus Records based on Ideal Client Profile.

• Quantitative Data: Company demographics, current broker, renewal date, etc.

• Drip marketing:

• Customized emails about BRP Marketing Events.

• Customized emails referencing articles, white papers, etc.

• Systematic check-ins around trigger events.

• Duplicate above for CRMG within EBG Clients.

• Presentation Preparation:

• Create RFPs.

• Manage EBG/CRMG Marketing Submissions.

• Create Risk Maps.

• Create PowerPoints.

• Scheduling:

• Schedule new business pitches with prospects.

• Coordinate and manage calendars for meetings (virtual/in-person).

• Event Coordination:

• Organize 24-30 events annually.

• Assist in creating invites with marketing.

• Email invites to prospects and clients.

• Confirm guests and address inquiries.

• Day of event:

• Create a dossier with pictures and company names.

• Greet guests and ensure smooth event.

• LinkedIn Management:

• Manage info requests on LinkedIn.

• Identify prospects for connection.

• Assist in obtaining client testimonials for the page.

EDUCATION AND EXPERIENCE REQUIREMENTS:

• Education: High school diploma required; Bachelor's degree preferred

• Experience (years and type of experience): 2 years of relevant sales or customer service experience required; 2+ years of relevant sales or customer service experience preferred

• Certification(s): None required; None preferred

• License(s): None required; None preferred

KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED:

• Excellent written, verbal communication and presentation skills.

• Ability to clearly articulate value, influence others and motivate action.

• Time management skills and the ability to coordinate calendars with multiple stakeholders.

• Demonstrates the organization's core values, exuding behavior that is aligned with the firm's culture

TECHNICAL, COMPUTER, AND SYSTEM-SPECIFIC SKILLS REQUIRED:

• Rapid understanding and adoption of CRM systems (HubSpot, Salesforce, ZoomInfo, etc.).

• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Outlook)

• Ability to learn any other appropriate program or software system used by the firm as necessary

OTHER REQUIREMENTS:

• Location: North Virginia Based Ideal - Also applicable for remote work

SPECIAL WORKING CONDITIONS:

• Fast paced multi-tasking environment

IMPORTANT NOTICE:

• This position description is intended to describe the level of work required of the person performing in the role and is not a contract. The essential responsibilities are outlined; other duties may be assigned as needs arise or as required to support the organization. All requirements may be subject to reasonable accommodations to applicants and colleagues who need them for medical or religious reasons.

EEOC (STATEMENT):

• BRP is an equal employment opportunity firm and strives to comply with all laws prohibiting discrimination based on race, color, religion, age, sex (including sexual orientation and gender identity), national origin or ancestry, disability, military status, marital status, and any other category protected by federal, state, or local laws. All such discrimination is unlawful, and all persons involved in the operations of the firm are prohibited from engaging in this conduct.

PRIMARY RESPONSIBILITIES & PERCENTAGE OF TIME PER PRIMARY RESPONSIBILITY:

• Identify new leads that fit the target prospect profile

• Execute top-of-the-funnel lead generation activities to uncover new sales opportunities via phone, email, social media.

• Create compelling content and execute drip campaigns to targeted companies that fit the firm's "ideal client profile."

• Help to coordinate and plan webinars and in person educational events for existing clients and prospects.

• Develop an understanding of our business development model and assist Partner in execution.

• Generate and execute long-cycle business development strategies, document meaningful activity and track results.

• Create unique and creative content to communicate proposed solutions to prospects and clients.

• Exemplify the BRP/AHT Value Proposition in everything you do.

• Work with a mentor and participate in team meetings to review sales activities/results and learn about market trends, company goals, etc.

• Obtain a broad understanding of the insurance industry, internal procedures, carrier products, BKS services and lead qualification.

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