Job Posting End Date: 03/13
Unum is a company of people serving people. As one of the world's leading employee benefits providers and a Fortune 500 company, Unum's financial protection benefits help protect more than 36 million working people and their families from the financial impact of illness or injury. Unum's three distinct, but similarly focused US businesses Unum US, Colonial Life, and Starmount Life are each a market leader in making disability, life, accident, critical illness, dental, and vision insurance accessible in the workplace.
Headquartered in Chattanooga, Tennessee, Unum has significant US operations in Portland, Maine, Worcester, Massachusetts, and Glendale, California with over 35 field offices nationwide. Colonial Life is headquartered in Columbia, South Carolina with over 40 field offices nationwide. Starmount Life is based in Baton Rouge, Louisiana, and is the dental and vision center of excellence for Unum in the US.
The incumbent is responsible for partnering with Large Case Sales Specialists in developing strategy and approach customized for each finalist visit held outside Unum US operational facilities; supporting specified close ratio goals for customers with 2,000+ eligible employees. In addition incumbent will be responsible for providing point-of-sale support through managing Unum's reference process and providing support to Large Case Specialists during pre-prospecting/market development. To effectively support these duties incumbent must have knowledge of Unum's offerings, competitor offerings and external market needs.
Principal Duties and Responsibilities
Finalist meeting support to include:
Work collaboratively and in partnership with large case or certified sales reps in developing case level finalist strategy; apply best practices identified through work with other prospects, sales specialists and Operational Consultants.
Identify the sales support material for each prospects' needs and apply tools and techniques that most effectively position Unum's value proposition within current external environment, in particular in comparison to competitive offerings.
Support and trouble shoot technology if/as needed for finalist meetings.
Facilitate finalist meeting practice sessions, coaching presenters on effective presentation techniques and messaging.
Prepare briefing documents for all finalist meetings and deliver to all involved in meeting to gain common client understanding.
Debrief after finalists, identify trends and work with team to assess and address.
Help position Unum's differentiation strategies (e.g. Hospital and UHC) for NCG prospects and work with VB partners to position VB, when appropriate in conjunction with group sales opportunities.
Support external research initiatives through Corporate Research. Compile results, identify trends and work in partnership with CE Director to plan and execute on strategy to address emerging trends in real time.
Act as the point for all of Unum's IT demos used in sales/finalist situations, including planning, support and backup and rapid identification of trends to keep our demos current and impactful. Partner with IT demo owner.
Own Unum's reference process:
Leverage reference information from Sales Force.com to help sales reps quickly respond to requests for references by brokers and/or prospects.
Work with existing, or develop new, tool to help leverage employer testimonials during point-of-sale support.
Support pre-prospecting, including helping sales develop prospect profiles through research (external, e.g. Moody's/Barons, and internal for former customers) capacity dependent
Provide webinars-training to field offices on best practices for finalist presentation (e.g. join a FO's Monday staff), e.g. walk through Unum's benefit value story
Provide information to field (particularly core) on how competitors will position their offering and/or against our offering help the rep to be prepared for the hard questions this might generate.
Act as a role model in building relationship with internal partners (IT, Marketing, Benefits and VB) in alignment with the company's strategy and direction.
May perform other duties as assigned
Bachelor's degree or equivalent related work experience
Insurance/business experience in one or more of the following areas: Client Services, Underwriting, Benefit Center, Distribution/Field Service Large Case experience preferred
Clear, in-depth understanding of Unum's products, services, and processes with emphasis on claim management/process, embedded services.
Strong working knowledge of large case marketplace dynamics in employee benefits.
Demonstrated consistency in performance over a sustained period of time
Solid leadership skills and ability to work collaboratively with all levels of employees in achieving results
Strong collaboration, coaching and training skills
Ability to navigate throughout all areas of the company and at all levels
Demonstrated ability to be creative, with a results orientation
Excellent verbal and written communication skills, including technical and point-of-sales marketing writing skills
Ability to present Unum's capabilities from external perspective (e.g. customer value)
Ability to work independently
Ability to work well under pressure, manage multiple priorities and deliver within tight deadlines
Demonstrated project management skills
Knowledge of the sales/distribution process
Unum and its family of businesses offer world-class training and development, generous compensation and benefits packages, and a culture built on employee ideas.
Unum is an equal opportunity employer, considering all qualified applicants and employees for hiring, placement, and advancement, without regard to a person's race, color, religion, national origin, age, genetic information, military status, gender, sexual orientation, gender identity or expression, disability, or protected veteran status.