ESIS AVP, Business Development Manager

Chubb•Boston, MA

6d•$102,000 - $148,000•Hybrid

About The Position

Reporting to the ESIS National Sales Leader, the AVP, Business Development Manager (BDM), IAM Sales is responsible for leading national sales efforts for integrated absence, leave, and disability solutions. This role focuses on developing new business, building trusted relationships with prospective clients and key decision-makers, and supporting profitable growth across the country. The ideal candidate brings strong knowledge of the leave, absence, and disability market, along with the ability to serve as a knowledgeable resource for prospects, brokers, and internal partners. This position participates in the ESIS sales compensation incentive plan and offers significant earning potential. This hybrid position requires three days in the office and two days working from home when not traveling.

Requirements

Experience in the leave, absence, and/or disability industry, preferably 5 or more years, such as with a TPA, carrier, broker, or consultant.
Established network of industry contacts, including brokers, consultants, HR and Benefits leaders, and leave/absence program administrators.
Strong knowledge of leave and absence management programs, including FMLA, ADA accommodations, STD, LTD, and applicable state leave laws.
Sales or business development experience required.
Demonstrated success in achieving measurable results.
Strong business acumen with an understanding of profitability and operational efficiency.
Excellent verbal and written communication skills.
Strong relationship-building, negotiation, and presentation skills.
Strong collaboration and interpersonal skills.
Ability to manage multiple priorities effectively in a fast-paced environment.
Ability and willingness to travel up to 50%.
Understanding of how sales strategy supports business outcomes.
Strong Excel and analytical skills for tracking and analyzing data.

Nice To Haves

Experience selling or managing integrated disability and absence management (IDAM) solutions preferred.
Bachelor’s degree in marketing, finance, business, or a related field preferred.
Prior Third Party Administrator (TPA) experience preferred.
Knowledge of Salesforce is a plus.

Responsibilities

Sell ESIS products, services, and solutions within the assigned market and territory.
Develop and maintain relationships with brokers, consultants, and prospective clients.
Build and manage a strong pipeline to support short- and long-term sales objectives.
Develop sales strategies and territory plans aligned with business goals.
Support the client implementation process following a sale to help ensure a smooth transition.
Research prospective clients to understand business needs and identify opportunities.
Coordinate internal resources to support timely and accurate responses to RFPs, proposals, and presentations.
Lead the sales process, including presentations, negotiations, and pricing discussions.
Develop and execute annual sales and service plans, including prospecting, forecasting, and capability presentations.
Negotiate terms and conditions with new clients to support long-term partnerships and profitability.
Work within assigned authority levels and partner with management and internal stakeholders to ensure legal and compliance requirements are met.
Meet or exceed annual national sales goals and objectives.
Develop and execute sales strategies targeting leave management, absence management, and short- and long-term disability services.
Build relationships with HR leaders, Benefits Directors, Risk Managers, and leave program administrators at prospective client organizations.
Apply knowledge of FMLA, ADA accommodations, and state leave laws to support consultative sales discussions and solution positioning.
Partner with ESIS operations and clinical teams to develop tailored solutions for complex client needs.
Stay informed on market trends, competitive activity, and regulatory developments in the leave, absence, and disability space.
Represent ESIS at industry conferences, trade associations, and networking events such as DMEC, IBI, and SHRM.
Serve as an internal resource by sharing market intelligence and competitive insights with ESIS leadership and product teams.