AVP, Business Development

Unum•Portland, ME

4d•$114,100 - $215,700•Hybrid

About The Position

When you join the team at Unum, you become part of an organization committed to helping you thrive. Here, we work to provide the employee benefits and service solutions that enable employees at our client companies to thrive throughout life’s moments. And this starts with ensuring that every one of our team members enjoys opportunities to succeed both professionally and personally. With 10,000 employees helping more than 39 million people worldwide, every role at Unum is meaningful and impacts the lives of our customers. Whether you’re directly supporting a growing family, or developing online tools to help navigate a difficult loss, customers are counting on the combined talents of our entire team. Help us help others, and join Team Unum today! This role will be responsible for leading business development strategy and execution of that strategy across direct (e.g., through brokers, events) and Unum channels. This role is the leader of a market facing team that supports business development by generating early demand for products launched by the Strategic Business Incubator (SBI). This role will be accountable for acquiring early adopters for early minimum viable products (MVP), assisting in development of sales goals for later stage MVP products, and defining and supporting go-forward marketing and sales path for products ready to be transitioned out of the SBI. In parallel, they will be expected to inform SBI’s MVP strategy and choices by representing market feedback.

Requirements

Bachelor’s degree required, with minimum 12+years related experience
Commitment and high standards of accountability for yourself and other members of the team
Experience interfacing directly with employers, brokers, and industry conferences, with ability to distill technical information to drive valuable dialogue and outcomes
Excitement and passion for learning new technology and being part of a close-knit, hard-working, and fast-paced team
SaaS experience with an emphasis on employer benefits, or experience with digital benefits platforms and offerings
Inspirational leadership and ability to influence a team towards goals and outcomes
High level of initiative and drive for results
Strong ability to articulate value proposition of products in incubation; exhibits deep understanding of product offerings and integrations
Analytical skill required to review and organize market data, and build into a market-level prospect targeting
Ability to discern critical details from employer feedback and think strategically to solve problems
Demonstrated consultative ability, solution-oriented and strong ability to create relationships and cultivate partnerships
Highly persuasive, ability to influence and gain consensus
Ability to quickly learn new software programs, systems, and productivity tools
Attention to detail

Nice To Haves

Comfort with ambiguity, technology, and entrepreneurial drive (willingness to roll up the sleeves and figure it out) is a bonus

Responsibilities

Lead business development strategy focusing on Unum channel and broker direct, as well as partner with other SBI leaders and stakeholders to inform yearly goals and targets
Work closely with other SBI leaders to ensure clear and concise value story for SBI portfolio including providing real time feedback from in-market conversations on adjustments needed
Orchestrate channel market development efforts (communication/engagement campaigns, etc.) that can be delivered through key sales partners, as well as in various industry venues, incl. conferences
Responsible for defining the end-to-end sales and sales enablement process for SBI products (aligned to level of maturity) with focus on scalability for more mature MVP products
Lead a team of Business Development Executives and Support professionals to deliver the goals of SBI portfolio, utilizing strategies across early adoption, new business growth, cross-sales as well as upselling. Accountable for ensuring that the team members: Follow all sales processes, including adoption and consistent utilization of Salesforce, Execute sales process, including lead qualification, demos and closing deals, Use technical knowledge of the product and integrations to provide critical customer feedback to the Product Team to support Sales
Drive a consistent and efficient customer acquisition process from sales through hand off to Customer Success
Responsible to drive market adoption of products in incubation by developing, promoting, and executing growth programs and campaigns
Collaborate with Learning and Development to create training program and materials to educate field on product offerings and best way to partner with SBI Business Development team
Develop and manage strong partnerships with key stakeholders in the sales and client management organization, including RVPs, MDs, SVPs across both NCG and Core segments
Develop and manage strong external partnerships and relationships, e.g., with brokers, consultants and with partner sales teams to inform marketing strategy with intent to drive growth
Execute on the infrastructure to track and monitor sales pipeline development and new business sales growth in a consistent manner, including channel sales activity, close ratios, pricing effectiveness, including leading all readouts where this data is shared
Deliver regular business/sales results reporting to SVP audience both within Solutions as well as Sales & Client Management
Responsible for managing team’s business expenditure as it relates to Business Development budget

Benefits

Award-winning culture
Inclusion and diversity as a priority
Performance Based Incentive Plans
Competitive benefits package that includes: Health, Vision, Dental, Short & Long-Term Disability
Generous PTO (including paid time to volunteer!)
Up to 9.5% 401(k) employer contribution
Mental health support
Career advancement opportunities
Student loan repayment options
Tuition reimbursement
Flexible work environments