AVP, Business Development

Unum • Portland, ME

19h • $114,100 - $215,700 • Hybrid

About The Position

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

What This Job Offers

• Job Type: Full-time
• Career Level: Manager