Business Consultant, PEO

Distro•Kansas City, MO

1d•Hybrid

About The Position

The Business Sales Consultant, PEO is responsible for identifying, developing, and closing new business opportunities for Professional Employer Organization (PEO) solutions, including co-employment, payroll administration, human resources support, employee benefits, workers’ compensation, risk management, compliance support, and related workforce solutions. This role develops opportunities through self-generated prospecting, referral sources, broker and channel partner relationships, networking, and strategic market outreach while gaining access to business owners, executives, and other key decision makers within prospective client organizations. The Business Sales Consultant, PEO owns the full sales cycle from initial outreach and discovery through proposal, pricing, negotiation, close, and transition to implementation. This role consults with prospective clients to understand business needs, workforce challenges, current vendor relationships, employment-related risk, cost considerations, and service expectations, then positions the company’s PEO solution as a comprehensive employment and HR outsourcing model. The Business Sales Consultant, PEO is also responsible for maintaining an accurate sales pipeline and forecast, documenting activity in the CRM, completing required sales and client service agreement documentation, and achieving monthly, quarterly, and annual sales goals assigned by sales leadership.

Requirements

More than two (2) years of PEO sales experience required within a results-driven environment.
Demonstrated ability to drive revenue growth and exceed sales targets.
Exceptional negotiation and closing skills with the ability to influence key stakeholders.
Understanding and consistent execution of sales methodologies, strategies, and best practices.
Knowledge of Customer Relationship Management (CRM) systems and tools.
In-depth understanding of the company’s products or services.
Excellent verbal and written communication skills for effective collaboration and presentations.
Efficiently managing time to balance multiple clients and tasks, while staying organized in a dynamic work environment.
Ability to define problems, collect and interpret data, establish facts, and draw valid conclusions to perform key responsibilities.
Ability to represent and display a professional style, pride and adhere to corporate policies and procedures.
Perform with sound business ethics and a high standard of performance while pursuing established goals
Uphold the highest standards of confidentiality and privacy in all aspects of the role.
Flexibility to adjust strategies based on market changes and business needs.
Strong ability to work cross functionally with other departments.
Commitment to understanding and meeting customer needs.
High School Diploma or equivalent combination of experience, skills, education (including other relevant non-traditional degree programs, certifications, or job training programs) preferred.
Valid, non-restrictive driver’s license.

Nice To Haves

Experience managing a sales pipeline, prospecting for new business, conducting client presentations, and meeting assigned sales goals preferred.
Prior sales experience with payroll, HCM HR technology, or benefits preferred.
Previous experience and proficiency with CRM tools (Salesforce or similar) preferred.
Proficiency with Microsoft Office software (Outlook, Microsoft Teams, Excel, Word, PowerPoint) and demonstrated ability to learn other applications as needed.

Responsibilities

Proactively generate new business opportunities within the designated territory for Professional Employer Organization (PEO) solutions, including co-employment, payroll administration, HR support, employee benefits, workers’ compensation, risk management, compliance support, and related workforce solutions.
Build and maintain strong referral relationships with brokers, channel partners, centers of influence, and other strategic business partners to generate qualified PEO sales opportunities.
Execute targeted prospecting strategies, including cold calling, networking, email outreach, social selling, market research, and partner referrals to access business owners, executives, and other key decision makers.
Conduct discovery meetings with prospective clients to understand business needs, workforce challenges, current employment practices, payroll and HR processes, benefits structure, workers’ compensation exposure, vendor relationships, decision criteria, and service expectations.
Present PEO solutions that align with prospective client needs, including co-employment model, service structure, payroll administration, HR support, employee benefits, workers’ compensation, risk management, compliance resources, pricing, and implementation expectations.
Prepare proposals, executive summaries, pricing options, service recommendations, and client presentations that clearly communicate the value of the company’s PEO solution and total workforce management model.
Negotiate pricing, scope of services, client service agreement terms, implementation timelines, and related PEO service considerations in partnership with sales leadership and internal stakeholders.
Own and manage the full PEO sales cycle from lead generation through close, including coordinating internal resources required to support solution design, underwriting review, pricing, client onboarding, and implementation transition.
Partner with implementation, payroll, benefits, HR, compliance, risk management, workers’ compensation, operations, and service teams to ensure a smooth transition from signed client service agreement to client implementation.
Stay informed of PEO industry trends, employment-related compliance developments, workers’ compensation and benefits market considerations, competitor offerings, market conditions, and client feedback to identify opportunities and competitive risks.
Develop lead generation strategies and maintain accurate, timely documentation of sales activities, pipeline status, forecasted revenue, client communications, decision-maker engagement, and next steps in Salesforce or other CRM systems.
Consistently meet or exceed assigned monthly, quarterly, and annual PEO sales goals, activity expectations, new business targets, and other performance metrics established by sales leadership.
Complete and submit accurate new business paperwork, client service agreement documentation, underwriting information, expense reports, and weekly activity reports by established deadlines.
Provides sales support and operational continuity during the absence of the Regional Sales Manager (RSM), helping to ensure day-to-day sales activities and customer engagement efforts remain on track.
Assists less tenured sales representatives, including freshman and sophomore sellers, by providing guidance on sales processes, product offerings, prospecting strategies, and customer relationship management in accordance with company standards and established sales practices.
Serves as a resource for sales team members by helping facilitate deal progression, addressing process-related questions, and supporting adherence to sales procedures when the RSM is unavailable.
Participate in the recruitment process for prospective sales team members by assisting with candidate interviews, providing input regarding qualifications, and sharing feedback with hiring managers in support of staffing decisions.
Collaborate with sales leadership to support onboarding, training, and development initiatives designed to enhance the effectiveness and productivity of new sales representatives.
Acts as a mentor and subject matter resource for assigned sales personnel, promoting best practices, knowledge sharing, and professional development across the sales team.
Frequent domestic travel will be required to attend team onsite meetings, prospective client visits, customer events, broker and channel partner meetings, industry conferences, and training sessions. This may include air travel, ground transportation, and in some cases potential public transportation.

Benefits

Health Insurance: Medical, dental, and vision coverage
Retirement Plan: 401(k) with company match
Paid Time Off: PTO, Holidays, Parental leave and Sick Leave provided as required by applicable state law
Life insurance
Short term disability
Long term disability
Employee assistance program (EAP)
Flexible spending account (FSA)
Health savings account (HSA)
Identity theft protection
Critical illness
Accident
Cancer
Hospital protection
Legal and pet insurance.