Business Development Executive, Intellium

FM•New York, NY

4d•Hybrid

About The Position

Solicit and develop new data center clients for FM Intellium, FM’s recently established data driven business unit. Build and sustain a healthy pipeline of new business opportunities through effective prospect outreach, funnel management, and disciplined calling activities. Partner closely with the New Business Manager – FM Intellium to execute the FM Intellium sales strategy, including targeted broker engagement, industry conferences, and thought leadership panel participation. This position can be based out of any of FM's Corporate offices in the Eastern Region. Travel throughout the US is required ~50% annually.

Requirements

Bachelors Degree; CPCU, and/or ACII experience
3+ years in the insurance industry experience successfully quoting, engineering and/or underwriting
Excellent interpersonal skills
Knowledge of property forms, HPR engineering, competitors and brokers
Demonstrate potential sales ability, presentation and negotiation skills
Proficiency with computers and associated software such as Excel, PowerPoint and Word

Nice To Haves

Advanced degree in business, marketing or engineering
5+ years in the insurance industry experience successfully quoting, engineering and/or underwriting

Responsibilities

Achieve the annual new business objective balancing our dual delivery channels of direct as well as opportunities through our brokered partners
Maintain a healthy pipeline of new business opportunities through effective calling and funnel management activities
Develop and maintain a list of opportunities to call and develop hand in hand with FM Intellium and operations management teams
Keep prospect information in SRS current, accurate and updated as new information is developed during the sales process
Achieve the annual call goal including in person calls to prospects at various stages of the sales funnel
All calls will be planned, executed and recorded in SRS using the Sphere Consultative Selling Framework skillset
Understand the business needs of our prospective clients
Craft and execute a sales journey with internal and external stakeholders leading to a winning proposal at a high success rate
Deliver a client centric proposal that articulates the value of doing business with FM and links their specific needs with the services that FM can deliver
Lead through influence internal work groups to formulate strategies to maximize our hit ratio on new business
Use Whiteboarding to identify what is important to the prospect and how FM’s value proposition can deliver on those needs
Develop and deliver internal and external road maps of the prospect journey
After CST assignment, lead the team in collaborative development, maintenance, and execution of the situational analysis
Build and maintain FM’s brand and market expertise as a subject matter expert in the Data Center industry as well as relationships with specialty brokers servicing this industry
Keep apprised of our competitor’s products and services