Business Development Executive

FM•Los Angeles, CA

9h•Onsite

About The Position

Solicit and produce new clients for FM’s well-established Los Angeles Operations. Maintain a healthy pipeline of new business opportunities through effective prospect outreach, funnel management and calling activities. Develop strong relationships with prospects, brokers, consultants and insurance professionals throughout the industry and local marketplace. Collaborate with and lead our client service teams to deliver a client centric proposal that articulates the value of doing business with FM.

Requirements

Bachelor’s Degree or equivalent combination of education and experience
3+ years in the insurance industry
Excellent interpersonal skills
Knowledge of property insurance policy forms
Presentation and negotiation skills
Loss Prevention Engineering concepts
Knowledge of competitors and brokers

Responsibilities

Achieve the annual new business objective by 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 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 Richardson 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 of 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
Through actively participating in meetings, conferences and appearing at industry-related functions; build and maintain FM’s brand and market expertise as a subject matter expert in the renewable and power generation industry as well as relationships with specialty brokers servicing this industry. Keep apprised of our competitor’s products and services.