Director, Business Development
About The Position
This position is the primary interface between the Company and its customers and is responsible for sales acquisition and Tier 1 client retention. This position drives the sales process through prospecting, strategic partnership development, presenting and closing sales. Internally the position achieves results through effective partnerships with Marketing, Product, Underwriting and Compliance, and Operations. The success of this role will be measured by achieving a minimum of 100% target/quota and retention of current clients, and an extensive pipeline of opportunities. The focus of this position will be 90% new account acquisition and 10% existing account management/growth. This position requires 50-75% travel and ability to work in a virtual environment. This position works with all management levels across the organization and is a direct report to the Vice President, Travel Insurance Sales. This position will focus on Western US territory.
Requirements
- High School Diploma or Equivalent (GED) required.
- Six years or more of proven sales and/or account management experience in products and services required; leisure travel market preferred.
- Proven success in strategic selling, presenting, and discussing solutions with C-level and other decision makers.
Nice To Haves
- Bachelor�s degree from an accredited college or university is preferred.
- Experience in the travel industry and/or travel insurance strongly preferred.
- Business to Business sales experience with major accounts is a plus.
- Experience in business to consumer products coupled with technology integration solutions is a plus.
Responsibilities
- Proactively solicit new business from the travel community, sourcing new accounts, identifying new targets, and re-soliciting past business leads.
- Drive sales results through effective prospecting and pipeline management.
- Generating new sales leads through cold calls, building, and developing senior level client contacts and strategic partnerships.
- Close business deals, negotiate pricing contract terms.
- Develop and convert a strong target pipeline.
- Achieves quarterly quotas of qualified opportunities and closed business deals.
- Ability to position our Travel Insurance offerings, understand our unique selling points, and overcome objections.
- Plan and implement sales calls throughout the entire territory prioritizing key accounts for multiple visits.
- Understand in depth the existing and potential markets and customers.
- Achieve the minimum target sales calls per month.
- Mine assigned territory for new business streams on a regular basis.
- Research and continually source for new revenue opportunities and methods within territory to achieve sales goals.
- Develop strategic account plans and marketing/promotional strategies for assigned account base.
- Analyze sales data to present monthly and quarterly business reviews with select accounts across territory.
- Build and maintain relationships with franchise owners/agents within territory.
- Design and implement strategies for territory management and business development guidance to ensure long-term relationships are consistent and continue to grow in accordance with corporate objectives.
- Proactively challenge the client to think strategically about solutions for their business challenges that result in additional sales of REDION products and services.
- Develop and maintain Strategic Account Plans for existing and target accounts.
- Advocate internally for clients best interest by effective and open dialogue with internal partners with an awareness of revenue and profit targets.
- Obtain knowledge of competitor�s services/products and counter with enhanced products, processes or expert service and advice.
- Develop an annual business plan and sales strategy for each assigned account that can exceed revenue objectives, retention targets and client service agreements.
- Establish a renewal strategy for all assigned accounts and ensure its flow and communication to all external and internal parties.
- Prepare proposals for renewals and for RFPs.
Benefits
- Generous Employer contribution for health, dental, and vision insurance
- Paid Maternity and Paternity Leave
- Scholarship Program for Employee Dependents
- Company match on 401k
- Employee Assistance Program (EAP)
- Company paid short-term and long-term disability insurance
- Company paid life insurance
- Voluntary Pet Insurance
- Voluntary Legal Benefit
- Discounts on travel insurance
- Time off policies including vacation days, sick days, personal days, holidays and volunteer days (VTO)
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
High school or GED
