Director Market Development, Atlanta Field Office

Unum Group•Atlanta, GA

19h

About The Position

When you join the team at Unum, you become part of an organization committed to helping you thrive. Here, we work to provide the employee benefits and service solutions that enable employees at our client companies to thrive throughout life’s moments. And this starts with ensuring that every one of our team members enjoys opportunities to succeed both professionally and personally. To enable this, we provide: Award-winning culture Inclusion and diversity as a priority 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 All the benefits listed above are subject to the terms of their individual Plans . And that’s just the beginning… With 10,000 employees helping more than 39 million people worldwide, every role at Unum is meaningful and impacts the lives of our customers. Whether you’re directly supporting a growing family, or developing online tools to help navigate a difficult loss, customers are counting on the combined talents of our entire team. Help us help others, and join Team Unum today! General Summary: This role is responsible for driving the achievement of office-wide goals by delivering an exceptional client experience and ensuring strong execution across sales and client management activities. In partnership with office leadership, the individual will lead initiatives that elevate service quality and business performance. A key focus of the position is attracting, developing, and retaining top talent within Sales and Client Management, including providing ongoing coaching, performance management, and professional growth opportunities to maximize team effectiveness and results.

Requirements

Bachelors degree or equivalent business experience required
5+ years experience in the insurance or financial services related industry required
Market development experience required
Strategic thinker and able to quickly pivot to tactical execution through others
Full understanding of employee benefits insurance underwriting and risk concepts
Ability to manage a diverse group of individuals
Excellent presentation and oral/written communication skills
Track record of success in a highly charged, fast paced and complex work environment
Ability to generate creative ideas and drive solutions
Effective relationship management/conflict management skills
Highly persuasive, ability to influence and gain consensus
Must possess a positive professional company image to external customers
Ability to travel as needed

Nice To Haves

Sales experience preferred but not required

Responsibilities

Achievement of all goals through enhanced client experience, quality sales and client management execution
Operates with an external view – understands markets, competitors, customers, legislation, etc. and leverages that knowledge to identify revenue opportunities and drive growth
Responsible for profitable sales and block growth in all assigned lines of business
Delivers revenue results (sales, client growth and profitability) with positive client satisfaction and retention results
Forges productive relationships with brokers, clients, distribution partners and key internal partners
Accountable for driving key Client Manager activities (e.g. Client visits, Opportunity development and management) and assessing the quality of those activities with the objective of enhancing performance through effective coaching
Leads the development and execution of locally delivered revenue growth, enrollment and client development strategies
Identifies potential opportunities with in-force clients and guides/supports the Core Market Team (Sales Reps, Client Manager’s and Marketing Consultants) to deliver revenue.
Coaches for effectiveness on executing at the case level.
Ensures a consistent and efficient customer acquisition process from sales through service
Manages and measures activity, close ratios, and pricing pools
Operational accountabilities such as pool management and renewal program management
Owns, supports and drives the adoption and consistent utilization of key strategic, operational and technology related initiatives (i.e., Salesorce.com) across all Core Rep and Client Management roles and resources in their respective office
Accountable for management/coordination of all Marketing Consultant activities in support of Core Market Teams
Accountable for coordination of all Sales Support Coordinator activities in support of the Office
Office leadership and partnership with Managing Director, Sales and Client Management and colleague Director, Market Development
Visibility in the marketplace – direct accountability for key broker/customer relationships.
Ensures staffing levels are in line with the staffing plan; ongoing recruiting at colleges, diverse organizations etc. to create and maintain bench strength
Builds and maintains effective partnerships with key HO partners
Builds and maintains an office work environment that is aligned with Unum's vision and values resulting in the retention of high performing talent
Actively engages in regional and national efforts to improve company performance beyond their own office results
Positions the office for long term success through efforts focused on customer, broker and office investments
Manages expenses
Manages an integrated team of Sales Reps, Client Managers and Marketing Consultants (Core Market Team)
Commitment to attracting and retaining a diverse applicant pool
Builds followership among the team and the office in general
Equally adept at coaching and developing all team members while also motivating the team to achieve goals
Addresses performance management issues with team members in a constructive and timely manner
Manages and coaches Sales Rep Trainees and Client Manager Associates
May perform other duties as assigned