Premier Client Consultant

Unum•Columbia, SC

20h

About The Position

This position is responsible for partnering with the sales organization to support the acquisition strategy for new commercial accounts with 500 or more eligible employees. This includes guiding and consulting on the sales process from prospecting through discovery, business assessment, and negotiation of terms of the sales opportunity for the customer/company. This position manages the single point of entry for large account sales opportunities and is accountable for ensuring those opportunities are assessed from a balanced view of sales, underwriting risk, business risk, and business investment. This position has a strong partnership with all levels of sales management in the execution of the large case strategies. This position is also responsible for supporting a pro-active large case strategy for the territories supported. While this position must have a high degree of organizational credibility, the field should view them as an objective sales advocate. This position must be able to effectively represent Colonial Life in joint sales presentations, customer calls, and broker calls with the field.

Requirements

Knowledge of voluntary benefits business and large case enrollment strategies from end to end
5+ years of experience with sales and/or national accounts
4 year college degree
Good at identifying and qualifying national account prospects, telling our story, and assisting in closing
Solid skills to manage the sales force through the sales process
Professional image and behavior in various settings including the client arena
Good at documenting, communicating and following through on critical issues and key decisions (good at “taking the order” and packaging the deal)
Good consultative skills
Good questioning and listening skills around needs
Good at positioning products and services around needs
Good at proposing appropriate solutions
Strong negotiator- firm and assertive yet diplomatic
“Boardroom Presence” - charismatic/presents good image, good with this level of decision maker, good on their feet, good at presenting in the client’s language
Organizational credibility
Some travel required (30%)

Responsibilities

Responsible for partnering with the sales organization to acquire new national accounts (commercial and public sector accounts with more than 500 eligible employees).
Lead cross-functional areas during the sales development phase to evaluate and document expectations and ensure a smooth handoff for case implementation.
Actively participate in the discovery process using current and established guidelines to deliver an optimal sales outcome for the customer, the sales organization, and the company
Provide a single point of entry for the sales organization for prospective national account opportunities
Provide home office sales support in the field for premier account prospects
Support internal and external customer visits for prospective new national accounts, brokers and marketing alliance partners
Responsible for assessment and development of recommendations to improve our competitive position in the 500+ customer segment.
Responsible for developing training initiatives for large case talent in the territories supported with class room training & joint field work to court brokers/accounts
Identify target broker through market research
This position will have geographic responsibility for supporting specific sales territories across the country.
Performs other duties as assigned.