Regional Account Executive (multiple locations available)

ReEmployAbility, Inc•Brandon, FL

About The Position

The primary focus of the Account Executive is to seek out and secure new business opportunities. Manages sales process & accounts within an assigned sales territory, pursuing prospects of all types (Employer, Carrier, TPA, SIG, Captive), handling prospects with high volume-potential, or high profile, a complex decision-making process, or requirement of onsite visits.

Requirements

Avid prospector, constantly looking for new business opportunities via cold calling, emails, social media and other creative means.
Must possess excellent customer service skills. Have the ability to listen and understand customer needs/wants to ensure the best experience with using the Transition2Work program.
Must have the ability to establish relationships across diverse perspectives.
Manage different points of view and find common ground.
Knowledge of sales processes, strategies and tactics.
Can speak influentially. Keep others updated with appropriate details and context.
Gather and analyze data to anticipate potential issues/obstacles. Recommend and provide creative solutions.
Proficient in Customer Relationship Management (CRM) and Microsoft Office applications.
Strong knowledge of the principles, terminology, and practices of Workers’ Compensation claims and risk management.
High level of ethics, professionalism, and confidence.
Strong analytical skills and attention to detail.
Excellent presentation, written, and communication skills.
High level of interpersonal skills to handle sensitive, confidential situations and documentation.
Must be able to multitask, prioritize and meet deadlines with short notice.
Accountable and punctual.
Flexible and adaptable to change.
Problem solving and critical thinking skills.
Self-motivated individual and entrepreneurial.
Build and maintain professional relationships.
The ability to work and comply with all EEOC rules collaboratively, respectfully and to accepting constructive criticism from management with dignity and respect.
Successfully pass background check.
5+ years of demonstrated successful sales experience.
5+ years experience in the workers’ compensation industry.
High School Diploma or equivalent.

Responsibilities

Generates leads from proactive prospecting calls & emails, networking, business referrals, conference booth visitors, events, marketing lists, networking & research.
Handles all inbound Carrier, TPA, SIG, and Captive Group program inquiries.
On occasion, may work with inbound employer leads based on the prospect’s characteristics.
Conducts research to identify leads, account records, appropriate industry and size, company point of contact and decision maker.
Makes initial phone contact with potential client to determine needs, company fit, volume potential and identifies carrier & states with exposure.
Completes all discovery meetings.
Presents proposal & program in person or via phone/webinar; Handles objections and gains commitment.
Coordinates scheduling of implementation with Account Managers.
On occasion, may assists Account Managers with implementation presentations.
Follows-up to gain first referral, address questions and objections, complete post sell steps and drive additional referrals.
Work with the Account Managers and other Outside Sales representatives to retain existing clients and pursue opportunities to win back lost clients, expand existing client volume, and cross-sell additional services.
Supports company’s retention efforts by providing ongoing account management, training, and educational sessions in person.