Senior Small Business Development Representative

The Hartford•Hartford, CT

2d•Hybrid

About The Position

This role sits within the Small Business New Business Development Team and plays a key role in driving growth by improving win rates on consolidation quotes. Through proactive sales strategies, deep agent engagement, and close collaboration across Consolidation, Sales, and Underwriting, this position directly contributes to business expansion.

Requirements

2+ years of experience in sales or sales support in a commercial insurance environment is required.
Ability to learn and apply Small Business products, underwriting appetite, pricing concepts, and consolidation sales strategies through training and on‑the‑job experience.
Comfortable working in Microsoft tools, including Outlook, Excel, Teams, and shared documentation platforms, to organize work, track activity, and manage a sales pipeline.
Willingness and ability to use AI‑enabled tools and data insights to prioritize opportunities, support outreach, and improve sales execution.
Strong organizational skills with the ability to manage multiple active opportunities, maintain disciplined contact cadences, and ensure consistent follow‑through.
Sales‑driven mindset with a focus on agent engagement, opportunity progression, and delivering measurable results.
Demonstrated ownership and accountability for outcomes, including follow‑through on commitments and timely escalation of issues.
Strong written and verbal communication skills with the ability to influence agents and work effectively with internal partners.
Ability to operate in a fast‑paced, evolving environment while maintaining accuracy and structure.

Nice To Haves

Experience with Salesforce or similar CRM tools preferred, with the ability to learn and effectively use CRM systems to manage opportunities, document activity, and support sales outcomes.

Responsibilities

Drive sales activity on consolidation quotes by engaging agents through outbound phone and email outreach to advance quoted opportunities toward placement.
Execute outreach aligned to Consolidation and Small Business Unit design, as well as The Hartford (HIG) and agency parameters.
Manage contact timing and frequency based on quote maturity, premium size, and additional needs surfaced through agent discussions.
Review consolidation quotes prepared by the Consolidation team to understand coverage, pricing position, and competitive considerations prior to agent engagement.
Identify Account Executives with multiple policies that should be addressed through a coordinated sales conversation to improve consolidation outcomes.
Prepare for agent conversations by evaluating selling points, coverage differentiators, payroll billing considerations, My Account features, and other value elements to support sales discussions beyond price.
Answer coverage and appetite questions and reinforce Hartford appetite boundaries across Standard Products, Global Specialty, Excess & Surplus, and Flex offerings.
Engage agency partners directly to confirm intent, overcome objections, and move consolidation quotes to placement.
Request pricing adjustments when needed by coordinating with Underwriting and internal partners to support closing activity.
Communicate agent feedback to Partner Managers and Underwriting when business does not move forward, including clearly documenting reasons for lost opportunities.
Track, organize, and manage consolidation sales activity using CRM and calendaring tools, including engagement status, next steps, and outreach cadence, to ensure strong pipeline management, visibility, and consistent execution.
Achieve established sales performance expectations tied to consolidation engagement, wins and successful transition to HIG.
Demonstrate ownership of results by proactively identifying and addressing barriers that prevent opportunities from closing.
Support additional sales initiatives as needed, including Book Quoting Commitments and large account activity.