Small Business Sales Director - Phoenix

Unum Group•Phoenix, AZ

About The Position

General Summary The Small Business Sales Director is responsible for identifying and implementing best practice sales processes and activities to assist Small Business Consultants achieve sales performance goals. The incumbent will contribute to execution of the sales objectives and strategies of the Small Business Consultant teams to attain maximum sales revenue and profitability consistent with the Unum’s objectives in the small business segment.

Requirements

Bachelor’s degree with 5+ years’ experience in sales performance management preferred.
Proven track record of personal success in sales generation and/or sales process management.
Must be strategic-minded, able to take in information from multiple sources and circumstances and formulate an overall solution or decision to resolve problems and/or offer direction to sales consultants.
Ability to build relationships with peers, cross-functional counterparts, and upper management; Committed to helping others be successful.
Skilled in uniting a team under a shared vision, collaboration, influencing and motivating each member with and without authority.
Ability to use data-driven reports to direct sales coaching sessions and empower sales consultants to take ownership of their opportunity pipelines.
Understanding of the competitive forces influencing the landscape of the insurance market and proactively deploy alternative sales strategies as appropriate.
Strong understanding of customer viewpoint and provides excellent customer service.
Experience successfully working in a metric driven environment required.
Demonstrated ability to gain the attention and respect of others.
Proven ability to make sound business decisions and deliver results.
Strong interpersonal, communication and negotiation skills – both written and verbal.
Leadership and organization skills; ability to prioritize and effectively manage time.
High capacity for work, adaptability and resilience is a must.
Expert skills on Excel, Word, PowerPoint and Outlook is essential.

Nice To Haves

Previous experience with Unum in a sales capacity or in a similar industry is preferred.

Responsibilities

Develop best practice processes & activities to support Small Business Consultants to achieve small business sales performance goals
Execute on Standard Operating Procedures, as well as manage adoption and effectiveness of those procedures, for Small Business Consultants to achieve sales efficiency and create consistency through thirty office locations
Contribute to performance of Small Business Consultants through proven coaching and development techniques
Assist Small Business Consultants with maintaining relationships, negotiating and closing deals.
Focus on developing processes and small business sales methods that meet customer requirements, establish long term relationships, and achieve highest levels of broker and customer satisfaction.
Leverage dashboards and reporting to measure progress and ensure sustained success
Partners with Unum Field office leaders to ensure alignment around maximizing overall sales results in each territory and alignment around recruiting of new talent into the SBC role and creating career path planning into other field or office roles
Responsible for recruiting and hiring Small Business Consultants in partnership with field DMDs and MDs
Responsible for planning, assigning, directing and assessing work focusing on improving close ratios and maximizing opportunities and performance
Advises management of any breakdown in communication or potential loss of sales/service, recommends options and ensures action is taken.
Continually improve Small Business Consultants process through constant examination of efficiency and close rate.
Small Business Sales Director must be based at the hub location.
Performs other related duties as assigned.