Position Details
- Job Title: Sales Consultant
- Department: Employee Benefits
- Division: Emerging Markets
- Reports To: Director of Employee Benefits
Position Description
The Strategic Accounts Sales Consultant is responsible for identifying new clients, initiating new client relationships, and driving revenue growth in our small to mid-size employer market (1-99 employees). This position serves as the point person in the sales process, managing efforts from prospect to sale in order to meet moderate revenue goals. The Sales Consultant is to quarterback all sales efforts, as well as the renewal process for accounts credited to their name.
Primary Responsibilities & Duties
- Achieve new business goals on an annualized basis based on our target markets and cross selling strategies.
- Develop and maintain a robust pipeline of qualified prospects in a geographic territory that includes but is not limited to, Western PA, Central PA, West Virginia, and Eastern Ohio
- Manage the execution of new business contracts.
- Manage lifecycle of sales process for employee benefits insurance prospects
- Generate leads through prospect research, personal relationships, centers of influence, client referrals, social selling, and networking.
- Qualify prospects based on Henderson Brothers sales discovery guidelines
- Develop and present proposals and lead sales presentations based upon effective discovery and a consultative selling approach
- Maintain accurate records of sales processes in internal CRM
- Seek and strategize cross-sale opportunities from all departments
- All other duties as assigned
Position-specific Competencies
HBI Competencies
- Integrity: Conducts business with the utmost moral decency. A trusted advisor who displays the highest standard of ethics.
- Heroic Service: White glove approach to client service and satisfaction. Can anticipate needs, and consistently exceeds expectations.
- Teamwork: Works well with others towards a shared goal. Actively participates, shares responsibilities and rewards, and contributes to the effectiveness of the group.
- Kindness: Shows concern and consideration for others. Is generous with time, talent, and overall possess a willingness to help.
Qualifications
- 3+ years of successful Employee Benefits sales experience required
- Life, Health, and Accident agency license required prior to hire
- Bachelor’s degree preferred
- Strong working knowledge of employee benefits insurance principles and practices
- Excellent professional communication skills such as listening, speaking, and writing
- Demonstrated ability to manage multiple tasks and work efficiently under pressure
- Ability to work effectively in a team atmosphere
- Proficient in office technology, such as Microsoft Office products
Work Environment
- Local travel is approximately 3-4 times per week with national travel 3-4 times per year.
While performing the responsibilities of the job, these work environment characteristics are representative of the environment the job holder will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job.
EEO Statement
Henderson Brothers supports workplace diversity and does not discriminate on the basis of race, color, religion, gender identity or expression, national origin, age, military service eligibility, veteran status, sexual orientation, marital status, physical or mental disability, or any other protected class.