IDI Strategic Market Development Consultant

Strategic Market Development Consultant

When you join the team at Unum, you become part of an organization committed to helping you thrive.

Here, we work to provide the employee benefits and service solutions that enable employees at our client companies to thrive throughout life's moments. And this starts with ensuring that every one of our team members enjoys opportunities to succeed both professionally and personally. To enable this, we provide:

• Award-winning culture
• Inclusion and diversity as a priority
• Performance Based Incentive Plans
• Competitive benefits package that includes: Health, Vision, Dental, Short & Long-Term Disability
• Generous PTO (including paid time to volunteer!)
• Up to 9.5% 401(k) employer contribution
• Mental health support
• Career advancement opportunities
• Student loan repayment options
• Tuition reimbursement
• Flexible work environments

With 10,000 employees helping more than 39 million people worldwide, every role at Unum is meaningful and impacts the lives of our customers. Whether you're directly supporting a growing family, or developing online tools to help navigate a difficult loss, customers are counting on the combined talents of our entire team. Help us help others, and join Team Unum today!

General Summary

This position is responsible for the strategic analysis of sales data and market trends within assigned offices, reps and territories. Through this analysis the Strategic Market Development Consultant (SMC) will conduct targeted broker and customer prospecting initiatives to increase Broker adoption of IDI. This role provides a planful approach for introducing and supplementing initiatives to provide sales growth through Field Sales and Client Managers. Working closely with Market Development Specialists and Executive Benefit Reps, the SMC will assist with creating attainable business plans as well as providing consultative feedback and suggestions for helping to meet their sales objectives while factoring in overall IDI Business Operations objectives. In addition, the role will provide process training for new reps and assist with pre-sale materials to help Executive Benefit Reps achieve sales goals. This role will utilize a customized sales office approach, where strategies cater to the needs of the office and regional demographic to drive implementation and adoption at the local sales office level. This role will partner closely with the National Sales Practice and Broker Franchise Development areas. This position requires a balance between driving the IDI Operation's business objectives and influencing the IDI sales organization. The role will bridge the gap between Field Sales and Operations, focusing on the implementation of sales programs and initiatives in conjunction with the National Sales Practice to meet the market demands within the specified sales demographic.

Primary Duties & Accountabilities

• Partner with Home Office team members, Sales Management, Broker Franchise Development & Executive Benefits Sales Reps to drive IDI sales through leveraging the group inforce block, new sales and through broker and customer programs based on local market dynamics.
• Assess local office capabilities and engage teams as necessary to ensure consistent execution and results across all markets using a variety of business intelligence and external trends.
• Leverage business intelligence including industry segmentation, trend analysis, in-depth broker analysis, employer prospecting, etc. to drive premium growth.
• Partner with client managers, marketing consultants and field sales and service leadership to communicate and train field constituents on Market Development programs and strategies.
• Assist Home Office partners in building a library of marketing materials to help build efficiency and consistency of external material being distributed to brokers, plan administrators and employees.
• Assist EB Reps with pre-sale process for cases, acting as liaison between CDUW, Quote IDI and Broker to facilitate proposal and rates getting to broker.
• Serve as out of office contact for assigned EB Reps.
• Provide real time field feedback to Operations areas on needed enhancements.
• Participate in Broker meetings and regular calls with sales and service teams to accelerate and maintain focus, communicate results and solicit input on initiatives and strategies.
• Attend Executive Benefits Rep Study groups to share best practices and listen for opportunities to drive sales across the regions.
• Monitor sales goals at the office and rep level and suggest action where appropriate may be taken.
• Represent Market Development as a Subject Matter Expert and conduct training as appropriate.
• Support Broker Development Strategy and maintain repeat IDI broker base with a goal of retaining brokers after program completion.
• Provide data to assist Market Development Director and National Sales Leaders with setting Executive Benefit Rep sales goals.
• Support Broker Franchise Development to expand distribution.
• Assists in the creation and execution of new technology to help create efficiencies on the team.
• May perform other duties as assigned.

Job Specifications

• Bachelor's degree preferred or equivalent, relevant business experience.
• Minimum of 5 years of experience in a sales, marketing or service environment, preferably in the insurance industry.
• Excellent relationship building skills and the ability to foster a team environment.
• Excellent attention to detail and ability to analyze raw data and detailed sales reports
• Knowledge of basic principles and practices of individual disability insurance.
• Operates with a sense of urgency for all pre-sale activities.
• Strong presentation skills; able to create and deliver presentations.
• Proven ability to deliver timely results and manage multiple priorities.
• High level of organization, implementation, execution and project management skills.
• Excellent negotiation and collaboration skills.
• Strong ability to think and implement strategically and tactically.
• Superior ability to communicate, influence and interact effectively at all levels of the organization.
• Solid Microsoft Excel, PowerPoint, Word, Publisher skills and Salesforce.com.
• Meets the standards for this position, as defined in the Talent Management framework.

Company: Unum

Unum is an equal opportunity employer, considering all qualified applicants and employees for hiring, placement, and advancement, without regard to a person's race, color, religion, national origin, age, genetic information, military status, gender, sexual orientation, gender identity or expression, disability, or protected veteran status.

The base salary range for applicants for this position is listed below. Unless actual salary is indicated above in the job description, actual pay will be based on skill, geographical location and experience. $63,500.00-$120,000.00

Additionally, Unum offers a portfolio of benefits and rewards that are competitive and comprehensive including healthcare benefits (health, vision, dental), insurance benefits (short & long-term disability), performance-based incentive plans, paid time off, and a 401(k) retirement plan with an employer match up to 5% and an additional 4.5% contribution whether you contribute to the plan or not. All benefits are subject to the terms and conditions of individual Plans.