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Enterprise Sales Executive - focus large insurance brokers

Company: Patra Corp
Location: Newark
Posted on: May 19, 2019

Job Description:

The Enterprise Sales Executive role is highly process-oriented and well connected in selling services and technology in the insurance brokerage industry along with BPO experience. Role will work in results versus quota driven environment, focused on the large and very large insurance broker segment in the Eastern US. Candidate will possess knowledge and understanding of business dynamics, vernacular of insurance brokers, and record of sales achievement reflecting goals and quotas, which are consistently exceeded, knowledge of the complex sales cycle, and associate decision-making process. Individual will need to be a motivated self-starter with strong communication skills, have the ability to present to a variety of audiences, and work in a decentralized organization.

Core Duties

* Drive sales and achieve/exceed sales goals and quotas within designated market
* Use enterprise insurance experience and understanding of insurance broker industry and challenges they face in engaging with clients/prospects
* Manage, prioritize, and maintain high value opportunities in CRM tool while building a well-balanced pipeline
* Discuss, present, and fully understand services and technology offered to enterprise clients/prospects
* Defend pricing structure and value in a competitive market place where competition could be third party, has internal control, and/or multiple decision-makers
* Identify, develop, and structure enterprise proposals as well as enterprise contracts and statements of work (SOWs)
* Actively participate in sales meetings, sales cycles, understand the stages and pipeline, and basic metrics
* Establish and maintain strong and positive relationships with the sales team and throughout the organization as well as with C-suite clients / prospects
* Engage subject matter experts and include them in discussions with clients/prospects throughout the sales process
* Bring innovation and new ideas to the sales process to help increase our growth in acquiring new customers and adding new services to existing clients
* Stays abreast and maintain detailed knowledge of current market conditions and technical knowledge in the insurance broker industry
* Other duties as assigned

Minimum Requirements - Education and Experience

* 10 to 15+ years of Sales Experience in the Insurance Broker Industry
* BPO Experience
* Bachelor's degree
* Active Property & Casualty and/or Life & Health Insurance License(s) a plus

Knowledge, Skills, and Abilities

* Solid enterprise sales experience with C-suite and selling bottoms-up to regional offices and to multiple decision-makers and influencers in the insurance brokerage industry
* BPO experience
* Strong experience and knowledge of insurance brokerage industry
* Come with a "rolodex" of industry contacts
* Work in a "land and expand" sales model in designated market segment/geography
* Knowledge of complex sales cycles and associated decision-making processes across national and/or regional footprint of locations
* Experience and discipline working in CRM Tool for opportunities and pipeline management
* Experience in contracts and SOWs
* Ability to work in a decentralized organization
* High integrity and ability to establish trust
* Excellent listening, verbal, and written communication skills
* Good computer, internet skills, and Microsoft Outlook, Excel, Word, PowerPoint
* Professional approach and demeanor

Working Conditions

* Work from Home
* Travel within the Eastern United States and occasionally outside that geographical area
* Internet speed requirements 6 mbps download and 3 mbps upload; No Satellite

Compensation

* Competitive Salary / Sales Incentive Program / Benefits / PTO

Physical Requirements*

* Constantly perform desk-based computer tasks and telephone calls
* Frequent sitting
* Frequent travel by all forms of transportation including: flying, driving, car services, trains, buses
* Occasionally stand/walk, writing by hand, lift/carry/push/pull objects that weigh 11-20 pounds
* Sort/file paperwork, rarely twist/bend/stoop/squat
* Consistent with its obligations under the law, the Patra Corp will provide reasonable accommodation to any employee with a disability who requires accommodation to perform the essential functions of his or her job.

Work Standards

* Interpersonal Skills: Demonstrates the ability to work well with Patra colleagues and clients and with external organizations
* Promotes Culture of Respect & Safety: Demonstrates commitment to personal responsibility and value for safety and respect; communicates concerns; uses and promotes safe respectful behaviors based on training and lessons learned
* Subject to and expected to comply with all applicable Patra Corp policies and procedures

Keywords: Patra Corp, Newark , Enterprise Sales Executive - focus large insurance brokers, Sales , Newark, New Jersey

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