Sales Producer

About the role

Wellfleet, a Berkshire Hathaway company, delivers customer-centric accident and health insurance, with quality service and uncompromising ethics. Wellfleet works to protect people against risk throughout every stage of life – from grade school to college to the workplace. Founded in 1993 as Consolidated Health Plans (CHP), Wellfleet, headquartered in Springfield, Mass., is one of the nation's leading providers of health and accident insurance products to the higher education market.

Responsibilities

• Be accountable for identifying and closing opportunities to acquire new student health insurance clients and to promote Wellfleet value product to market
• Establish and build relationships with key decision makers who contribute/influence institutional buying practices
• Identify and direct necessary marketing support to provide relevant industry updates and value prop dissemination
• Be a liaison with internal account management teams to support effective client satisfaction, deliverable accountability, and positive impression/satisfaction with Wellfleet brand
• Ensure that Wellfleet products are competitively positioned based on client requests and expectations
• Work with Underwriting team to ensure product/service requirements are clearly understood, relevant claims information has been obtained, requested nuances are documented and accounted for, and marketplace competition positions are anticipated
• Through all distribution channels within his/her assigned area(s); assists with the development of strategies and plans to grow the business; develops selling models to optimize sales results
• Create and maintain a business plan within the assigned territory based on the customers' likely requirements; drives the pipeline and revenue goals for accounts within scope of responsibility to meet and ultimately exceed growth goals
• Assess short-term and long-term market potential by understanding Wellfleet's current market position within each product line while identifying, defining, and communicating reasons for Wellfleet fit with target market demographic
• Understand the clients' product and service issues/needs and works with sales and product leadership to align Wellfleet's product development, case set-up, underwriting and other internal resources and services to meet the clients' needs
• Professionally manages the sales pipeline in collaboration with sales operations by strategically monitoring health and tracking top pursuits
• Develop and maintain a holistic view of Wellfleet's offerings and competitor and market conditions within the assigned area and identifies account segment opportunities
• Consistently gather and provide market intelligence regarding national and local market activity. This would include information on all aspects of competitors, customer wants and needs and emerging industry/segment trends. Compile statistics, evaluates data, forms conclusions and presents recommendations to leadership in several areas; stays ahead of the curve on technical product related knowledge and general sales techniques and trends; prepares summaries of important trends for leadership; proactively consults with and influences a variety of constituents based on strategies and actual performance
• Develop, execute, and monitor a Sales and Service business plan consistent with the overall strategy and objectives for revenue, sales, persistency, and earnings with a sound development of internal and external relationships resulting in excellent work outcomes
• Perform other duties as assigned

Requirements

• Bachelor's Degree in business or related field and a minimum of 5 years relevant sales experience or equivalent combination of education and experience
• Demonstrated ability to create and collaborate to develop long term strategic client acquisitions
• Knowledge of health and accident insurance; knowledge in higher education a plus
• Familiarity with public and private higher education purchasing practices, formal bid protocols, centers of influence on decision making, and networking avenues through local and national conferences, seminars, and industry events
• Insurance Licensed
• Excellent presentation/public speaking skills
• Superior verbal and written communication skills
• Ability to travel nationally to target markets

Benefits

• Life, health and dental insurance
• Vision insurance
• 401K retirement plan
• Short- and long-term disability coverage
• Flexible/dependent care spending account
• Tuition reimbursement
• Business casual dress

Pay

The annual gross base salary range is $75,000 to $100,000. This position is also eligible for a Variable Incentive Compensation (VIC) plan.