Regional Sales Executive

Job Description

TITLE:    Regional Sales Executive

DEPARTMENT:  Business Development

REPORTS TO:  Senior Vice President, Business Development

STATUS:               Regular, full-time, exempt

SUMMARY OF JOB PURPOSE:
The Regional Sales Executive is responsible for the sale of Engle Martin’s business products and services in a specified region or geographical area.  The incumbent provides ongoing support to distribute and sell the Company’s product and service to new and/or existing clients. Collaborates effectively with the sales and marketing teams.  The incumbent effectively facilitates Engle Martin achieving its client growth and retention goals, increasing market share, and maintain its prominent and favorable industry reputation.

*This is a field position in the NYC metro market*

PRIMARY JOB RESPONSIBILITIES:

• Develops regional sales plans to accommodate corporate goals.
• Is visible in their assigned territory to include insurance claims leaders, claims examiners, brokers, MGAs, agents, and others that drive business to the organization.
• Coordinates sales proposals (RFP) and manages formal and informal presentations of our service offerings.
• Performs regular cold calling of prospects. Follows up with appointed warm sales prospects from other Business Development team members, the SVP of Business Development, and from marketing team campaigns and advertisements.
• Analyzes, manages and controls expenditures within assigned budgetary requirements.
• Reviews market analyses to determine customer needs, price schedules and discount rates upon approval from SVP, Business Development.
• Enhances lead generation and revenue opportunities through channel distribution efforts and works within designated sales territories.
• Leverages sales statistics and CRM to formulate strategy in the up-sale alongside cross-selling products and services. Identifies subject matter experts to assist in the close of sale, if necessary.
• Keeps Key Account owners that they support updated on all activities to increase share of wallet.
• Prepare periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion. Tracks and notates all sales related activity within company’ CRM tool with information such as cold calls, conferences, new wins, prospects, leads, value, lost business, compliments or complaints.
• Maintains renewals for existing book of business. Reviews pricing schedules and client instructions to provide during the execution process for the claims administration team.
• Gathers intelligence in the off-boarding process to communicate with internal teams. Assists in delivering client instructions and onboarding efforts of new accounts.
• Keeps abreast of all products and services offered within EMA and other general information of interest to customers. Monitors and evaluates the activities and products of the competition.
• Represents company at trade association meetings to promote products and services.
• Delivers sales presentations to key clients and prospects in designated territories. Meets with key clients on a regular basis, assisting other peer sales representatives with maintaining relationships and negotiating and closing deals.
• Maintains regular existing customer base and is in direct interaction. Stays abreast of personnel movement in customer base. Understands vision and customer goals to align our products and services with the customer’s product. Promotes strategic partnerships that align with the future goals of customers.
• Understands the ‘share of the wallet’ and the distribution of negotiated work and spend in our space. Maintains awareness of how much business is provided to EMA versus our direct competitors.
• Acts as the liaison into the EMA environment on behalf of the client for areas of concern, complaints or issue experienced by the valued partner/customer. Acts as the point of contact and face of the company.
• Establishes and maintains strong working relationships with existing and prospective clients; addresses client needs and directs problem resolution as necessary.
• Functions as an effective member of the team, assisting co-workers as needed and learning from colleagues and supervisors; supports the goals of the region, division, and organization; participates in special assignments and activities as required or approved; demonstrates initiative in the interest of Engle Martin and its customers.
• Upholds the values of Engle Martin & Associates and the culture espoused by The EM Way, consistently demonstrating professionalism, integrity and the highest standards of ethical behavior and professional conduct; conducts oneself in a manner that reflects favorably on the organization. Maintains the confidentiality of proprietary and sensitive information, exercising sound judgment and discretion in any disclosure of information related to EMA and its endeavors.
• Adheres to all applicable State Insurance Regulation requirements and other applicable laws, regulations, and standards; assumes personal responsibility for maintaining the requisite state license for the state(s) assigned.
   

QUALIFICATIONS:
Demonstrates thorough skill set in, or demonstrates ability to quickly master, a variety of office software, including MicroSoft Office Suite (including, but not necessarily limited to Word, Excel, PowerPoint, Outlook, Publisher, SharePoint, and Access), internet communication tools, Adobe, Riskmaster, DT& E, and SalesLogix.  Skilled in use of internet for business research purposes; excellent transcription and keyboarding skills (including speed and accuracy); sound written and oral business communication skills, including formatting and preparation of memoranda, letters, and reports; basic mathematical skills; diplomacy; fine and gross motor skills, as well as mental requirements, to operate of standard office equipment, including personal computer, multi-line office telephone system and wireless communication and computing devices, photocopiers and scanning devices, audio visual equipment, and other routine equipment; time management, prioritization, and organizing skills; excellent interpersonal, customer service, and problem-solving skills;  demonstrates teamwork, compassion, and respect toward others in keeping with the EM Way, as well as integrity, accountability and adherence to standards of ethical behavior and professional conduct, open and honest communication, and a commitment to continuous improvement and professional development.  

WORKING CONDITIONS:
Work is generally performed in a typical office environment, with limited exposure to harsh weather conditions, loud internal or external noise, fumes, or significant temperature changes.

PHYSICAL ACTIVITIES AND REQUIREMENTS:
Work can involve lifting and carrying up to 10 - 20 lbs.; frequent standing, sitting, walking, bending, and reaching; occasional kneeling and stooping; operating office equipment; periodic driving likely; visual acuity to prepare, read, and organize detailed hard copy and electronic documents; ability to speak and to hear the spoken word in normal face-to-face, telephonic, and web-based business communications. Frequent travel in a work capacity within designated territories, including occasional evening, overnight, and weekend hours.  Willingness to accommodate occasional meetings and work activities that may be scheduled after normal daytime business hours.