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Business Development Opportunity in Insurance Industry
Business Development Associate, Highland Capital Brokerage
Location: Birmingham, AL/ Remote
Type: Full Time
Summary:
We currently have an opening for a Business Development Associateat Highland Capital Brokerage. This position may be a remote position or work in one of our brick-and-mortar offices throughout the country as a part of a highly collaborative team.
The Business Development Associate (BDA) acts as a primary support partner for assigned Signature Vice Presidents. The BDA is focused on deepening relationships and maximizing the opportunities from the VPs he/ she partners with. BDAs work with their assigned VPs to provide presale assistance including case design, product selection, illustrations, application fulfillment, producer training, etc. They also proactively provide sales ideas via outbound communications, nurturing relationships, and delivering organizational assistance to enhance the volume and efficiency of the business pipeline. The BDA is the first in line if their partner VPs are unavailable and must be able to provide the same assistance and guidance as a VP would.
The Business Development Associate must be a team player with strong communication skills and an ability to work both independently and collaboratively with others. The role often requires interaction with other job families as BDAs are called upon to marshal resources available from elsewhere within Highland's national enterprise. Signature VPs may rely on their BDAs to perform a variety of different tasks for different customers, so organizational skills and a diversity of strengths are key. Equally as important is a sense of urgency and attention to detail to ensure services provided are prompt, accurate and meet all required compliance and Service Level Agreements guidelines. BDAs must possess strong written and verbal communication skills in order to provide pertinent information on product recommendations, explanations as to why recommendations were made, as well as guidance regarding the application process, and strategies on how Highland can best support the producer.
Responsibilities:
- Work with Signature VPs to understand the needs of their top brokers.
- Establish credibility and build rapport with key stakeholders (including producers, back offices, internal counterparts, carrier and strategic partner resources, and Highland associates from other job families) by providing best in class service while assisting advisors in selecting the carriers and products that will best meet their clients' needs.
- Proactively identify opportunities by making outbound calls to educate the field as well as potential and existing producers on new products and planning initiatives that will help them grow sales.
- Use communication skills to pinpoint the client needs and deliver a customized solution and alternatives to internal Highland VPs and/or external advisors that consider client objectives, known health history, special funding alternatives, information about competition, carrier specific strengths, etc.
- Use proprietary and third-party software solutions to produce life insurance illustrations, revisions, and sales presentations that are both timely and accurate.
- Follow-up with stakeholders to determine if illustrations meet their needs and also to help complete the sale or inquire about additional current opportunities.
- Solid life insurance product knowledge with the ability to explain competitive product landscape, basic sales concepts, field underwriting, e-solutions, and other resources available at Highland in a clear and concise manner, either in writing or verbally.
- Schedule and execute meaningful virtual presentations to drive customer engagement.
- Analyze In-Force details including status, conversion credits, current values, premium schedule, etc. to describe the current disposition of a policy and present alternative solutions.
- Provide training, assistance, and promotion to producers, staff, and Sales Vice Presidents in utilizing the resources available through Highland
- Download and forward marketing materials and necessary forms as requested.
- Create and send DocuSign envelopes to electronically collect signatures from clients and/or producers.
- Streamline the application process by prefilling applications and noting for signature, offering to start electronic applications, and assisting institutional FAs with firm-specific compliance requirements where needed.
- Maintain broad knowledge of life insurance product landscape as it pertains to available products, carrier illustration software, marketing resources, sales ideas. Stays current on the competitive marketplace by participating in educational opportunities, attending webinars, etc.
- Receive signed applications from the field and review for high-level accuracy before forwarding to New Business for processing
- Log all activity - illustrations, calls, meetings, etc. - into CRM system per established HCB guidelines and procedures.
- Store illustrations in a manner consistent with established protocols maintained throughout the enterprise.
- All other duties as assigned
Education Requirements:
- H.S. Diploma or equivalent (GED) required
- Bachelor's degree or equivalent financial industry experience
Basic Requirements:
The ideal candidate will be detail oriented, organized, creative, proactive, and thrive in dynamic and fast-paced environments.
- 3 or more years sales/sales support experience in life Insurance environment
- Multi carrier insurance product experience
- Demonstrated experience with illustration software (e.g., Winflex, Ensights, Carrier specific is preferred)
- High sense of urgency; Capacity to prioritize workload and work in a fast-paced environment
- Flexible and professional demeanor
Preferred Requirements:
- Life Insurance License
- FINRA SIE, Series 6/7 and 63 License
- Industry designations, including CLU, CHFC, and CFP
