Director Of Market Development, Sales & Client Management - San Francisco

Job Posting End Date: March 01
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
• 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

*All the benefits listed above are subject to the terms of their individual Plans.
And that's just the beginning...
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:
Key responsibilities include:
• In partnership with office leadership, this individual is responsible for the achievement of all goals through enhanced client experience, quality sales and Client Management execution
• Attraction, development, retention and performance management of individuals in Sales and Client Management
Principal Duties and Responsibilities

• Achievement of all goals through enhanced client experience, quality sales and Client Management execution
• Operates with an external view - understands markets, competitors, customers, legislation, etc. and leverages that knowledge to identify revenue opportunities and drive growth
• Responsible for profitable sales and block growth in all assigned lines of business
• Delivers revenue results (sales, client growth and profitability) with positive client satisfaction and retention results
• Forges productive relationships with brokers, clients, distribution partners and key internal partners
• Accountable for driving key Client Manager activities (e.g. Client visits, Opportunity development and management) and assessing the quality of those activities with the objective of enhancing performance through effective coaching
• Leads the development and execution of locally delivered revenue growth, enrollment and client development strategies
• Identifies potential opportunities with in-force clients and guides/supports the Core Market Team (Sales Reps, Client Manager's and Marketing Consultants) to deliver revenue. Coaches for effectiveness on executing at the case level.
• Ensures a consistent and efficient customer acquisition process from sales through service
• Manages and measures activity, close ratios, and pricing pools
  • Operational accountabilities such as pool management and renewal program management
  • Owns, supports and drives the adoption and consistent utilization of key strategic, operational and technology related initiatives (i.e., Salesorce.com) across all Core Rep and Client Management roles and resources in their respective office
• Accountable for management/coordination of all Marketing Consultant activities in support of Core Market Teams
• Accountable for coordination of all Sales Support Coordinator activities in support of the Office
• Office leadership and partnership with Managing Director, Sales and Client Management and colleague Director, Market Development
• Visibility in the marketplace - direct accountability for key broker/customer relationships.
• Ensures staffing levels are in line with the staffing plan; ongoing recruiting at colleges, diverse organizations etc. to create and maintain bench strength
• Builds and maintains effective partnerships with key HO partners
• Builds and maintains an office work environment that is aligned with Unum's vision and values resulting in the retention of high performing talent
• Actively engages in regional and national efforts to improve company performance beyond their own office results
• Positions the office for long term success through efforts focused on customer, broker and office investments
• Manages expenses
• Manages an integrated team of Sales Reps, Client Managers and Marketing Consultants (Core Market Team)
• Commitment to attracting and retaining a diverse applicant pool
• Builds followership among the team and the office in general
• Equally adept at coaching and developing all team members while also motivating the team to achieve goals
• Addresses performance management issues with team members in a constructive and timely manner
• Manages and coaches Sales Rep Trainees and Client Manager Associates
• May perform other duties as assigned

Job Specifications

• Bachelors degree or equivalent business experience required
• 5+ years experience in the insurance or financial services related industry required
• Market development experience required
• Sales experience preferred but not required
• Licensed to solicit insurance in the states within assigned territory
• Strategic thinker and able to quickly pivot to tactical execution through others
• Full understanding of employee benefits insurance underwriting and risk concepts
• Ability to manage a diverse group of individuals
• Excellent presentation and oral/written communication skills
• Track record of success in a highly charged, fast paced and complex work environment
• Ability to generate creative ideas and drive solutions
• Effective relationship management/conflict management skills
• Highly persuasive, ability to influence and gain consensus
• Must possess a positive professional company image to external customers
• Ability to travel as needed

Unum and Colonial Life are part of Unum Group, a Fortune 500 company and leading provider of employee benefits to companies worldwide. Headquartered in Chattanooga, TN, with international offices in Ireland, Poland and the UK, Unum also has significant operations in Portland, ME, and Baton Rouge, LA - plus over 35 US field offices. Colonial Life is headquartered in Columbia, SC, with over 40 field offices nationwide.
Fully and partially leveraged roles are paid pursuant to a uniformly applied sales compensation plan. For partially leveraged roles, a starting salary or salary range will be listed in the above job description. If salary information is not listed in the job description above, compensation is based solely on commissions.
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), 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.
Company:
Unum