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