Director, Market Development

Job Posting End Date: August 27

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