Market Development Executive

About Beam:Beam was founded in 2012 by three engineers who saw the opportunity to modernize the dental benefits industry using technology. Today, Beam Benefits is a digitally-led employee benefits company that offers dental, vision, life, disability, and supplemental health coverage. The company simplifies and modernizes the $100+ billion ancillary benefits industry through its leading dental insurance product, breadth of ancillary benefits, AI-powered underwriting, diversified distribution channels, and next generation benefits administration technologically-driven customer experience.
Joining Beam Benefits Means:-Working in a complex and dynamic business, simultaneously serving customers across employee benefits insurance product lines and growth and service channels-Collaborating with a diversely skilled team to continuously improve-Being empowered as an owner and expert-Being motivated by improving how people access employee benefits


The Role:A Market Development Executive (MDE) is a key in-market sales role at Beam, responsible for establishing and expanding as many partnerships as possible with brokerages in a territory. This starts with discovery and pursuit of new prospective brokerages and working with them to help them understand Beam's differentiators in order to expand their business. A variety of tactics (e.g. cold calling, email, web conferencing) are deployed in order to develop the relationship and educate brokers in order to work through a high volume of proposals to win new clients. The goal is to both establish a high number of broker partners as well as secure repeat business from some brokers as quickly as possible.
At a high-growth company like Beam, there is an expectation of every role to continually contribute to improve processes and best practices internally, and our data-driven approach requires a high level of organization and accuracy of sales data -- both are true for the MDE as well.
We need MDEs who can quickly learn the dental insurance business and can help lead Beam's growth in a market. A successful MDE thinks strategically and executes tactically, adapts quickly and does whatever it takes to succeed.
What You Will Bring:You consistently meet or exceed sales goals, ideally in a high growth environment. You are self-motivated with a demonstrated desire to learn new technologies and skills. You work both independently and as part of a team in order to drive both individual and team sales success. You are able to thrive in a fast-paced, dynamic and sometimes chaotic startup environment.

What You Will Do:

• Achieve sales and profitability goals in line with the overall company strategy and growth plan
• Execute Beam's repeatable process in order to quickly develop a new market; This involves heavy activity including emails, cold calls, web demos, etc.
• Establish and expand productive and professional relationships with independent and regional brokerage partners in your territory then quickly translate those into new Beam clients
• Potentially work long and unconventional hours to get deals done, especially as you may work across time zones
• Maintain accurate sales data to inform future sales process improvements and create efficiency across the team and new markets
• Stay up-to-date with new product and feature launches and ensure your broker partners are informed
• Know your numbers - continually drive toward activity and sales targets in order to ensure you're on track to meet goals; dig into the data with sales leadership to ensure your territory is and your broker partners are quickly trending toward success
• Ability to travel to market as needed

What Skills Will Help You Be Successful:

• 3+ years B2B Sales experience in a high-volume capacity; channel sales (e.g. through brokers) a major plus
• 1+ year of experience generating and analyzing reports to enhance sales or customer experience
• Ability to quickly learn new industries (e.g. dental insurance) and adapt to new sales processes and tools
• Ability to travel  within territory or other meetings as required
• Excellent organizational skills and attention to detail
• Familiarity with Salesforce, Salesloft or other CRM / sales toolsMedical sales, benefits, HR, or brokerage experience not required, though a plus
• Ability to secure your Life & Health license within 60 days of start date

Training and Development:

• Beam offers a comprehensive initial one month training with ongoing support in the role
• Learn industry-specific communication and sales techniques that will enable you to find solutions for your clients and close deals
• Gain extensive knowledge on Beam