Sales & Account Management Director (life insurance / health insurance)

at  MIB Group

Note: Candidates must be able to speak and write in both French & English
POSITION SUMMARY: Excellent opportunity for a detailed-oriented professional who has 5+ years’ experience in life and health insurance as MIB continues to add value to the industry! Successful candidates will demonstrate a strong customer-focused, consultative sales approach to MIB products and relationship management support of MIB’s membership customer base. An extensive knowledge of MIB products and internal workflows is necessary to seamlessly integrate products into member systems. Core responsibilities include gathering member intelligence (ie demographics, preferences, challenges, and buying behaviors), identifying and cultivating relationships with key decision-makers in multiple customer segments (underwriting, distribution, product, actuary, etc), and growing sales while positively promoting MIB’s solutions to the industry.
The ideal candidate will have a strong understanding of client companies and the products they sell, their current workflows, existing or anticipated challenges, and future plans. The role also requires the candidate to be the “face of MIB” to their accounts and facilitate member questions, concerns, and needs as it pertains to MIB services.

MINIMUM QUALIFICATIONS AND REQUIREMENTS:

Multilingual: French & English
Education: BS/BA
Experience: 5 years
Travel: Ability to spend approximately 20% of time traveling to customer sites, industry meetings, and MIB home office

Skills:

• Minimum of (5) years in Life Insurance Sales (sales strategy development, relationship management), preferably experience inside a carrier or reinsurer
• Demonstrated record of achieving sales targets and goals, and increasing sales year-over-year
• Must be proficient with Microsoft Excel, including formulas and pivot tables, as well as proficiency with other Microsoft Office Suite applications including SharePoint
• Strong listening skills and ability to turn customer needs into MIB solutions
• Creative thinker who can connect the dots between problem and solution
• Ability to motivate people, encourage teamwork and collaborate
• Ability to communicate effectively with internal associates and senior management
• Clear communications (oral and written)
• Proficient speaking and presentation skills
• Operationally focused and detail orientation to ensure client needs are met in a timely manner, involving relevant parties where appropriate
• Client advocate

The position is responsible establishing key contacts, maintaining the MIB relationship with those members, and understanding the unique products and workflows within those members to promote appropriate MIB products and services.
This individual must possess a unique blend of life insurance business knowledge and relationships as well as have the ability to conceptualize how a product will fit into a customer workflow. Additional critical skills include insight into market trends and how a customer needs change as a result of those trends. The position requires solid industry relationships and a consistent flow of communication with customers to understand their problems, work with industry partners to understand opportunities and drive innovative solutions for the broader market. They must be willing to develop internal knowledge of MIB and Member organizations, processes, and workflows as well as embrace MIB’s unique platform and positioning as a membership organization. They must be able to interact professionally and positively with all key internal players.
This individual must embrace the MIB Core Values in everything that they do: Think Like a Client, Act Like an Owner, Make a Difference.

Skills and Requirements: (This is a representative list of the general duties the position may be asked to perform, and is not intended to be all-inclusive)

• Develops collaborative interactions with internal personnel on an on-going basis inclusive of senior management, product management, legal, marketing and membership staff.
• Maintains strong time management and organizational skills in order to ensure a positive customer experience through prompt response.
• Ability to prioritize members and opportunities with strong focus on the initiatives that forward the MIB mission.
• Manage and maintain data (via CRM, spreadsheet, meeting notes) on all new business product/services ideas and interactions currently in development.
• Ensure key stakeholders have routine new business activity updates (this could be a mix of email, meetings, updates in CRM, Jira, Sharepoint, Team Dynamics, Sales Drive).
• Interact with sales support to be well prepared for member interactions, inclusive of meeting prep, intelligence on product usage, updated metrics.
• Develop and update comprehensive sales playbook that outlines the consultative sales process, scripts for customer interactions, objection handling techniques, and best practices. Accountable for execution of sales strategy related to new business roll-outs.
• Build member profiles to include key contact lists, documented pain points, and opportunities by product (transactional/revenue potential).
• Managing sales funnels and milestones (utilizing CRM, tracking spreadsheets, executive updates) as well as associated revenue forecast.
• Leverage sales support and product SME’s as appropriate to ensure successful meetings, sales results, and follow through.
• Foster collaboration between membership, sales, marketing, legal, product development, and customer support teams to ensure a unified approach to customer engagement and product implementation.
• Develop and maintain a robust network of industry business contacts through which new ideas can develop by routine phone outreach, attending industry conferences/study groups, and staying engaged with industry news and social media updates.
• Willingness to volunteer and participate on industry conference committees.

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