Small Business Sales Specialist

Sun Life Financial
Oct 18, 2016
Oct 19, 2016
Employer Type
Direct Employer
Employment Type
Full Time
Sun Life Financial expanded its Distribution organization to focus on the needs of the small business market. A new sales channel was created to distribute and sell employer funded and voluntary Life, Disability and Dental products to these employer groups.

In this role, the Small Business Sales Representative will be responsible for taking the sales process from quote to final sale and follow-through. As primary sources of business, the Small Business Sales Representative will comb existing business for renewal opportunities, use referrals from sales representatives in field offices, and make outbound phone calls to prospect for new relationships in a defined territory. The Small Business Sales Representative will work closely with sales coordinators and Employee Benefit Group Representatives in field offices to ensure that the overall needs of the benefit broker community is being met. The Small Business Sales Representative will be responsible for executing basic and complex sales and marketing strategies including execution of proactive and reactive sales calls and finding, developing, and growing relationships with employee and voluntary benefit brokers.

Position Responsibilities:

Act on referrals from Employee Benefit Group Representatives by making proactive phone calls, running quotes, and managing Requests for Price (RFP).

Prospect for new broker relationships in a defined territory.

Market to and build relationships with a network of brokers and consultants who actively market employee and voluntary benefit products (group life, short term disability (STD), long term disability (LTD), and dental).

Manage the new business process for the sale of all products including, but not limited to, the review and oversight of RFPs and quotes.

Close new cases to meet or exceed annual production goals by negotiating with brokers, orchestrating presentations, and increasing package sales.

Support service groups on assigned clients during on-boarding, enrollment, and issue resolution.

Manage the renewal process for employee and voluntary benefit sales within a defined territory.

Prospect new market opportunities for, with, and independent of Employee Benefit Group Representatives.

Refer prospects above twenty-five employees to Employee Group Representatives.

Track and manage sales activity using CRM.

Write and maintain a territory sales plan.

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Bachelor's degree plus 1-3 years of financial services/insurance experience with a focus on in person or telephone sales.

Demonstrated ability to work autonomously and as part of a cohesive team.

Strong communication skills; written and verbal (with strong telephone presence).

Intermediate knowledge of insurance products in addition to financial services marketplace.

Demonstrated success in negotiation, persuasion, and solutions-based selling.

Ability to work in a fast paced environment; flexibility to handle multiple priorities while maintaining a high level of sales professionalism.

Knowledge of group insurance, voluntary benefit, worksite, and group benefit products, distribution, and customer segments preferred.

Proficiency using the Microsoft Office suite of products.

Infrequent travel by airplane to field offices in assigned territory.

Life, Accident, and Health insurance license preferred.