ABOUT THE JOB
The MJ Companies are seeking a dynamic and results-driven Business Development professional to drive sales and strategic growth across various service lines, including but not limited to employee benefits, retirement plans, total rewards, property & casualty insurance, and risk management solutions. This role requires a proactive individual capable of developing innovative sales strategies and building strong client relationships to expand our market presence.
ESSENTIAL FUNCTIONS
Sales Goals and Strategy:
- Develop and execute a comprehensive sales strategy to meet and exceed sales targets and revenue goals.
- Identify, pursue, and close new business opportunities to expand the client base and market presence.
- Introduce proposed Core team members (CEs, CMs) in advance of formal pursuit (RFP) by including them in calls, formal meetings and informal social opportunities.
- Introduce/leverage key MJ value proposition SMEs (Compliance, Data Analytics, Population Health, Absence Management, Rx, Communications) early in relationship and as part of formal pursuit as appropriate.
- Coordinate and manage all activities related to RFP responses including but not limited to:
- Developing and carrying out a creative, memorable and personalized experience for each prospect.
- Working closely with the MJ Marketing team on response timeline and deliverables.
- Working with core proposed client team (CE, CM, Data Analytics partner) and all appropriate value proposition SMEs to ensure RFP questions accurately address the prospect’s specific needs.
- Curating and/or developing original content (case studies, points of view, sample communications) and creative solutions to address prospect questions and concerns.
- Ensuring that all responses are peer reviewed and delivered on time.
- Coordination of all follow up (finalist meetings) and deliverables.
- Development of or support of finalist meeting presentations, conversation guides and agendas.
- Regularly review and analyze sales performance metrics to ensure alignment with business objectives and adjust strategies as needed.
Client Relationship Management:
- Ensure effective transition to the ongoing advisory and service team post-sale.
- Attend new client kick-off meetings (Ensure effective transition to the ongoing advisory and service team post-sale.
- (Ongoing) Ensure clients are included in all appropriate client events including webinars, in person events, compliance updates and social gatherings.
- (Ongoing) Ensure clients are included in all appropriate publication distribution lists.
- (Ongoing) Ensure clients are aware of new or enhanced solutions as they become available.
- (Ongoing) Provide anniversary acknowledgement and annual “check in".
- Support client escalation issues and/or team member change communications.
Market Development
- Promote the company brand through participation in reputable industry related opportunities such as round tables, and networking groups.
- Promote the company brand through appropriate social media pushes, posts and content sharing.
- Represent the company at trade association meetings, carrier forums, and industry gatherings.
- Curate events and speaking opportunities that promote MJ’s industry thought leadership and SME’s.
TECHNICAL FUNCTIONS
- Proficiency in MS Office products (Excel, Word, Outlook, PowerPoint)
- Demonstrated ability to manage pipeline data and measure performance standards to ensure achievement of sales goals.
- Working knowledge and disciplined adoption of sales management systems (Salesforce, HubSpot, etc.)
PREFERRED EDUCATION AND EXPERIENCE
- Bachelor’s degree in a related discipline preferred.
- Proven success in building a consulting/advisory client base in the mid market.
- Demonstrated ability to network in the community and creatively source new business opportunities.
- Strong sales acumen with a track record of meeting and exceeding sales targets.
- Demonstrated ability to lead and manage a pursuit while creating the space and opportunity to showcase the expertise and talent of the ongoing support team.
- Excellent written and verbal communication skills; demonstrated ability to articulate an understanding of a client’s needs, concerns and measures of success, and how MJ’s solutions can support them.
This compensation range is specific to the State of Colorado and takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and delivery model. In addition to your salary, The MJ Companies offers benefits such as, a comprehensive benefits package, sales incentive compensation, and 401k contribution (all benefits are subject to eligibility requirements). An estimated base salary range is $150,000-185,000.