This vacancy is opened on our outsourcing project.

The client is an American company that has been offering digital billing services and payment solutions to the insurance industry since the 1950s, evolving from a family-built general agency to a leader in premium financing, software, and business process outsourcing for the property and casualty insurance sector.

Position Purpose  

The primary purpose of the Inside Account Executive role is to identify, engage and develop new business opportunities within the digital payment and retail premium financing sectors. This position focuses on building and nurturing relationships with potential clients, specifically retail insurance agents, to drive sales and contribute to the long-term growth of the company. The Inside Account Executive is responsible for employing strategic outreach efforts, leveraging industry knowledge, and maintaining effective communication to qualify leads and close deals. This role aims to increase sales revenue, enhance the company's market presence, and support sustained business development.

Duties and Responsibilities

• Develop and close sales opportunities for digital payment and retail premium financing through retail insurance agents in your designated territory. The specific size and criteria for such retail agencies will be defined by management and are subject to change at any time without notice.
• Utilize a consistent contact attempt process via phone and email to follow-up, nurture, and qualify leads.
• Maintain industry and technology knowledge to ensure that you remain a trusted resource for prospects and customers and will successfully manage and overcome prospect objections.
• Conceive and generate daily plans to maximize phone time, including pre-call planning, adhering to territory hours, and customizing scripts and outreach cadences to market segments and prospect types.
• Work with Sales and Marketing to develop strategic contact lists and maintain quality contact data within the CRM and database.
• Report to the Manager of Business Development on (weekly/monthly/quarterly) pipeline generation and deal results.
• All other duties as assigned

Performance

The performance of the Inside Account Executive will be evaluated based on their effectiveness in meeting the following KPIs on an ongoing basis:

• Generate 6 new Retail Insurance Agency Clients monthly: Annual volume expectations listed below:
  • $1,500,000.00 in annual payments volume
  • $5,000,000.00 in annual financed volume for gotoPremiumFinance
• Alignment with Core Values: Demonstrate the organization's core values—Integrity, Respect, Flexibility, Self-Evaluation, Knowledge, and Compassion—in all interactions.

Qualifications

To be successful in this role, you should have previous experience developing leads from marketing campaigns, strategic lists, and meeting quotas. You will use your communication skills to cultivate strong relationships with potential clients, from first contact through contract signing.

Education and Experience/Knowledge Requirements

• Bachelor's degree (B. A.) from four-year college or university
• 2-5 years or related experience
• Some proven work experience as a Sales Development Representative, Sales Account Executive, or similar role.
• Preferred experience prospecting and calling on insurance agents, general agents, and insurance carriers.
• Must be proficient with applications such as Microsoft Excel, Word, PowerPoint, and CRM applications like HubSpot or Salesforce.
• Experience in direct sourcing and prospecting new clients a plus.
• Knowledge and understanding of property and casualty industry.

Physical Requirements

• Sitting: Ability to sit for extended periods, often up to 8 hours a day, since most of the work is performed at a desk using a computer.
• Typing and Computer Use: Frequent use of a computer keyboard and mouse. This requires good hand-eye coordination, manual dexterity, and the ability to type quickly and accurately.
• Speaking and Listening: Clear verbal communication is essential. This involves speaking clearly over the phone and listening attentively to understand and respond to customer inquiries.
• Hearing: Ability to hear and understand conversations over the phone, which may involve different accents and varying levels of background noise.
• Vision: Ability to read and interpret data on a computer screen, including reading small print, using a computer monitor for extended periods.
• Reaching and Handling: Occasionally reaching for items such as a headset, phone, or reference materials. Handling various office supplies and equipment as needed.
• Mobility: While most work is done while seated, some minimal physical activity may be required, such as moving between desks, filing documents, or attending brief meetings.
• Travel: For this role, occasional travel will be required for attending industry conferences, training at headquarters or other off-site meetings.

Competencies

Sales Abilities

• Track Record: Demonstrates a proven record of accomplishment of successfully increasing sales.
• Targets: Consistently meets or exceeds sales targets and quotas.
• Sales Opportunities: Effectively identifies and pursues recent sales opportunities.
• Effective Techniques: Successfully utilizes persuasive techniques to close deals and secure contracts

Customer Focus and Teamwork

• Relationship Building: Capable of establishing and maintaining strong relationships with prospects, referral sources, and colleagues.
• Building Relationships: Develops trust and rapport with clients through regular, meaningful communication.
• Professional Network: Maintains a professional network that supports continual business growth.
• Team Collaboration: Collaborates effectively with internal teams to meet customer needs and ensure product offerings align with market demands and customer feedback.

Self-Motivation and Independence

• Self-Motivation and Independence: Works effectively with minimal supervision, demonstrating the ability to work independently.
• Personal Goals: Proactively manages daily tasks and sets personal goals to achieve business objectives.
• Problem-Solving: Shows excellent initiative in problem-solving and overcoming various obstacles.
• Productivity: Continually maintains elevated levels of productivity and accountability.

Customer Relationship Management

• Maintaining Relationships: Establishes and sustains effective customer relationships.
• Customer Inquiries: Responds promptly to customer inquiries and concerns and provides tailored solutions to meet specific client requirements.
• Customer Satisfaction: Ensures customer satisfaction through timely follow-ups and consistent engagement.

Networking

• Connections: Exhibits strong ability to connect with business partners and industry professionals.
• Industry Events: Actively participates in industry events and networking opportunities.
• Contacts: Builds and maintains a network of contacts that can provide business leads and referrals.
• Gathering Information: Utilizes professional relationships to gather market intelligence and insights.

Proactivity and Innovation

• Business Needs: Shows creativity and initiative in addressing customer and business needs.
• Identifying Opportunities: Identifies opportunities for process improvements and implements innovative solutions.
• Industry Trends: Stays informed and updated on industry trends and integrates new ideas into practice. Also keeps current with industry developments and regulations.
• Risk Taking: Takes calculated risks to drive business growth and customer satisfaction.

Presentation Skills

• Client Presentations: Delivers dynamic and engaging presentations to business clients.
• Pitches and Demonstrations: Prepares and presents compelling sales pitches and product demonstrations to prospective and existing clients.
• Presentation Adjustments: Able to adjust the style to fit the audience and context by using visual aids and storytelling techniques to enhance presentations.

Prospecting and Sourcing

• Identifying Clients: Demonstrates expertise in identifying and qualifying new clients.
• Researching New Clients: Conducts thorough market research to identify potential clients and develops tailored outreach strategies to engage prospects.
• CRM Usage: Effectively utilizes CRM tools to track and manage leads.

Business Development

• Developing Strategies: Experienced in creating and executing strategies to develop new business.
• Implementing Strategies: Formulates and implements strategic plans to expand the customer base.
• Collaboration with Other Departments: Collaborates with marketing and sales teams to drive business initiatives.
• Market Climate: Monitors market conditions and adjusts strategies accordingly.

Product and Services Knowledge

• Company Knowledge: Demonstrates a deep understanding of the company and clearly articulates the features, benefits, and value propositions of the company's products and services.
• Payment Options: Maintains up-to-date knowledge of digital payment and retail premium financing solutions.
• Client Education: Educates prospects and clients on how products and services meet their specific needs.
• Problem Solving: Leverages product knowledge to address client challenges and offer relevant solutions.
• Product Updates: Continuously seek information about new product developments and enhancements.

Industry Knowledge

• Comprehensive Understanding of Insurance: Possesses comprehensive understanding of the property and casualty insurance industry.
• Client Needs: Uses industry knowledge to address client needs and provide expert advice.
• Continuing Education: Maintains professional certifications and participates in ongoing education.

Communication Skills

• Effective Communication: Exhibits excellent interpersonal and communication abilities by communicating clearly and effectively in both written and verbal formats.
• Client Needs: Actively listens to clients and colleagues to understand their needs.
• Conflict Resolution: Negotiates and resolves conflicts in a professional manner.

We're offering:

• 100% remote position with working hours aligned to PST (8 hrs. per day, Monday to Friday)
• Dependable salary 
• US public holidays
• Up to 10 working days of paid vacation per year
• Up to 5 working days of absences for illness per year

*The specified number of vacation and sick days is based on a full year of employment (12 months)

If you fit this position, we'd love to see your CV

Employment Type: Full-Time