ESIS®, Inc., a Chubb company, provides claim and risk management services to a wide variety of commercial clients. ESIS’ innovative best-in-class approach to program design, integration, and achievement of results aligns with the needs and expectations of our clients’ unique risk management needs. With 65 years of experience, and offerings in both the U.S. and globally, ESIS provides one of the industry’s broadest selections of risk management solutions covering both pre and post-loss services.
Reporting to the ESIS National Sales Leader, the ESIS Business Development Manager (BDM) leads ESIS' regional sales strategies for unbundled and opportunities bundled with Chubb Global Casualty. The BDM is charged with creating preference with prospective clients by developing relationships with key buying influencers and is responsible for producing profitable new business within the region. As a participant in the ESIS sales compensation incentive plan, the BDM has significant earning potential.
Note: This hybrid position requires 3 days in either the Los Angeles or San Francisco office and 2 days working from home when not traveling.
Essential Functions and Responsibilities:
- Sells ESIS’ people, products and processes within our defined space and marketplace.
- Identifies, cultivates and sustains both internal/external relationships and partnerships with the insurance brokerage community, consultants and ultimately targeted clients.
- Actively develops rapports with potential clients and prospects.
- Develops an extensive pipeline of clients to assure sales goals and objectives are met short and long term.
- Establishes sales strategies and tactics for their responsible sales territory.
- Upon sale of a new client is involved in and oversight role in the client implementation process to guarantee a smooth onboarding process.
- Efficiently researches and analyzes individual prospects operations in order to pinpoint their exact needs, which creates lucrative opportunities for marketing the company's programs.
- Focuses on identifying resources that may be required to meet each prospect's demands.
- Harnesses resources to enable timely and accurate responses to RFPs, proposals, and presentations while ensuring appropriate pricing models. Is the lead role in the sales process, subsequent presentations and negotiations.
- Designs and implements a yearly sales and service plan including identifying new potential client prospects, accurately forecasting and analyzing their needs, and devising a methodology of presenting the company's proficiency in meeting those needs.
- Negotiates the terms and conditions with new clients to assure a long-term relationship and profitability are achieved.
- Works within the authority levels granted the position and works effectively with management and other ESIS leaders to assure legal and compliance needs are followed.
- Meets and/or exceeds one’s stated annual regional sales goals and objectives
Qualifications:
- Bachelor’s degree in marketing, finance or business preferred.
- Strong understanding of insurance, risk management and claims management services.
- Prior Third Party Administrator (TPA) experience preferred.
- Sales or business development experience required.
- Demonstrated pattern of achieving results.
- Business savvy with a profit and efficiency orientation.
- Excellent oral and written communication skills.
- Demonstrated relationship development, negotiation, and presentation skills.
- Strong collaboration and interpersonal skills.
- High level of energy and stamina to work and deliver under pressure.
- Ability and willingness to travel (50%).
- Understanding the importance and impact of sales strategy on business results.
- Strong Excel and analytical skills to track and analyze data.
- Knowledge of Sales Force a plus.
The pay range for the role is $102,000 to $168,000. The specific offer will depend on an applicant’s skills and other factors. This role may also be eligible to participate in a discretionary annual incentive program. Chubb offers a comprehensive benefits package, more details on which can be found on our careers website. The disclosed pay range estimate may be adjusted for the applicable geographic differential for the location in which the position is filled.
Chubb is a world leader in insurance. With operations in 54 countries, Chubb provides commercial and personal property and casualty insurance, personal accident and supplemental health insurance, reinsurance, and life insurance to a diverse group of clients. The company is distinguished by its extensive product and service offerings, broad distribution capabilities, exceptional financial strength, underwriting excellence, superior claims handling expertise and local operations globally.At Chubb, we are committed to equal employment opportunity and compliance with all laws and regulations pertaining to it. Our policy is to provide employment, training, compensation, promotion, and other conditions or opportunities of employment, without regard to race, color, religious creed, sex, gender, gender identity, gender expression, sexual orientation, marital status, national origin, ancestry, mental and physical disability, medical condition, genetic information, military and veteran status, age, and pregnancy or any other characteristic protected by law. Performance and qualifications are the only basis upon which we hire, assign, promote, compensate, develop and retain employees. Chubb prohibits all unlawful discrimination, harassment and retaliation against any individual who reports discrimination or harassment.
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