Small Business Sales Director - D.C.

Job Posting End Date: December 03

When you join the team at Unum, you become part of an organization committed to helping you thrive.

Here, we work to provide the employee benefits and service solutions that enable employees at our client companies to thrive throughout life’s moments. And this starts with ensuring that every one of our team members enjoys opportunities to succeed both professionally and personally. To enable this, we provide:

• Award-winning culture

• Inclusion and diversity as a priority

• Competitive benefits package that includes: Health, Vision, Dental, Short & Long-Term Disability

• Generous PTO (including paid time to volunteer!)

• Up to 9.5% 401(k) employer contribution

• Mental health support

• Career advancement opportunities

• Student loan repayment options

• Tuition reimbursement

• Flexible work environments

*All the benefits listed above are subject to the terms of their individual Plans.

And that’s just the beginning…

With 10,000 employees helping more than 39 million people worldwide, every role at Unum is meaningful and impacts the lives of our customers. Whether you’re directly supporting a growing family, or developing online tools to help navigate a difficult loss, customers are counting on the combined talents of our entire team. Help us help others, and join Team Unum today!

General Summary:

The Small Business Sales Director - D.C. is responsible for identifying and implementing best practice sales processes and activities to assist Small Business Consultants achieve sales performance goals. The incumbent will contribute to execution of the sales objectives and strategies of the Small Business Consultant teams to attain maximum sales revenue and profitability consistent with the Unum’s objectives in the small business segment.

Principal Duties and Responsibilities

• Develop best practice processes & activities to support Small Business Consultants to achieve small business sales performance goals
• Execute on Standard Operating Procedures, as well as manage adoption and effectiveness of those procedures, for Small Business Consultants to achieve sales efficiency and create consistency through thirty office locations
• Contribute to performance of Small Business Consultants through proven coaching and development techniques
• Assist Small Business Consultants with maintaining relationships, negotiating and closing deals.
• Focus on developing processes and small business sales methods that meet customer requirements, establish long term relationships, and achieve highest levels of broker and customer satisfaction.
• Leverage dashboards and reporting to measure progress and ensure sustained success
• Partners with Unum Field office leaders to ensure alignment around maximizing overall sales results in each territory and alignment around recruiting of new talent into the SBC role and creating career path planning into other field or office roles
• Responsible for recruiting and hiring Small Business Consultants in partnership with field DMDs and MDs
• Responsible for planning, assigning, directing and assessing work focusing on improving close ratios and maximizing opportunities and performance
• Advises management of any breakdown in communication or potential loss of sales/service, recommends options and ensures action is taken.
• Continually improve Small Business Consultants process through constant examination of efficiency and close rate.
• Small Business Sales Director must be based at the hub location.
• Performs other related duties as assigned.

Job Specifications

• Bachelor’s degree with 5+ years’ experience in sales performance management preferred

• Proven track record of personal success in sales generation and/or sales process management

• Must be strategic-minded, able to take in information from multiple sources and circumstances and formulate an overall solution or decision to resolve problems and/or offer direction to sales consultants.
• Ability to build relationships with peers, cross-functional counterparts, and upper management; Committed to helping others be successful.
• Skilled in uniting a team under a shared vision, collaboration, influencing and motivating each member with and without authority.
• Ability to use data-driven reports to direct sales coaching sessions and empower sales consultants to take ownership of their opportunity pipelines.
• Understanding of the competitive forces influencing the landscape of the insurance market and proactively deploy alternative sales strategies as appropriate.
• Strong understanding of customer viewpoint and provides excellent customer service.
• Experience successfully working in a metric driven environment required.
• Demonstrated ability to gain the attention and respect of others.
• Proven ability to make sound business decisions and deliver results.
• Strong interpersonal, communication and negotiation skills – both written and verbal.
• Leadership and organization skills; ability to prioritize and effectively manage time
• High capacity for work, adaptability and resilience is a must.

• Expert skills on Excel, Word, PowerPoint and Outlook is essential.

~IN1

Unum and Colonial Life are part of Unum Group, a Fortune 500 company and leading provider of employee benefits to companies worldwide. Headquartered in Chattanooga, TN, with international offices in Ireland, Poland and the UK, Unum also has significant operations in Portland, ME - plus over 35 US field offices. Colonial Life is headquartered in Columbia, SC, with over 40 field offices nationwide.

Unum is an equal opportunity employer, considering all qualified applicants and employees for hiring, placement, and advancement, without regard to a person's race, color, religion, national origin, age, genetic information, military status, gender, sexual orientation, gender identity or expression, disability, or protected veteran status.

Fully and partially leveraged roles are paid pursuant to a uniformly applied sales compensation plan. For partially leveraged roles, a starting salary or salary range will be listed in the above job description. If salary information is not listed in the job description above, compensation is based solely on commissions.

Additionally, Unum offers a portfolio of benefits and rewards that are competitive and comprehensive including healthcare benefits (health, vision, dental), insurance benefits (short & long-term disability), paid time off, and a 401(k) retirement plan with an employer match up to 5% and an additional 4.5% contribution whether you contribute to the plan or not. All benefits are subject to the terms and conditions of individual Plans.

Company:

Unum