Sales Executive III

York Risk Services Group
Baltimore, MD
Nov 09, 2018
Nov 12, 2018
Full Time
York Risk Services Group is a premier provider of insurance, risk management, alternative risk, pool administration and claims management solutions to clients across hundreds of industries. Recently named by Forbes as one of "America's Best Midsized Companies Two Years in a Row" We firmly believe that our employees drive the success of the company. With success in mind as the ultimate goal, we strive to create and provide an environment that offers challenging, stimulating and financially rewarding opportunities. Job Description Under direction of the VP Public Entity Entity Sales, the Sales Executive III will: Generate leads, conduct sales calls, assist in the preparation of proposals and make formal presentations to public entity prospects in various states including but not limited to: Maryland, Washington DC, Virginia as well as in other assigned geographic areas. The major focus of the role is driving the development of new, profitable and sustainable growth from prospects and under-penetrated prospects in the market place by offering customized York solutions. The Sales Executive III will be responsible to generate at a minimum $1.0M in new sales during the first year and generate a minimum of 30% revenue per year. ESSENTIAL JOB RESPONSIBILITIES: Business Development Develops strategic sales business plans and procedures for designated territory and assigned targets Develops plans to meet client service standards and reporting needs Populates all sales activity into CRM system ( Coordinates post sale activities by facilitating the transition and implementation process of new customers Facilitates cross marketing strategies with other company entities and strategic partners as well as manages product and process improvements that are related to the strategy Coordinates RFP activity from proposal development to close of sale Remains current and aware of market trends, competitive practices and customer needs Represents York at conferences and seminars Goals This person will be a major architect of growth for the Public Entity business. Drive top line growth and profitability, and overall financial management. He or she will play an active business development role in winning new customers, and work diligently to strengthen and broaden existing customer relationships. The person will serve as an articulate and persuasive spokesperson that is able to market and sell the company to sophisticated large Public Entity customers. This person will make a minimum of 12 face to face appointments with prospective and/or existing customers each month. This person will make a minimum of 20 outbound prospecting calls (dials, e-mails, in-person) each month. This person will make a minimum of 24 formal sales presentations during the calendar year regarding York systems and capabilities. QUALIFICATIONS: EDUCATION: BS / BA or Equivalent Work Experience EXPERIENCE: Industry Experience. Multiple years of demonstrated success within working with Public Entities and complex risk financing arrangements. This person will have had progressively more responsible positions and strongly developed business skills. Growth Track Record. Someone who places high value on growing the top line of a business while having a strong view for managing the bottom line at the same time. Operational Experience. The person may be currently operating a major business unit of a larger company or a standalone business. Complex Problem Solver. Comfortable in a complex, ever changing business environment requiring flexibility and intellectual facility in problem solving to address customer issues. SKILLS/ABILITIES: Marketplace Expertise and Relationships: The position requires an expertise in the Public Entity marketplace primarily in the Mid-Atlantic as well as existing relationships with public entities, excess carriers, brokers, reinsurers, captive managers and other stakeholder of public entity risk financing mechanisms. Strategic Thinker: The successful candidate will take advantage of the great leverage of York in creating market opportunities to leapfrog competition and create barriers to entry. He or she will be familiar with how to develop an expanded strategy beyond the existing base of business. Ability to See New Opportunities for Growth: The candidate will be able to take his or her previous experience and relationships that generates new revenue. The candidate will evaluate multiple factors in the creation of an annual, written business plan that can be well articulated and executed upon. Strong Communication Skills: The position requires the ability to draft business plans for distribution, and communicate effectively and consistently with a diverse group of colleagues and marketplace participants. As such, strong use of word processing, data base, and internet communications is a must. Fit within Existing Culture and Values: York has a strong existing culture that includes customer focus, action orientation, embracing change, data driven decisions, strong options, good intentions, and personal likeability. KNOWLEDGE: Impeccable character and integrity Strong communication skills both internally and externally Results oriented Highly intelligent, but intellectually flexible A high level of energy and enthusiasm Customer charisma Tough minded and decisive Collaborative An executive that is fun to be around Ability to work collaboratively within a complex organization Financially savvy Driven only those with a high level of drive will be successful

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