Business Development Executive, Intellium

FM • Full-time • New York City/New York/US, NY, United States • 2d ago

Job Description:

Established nearly two centuries ago, FM is a leading mutual insurance company whose capital, scientific research capability and engineering expertise are solely dedicated to property risk management and the resilience of its policyholder-owners. These owners, who share the belief that the majority of property loss is preventable, represent many of the world’s largest organizations, including one of every four Fortune 500 companies. They work with FM to better understand the hazards that can impact their business continuity to make cost-effective risk management decisions, combining property loss prevention with insurance protection.

Solicit and develop new data center clients for FMIntellium, FM’s recently established data drivenbusiness unit. Build and sustain a healthy pipeline of new business opportunities through effective prospect outreach, funnel management, and disciplined calling activities. Partner closely with the New Business Manager – FMIntelliumto execute the FMIntelliumsales strategy, including targeted broker engagement, industry conferences, and thought leadershippanel participation.

Schedule and Location

This position can be based out of any one of the following US office locations: Walnut Creek, CA (San Francisco), Frisco, TX (Dallas), Park Ridge, IL (Chicago), Norwood, MA (Boston),Reston VA(DC), orNew York, NY.

Travel throughout the US isrequired~50% annually.

 Responsibilities 

Achieve the annual new businessobjectivebalancing our dual delivery channels of direct as well as opportunities through our brokered partners

Maintain a healthy pipeline of new business opportunities through effective calling and funnel management activities

Develop andmaintaina list of opportunities to call and develop hand in hand withFMIntelliumand operations management teams

Keepprospectinformation in SRS current,accurateand updated asnew informationis developed during the sales process

Achieve the annual call goal including in person calls to prospects at various stages of the sales funnel

All calls will be planned,executedand recorded in SRS using theSphereConsultative Selling Framework skillset

Understand the business needs of our prospective clients

Craft and execute a sales journey with internal and external stakeholders leading to a winning proposal at a high success rate

Deliver a client centric proposal that articulates the value of doing business with FM and links their specific needs with the services that FM can deliver

Lead through influence internal work groups to formulate strategies to maximize our hit ratio on new business

UseWhiteboarding toidentifywhat is important to the prospect and how FM’s value proposition can deliver on those needs

Develop and deliver internal and external road maps of theprospectjourney

After CST assignment, lead the team in collaborative development, maintenance, and execution of the situational analysis

Through activelyparticipatingin meetings, conferences and appearing at industry-related functions:

Build andmaintainFM’s brand and marketexpertiseas a subject matter expert in the renewable and power generation industry as well as relationships with specialty brokers servicing this industry

Achieve the annual new businessobjectivebalancing our dual delivery channels of direct as well as opportunities through our brokered partners

Maintain a healthy pipeline of new business opportunities through effective calling and funnel management activities

Develop andmaintaina list of opportunities to call and develop hand in hand withFMIntelliumand operations management teams

Keep prospect information in SRS current,accurateand updated asnew informationis developed during the sales process

Achieve the annual call goal including in person calls to prospects at various stages of the sales funnel

All calls will be planned,executedand recorded in SRS using theSphereConsultative Selling Framework skillset

Understand the business needs of our prospective clients

Craft and execute a sales journey with internal and external stakeholders leading to a winning proposal at a high success rate

Deliver a client centric proposal that articulates the value of doing business with FM and links their specific needs with the services that FM can deliver

Lead through influence internal work groups to formulate strategies to maximize our hit ratio on new business

UseWhiteboarding toidentifywhat is important to the prospect and how FM’s value proposition can deliver on those needs

Develop and deliver internal and external road maps of the prospect journey

After CST assignment, lead the team in collaborative development, maintenance, and execution of the situational analysis

Through activelyparticipatingin meetings, conferences and appearing at industry-related functions:

Build andmaintainFM’s brand and marketexpertiseas a subject matter expert in theData Centerindustry as well as relationships with specialty brokers servicing this industry

Keep apprised of our competitor’s products and services

Qualifications:

RequiredEducation

BachelorsDegree; CPCU,and/orACII experience

Highly Preferred Education

Advanced degree in business,marketingor engineering

Required WorkExperience

3+ years in theinsuranceindustry experience successfully quoting,engineeringand/or underwriting

Highly Preferred Work Experience

5+ years in theinsuranceindustry experience successfully quoting,engineeringand/or underwriting

Required Skills:

Excellent interpersonal skills

Knowledge of property forms, HPR engineering,competitorsand brokers

Demonstrate potential sales ability,presentationand negotiation skills

Proficiencywith computers and associated software such as Excel,PowerPointand Word

The final salary offer will vary based on individual education, skills, and experience. The position is eligible to participate in FM’s comprehensive Total Rewards program that includes an incentive plan, generous health and well-being programs, a 401(k) and pension plan, career development opportunities, tuition reimbursement, flexible work, time off allowances and much more.

FM is an Equal Opportunity Employer and is committed to attracting, developing, and retaining a diverse workforce.