Business Development Consultant

Description:

The Business Development Consultant acts as the front-line sales point for People Corporation’s existing and prospective clients and works in a consultative selling capacity. This role contributes to the success of People Corporation by achieving growth of the client portfolio and therefore is a key contributor of the Group Solutions’ business performance and growth. This role focuses on large group prospects in the Enterprise market space.

The Business Development Consultant will have the following responsibilities:

 Achieve approved sales goals and targets as established by the VP within an assigned geographic area, industry or sector and/or product line. Grow sales within the assigned geographic area or region, industry or sector, or product group. 
 Manage the end-to-end sales cycle of group insurance, retirement and/or related products including; identifying opportunities, prospecting and networking, and building an appropriate sales pipeline. The plan can consider new or emerging channels of growth potential. 
 Collaborates with the VP in setting and establishing annual sales plan. 
 With respect to existing clients, identify opportunities for the sale of services from within the existing suite of products and services and from the broader offerings of People Corporation products, capabilities and services. 
 Actively search for and identify new clients for products and services within the areas assigned and will consider locating and finding new, alternate channels for building the funnel. 
 Ensure that prospective client needs and requirements are fully understood and represented in the design of RFP and finalist presentations. 
 Analyze client strategic needs and recommend options that will meet the prospective client’s needs. Recommend benefits plan design and cost saving measures. Develop pricing strategies and tracks competitive market costs. 
 Identify the client’s strategic needs, Total Rewards strategy, and insurance philosophy and recommend appropriate plan design, services, products and cost mitigation strategies. 
 Introduce an Account Management team to work with the client post-sale and remain, where appropriate, the Client Relationship Lead. As the Client Relationship lead, ensure that overall team is accountable and delivering on the work sold and promised to clients. 
 Present, coordinate and review all proposals and finalist materials provided to clients and to potential clients to ensure they are; reflective of the spectrum of People Corporation’s product shelf; accurate and complete, current, appropriate to the client and that they will support the goals and objectives of the client. 
 Work in close collaboration with the Executive Sponsor, Marketing and Underwriting to develop pricing for new clients. 
 Serve as the lead on interactions and communications with prospective clients. 
 Generate additional group business growth with existing GRS, HR, Administration, Individual, and Wellness clients through effective and professional service and support. Maintain positive relations with other departments, their existing clients and with client decision makers, including the C-Suite. Promote and maintain client satisfaction with products, services and support provided. 
 Address prospective customer concerns or issues and ensures that the VP is aware of any risk. 
 Ensure that all sales data and information is tracked accurately and in a timely manner, using the PRM system and entered into the New Business Revenue Sales Tracking Report (i.e. Playbook). Work closely with the VP and Executive Sponsor to monitor activity including pipeline generation, sales stages, closing and reporting revenue. 
 Prepare and deliver on-site presentations to clients and prospective clients to educate, and to present the suite of People Corporation group benefits, retirement, administration, wellness, HR and other products and services. 
 Ensure that through all phases and activities of the sales cycle and customer contact that all customer facing materials, information and products are prepared to high standards and that they comply with corporate branding, appearance and content requirements. 
 Ensure that all customer service requirements and commitments align with, and are delivered in accordance with, established requirements and expectations. Project a respectful, positive, professional image and presence to the client and industry at all times. 

To be successful in this role with People Corporation, you will need:

 Valid and current LLQP license 
 Verifiable track record in successfully meeting sales targets 
 Group insurance experience specifically in business development 
 Post-secondary education and training in commerce, sales & marketing required 
 Knowledge of group insurance, retirement and related product sales and client service and support 
 Valid Driver’s License and access to a vehicle 
 Experience in lead generation, stages of sales, closing and procuring new business in B2B settings 
 Strong, innovative sales and marketing skills plus the ability to market organizational strengths successfully 
 Exceptional active listening skills and ability to discern prospective pain points and needs. 
 Strong interpersonal skills and the projection of a professional image and style 
 Exceptional communication skills demonstrated through compelling sales presentations and client interactions 
 Demonstrated ability to work effectively with internal service providers such as; Account Team, Marketing, Underwriting and Pricing, Finance, Service Managers, Practice Leads and others