Unum Group

AVP, Business Development

Unum Group$114K — $215K *
US-AnywhereRemote in United States
Business Services
11 - 15 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's degree required; 12+ years related experience
  • Strong accountability standards for self and team
  • Direct experience with employers and industry conferences
  • SaaS experience, preferably in employer benefits
  • Inspirational leadership with a results-driven approach
  • Analytical skills for market data review
  • Excellent consultative and relationship-building skills

Responsibilities

  • Lead the business development strategy for Unum and partner channels
  • Collaborate with SBI leaders to refine value propositions
  • Orchestrate market development initiatives through key partners
  • Define scalable sales processes for various product maturities
  • Manage a team focused on early adoption and business growth
  • Drive product market adoption through growth programs
  • Develop and nurture relationships with key internal and external stakeholders

Benefits

  • Comprehensive healthcare benefits including medical, vision, and dental
  • Short and long-term disability insurance
  • Performance-based incentive plans
  • Generous paid time off policy
  • 401(k) retirement plan with employer match and additional contribution
Full Job Description
Job Posting End Date: September 17

General Summary:
This role will be responsible for leading business development strategy and execution of that strategy across direct (e.g., through brokers, events) and Unum channels. This role is the leader of a market facing team that supports business development by generating early demand for products launched by the Strategic Business Incubator (SBI). This role will be accountable for acquiring early adopters for early minimum viable products (MVP), assisting in development of sales goals for later stage MVP products, and defining and supporting go-forward marketing and sales path for products ready to be transitioned out of the SBI. In parallel, they will be expected to inform SBI's MVP strategy and choices by representing market feedback.

Principal Duties & Responsibilities
  • Lead business development strategy focusing on Unum channel and broker direct, as well as partner with other SBI leaders and stakeholders to inform yearly goals and targets
  • Work closely with other SBI leaders to ensure clear and concise value story for SBI portfolio including providing real time feedback from in-market conversations on adjustments needed
  • Orchestrate channel market development efforts (communication/engagement campaigns, etc.) that can be delivered through key sales partners, as well as in various industry venues, incl. conferences
  • Responsible for defining the end-to-end sales and sales enablement process for SBI products (aligned to level of maturity) with focus on scalability for more mature MVP products
  • Lead a team of Business Development Executives and Support professionals to deliver the goals of SBI portfolio, utilizing strategies across early adoption, new business growth, cross-sales as well as upselling. Accountable for ensuring that the team members:
    • Follow all sales processes, including adoption and consistent utilization of Salesforce
    • Execute sales process, including lead qualification, demos and closing deals
    • Use technical knowledge of the product and integrations to provide critical customer feedback to the Product Team to support Sales
    • Drive a consistent and efficient customer acquisition process from sales through hand off to Customer Success
  • Responsible to drive market adoption of products in incubation by developing, promoting, and executing growth programs and campaigns
  • Collaborate with Learning and Development to create training program and materials to educate field on product offerings and best way to partner with SBI Business Development team
  • Develop and manage strong partnerships with key stakeholders in the sales and client management organization, including RVPs, MDs, SVPs across both NCG and Core segments
  • Develop and manage strong external partnerships and relationships, e.g., with brokers, consultants and with partner sales teams to inform marketing strategy with intent to drive growth
  • Execute on the infrastructure to track and monitor sales pipeline development and new business sales growth in a consistent manner, including channel sales activity, close ratios, pricing effectiveness, including leading all readouts where this data is shared
  • Deliver regular business/sales results reporting to SVP audience both within Solutions as well as Sales & Client Management
  • Responsible for managing team's business expenditure as it relates to Business Development budget


Job Specifications
  • Bachelor's degree required, with minimum 12+years related experience
  • Commitment and high standards of accountability for yourself and other members of the team
  • Experience interfacing directly with employers, brokers, and industry conferences, with ability to distill technical information to drive valuable dialogue and outcomes
  • Excitement and passion for learning new technology and being part of a close-knit, hard-working, and fast-paced team
  • SaaS experience with an emphasis on employer benefits, or experience with digital benefits platforms and offerings
  • Comfort with ambiguity, technology, and entrepreneurial drive (willingness to roll up the sleeves and figure it out) is a bonus
  • Inspirational leadership and ability to influence a team towards goals and outcomes
  • High level of initiative and drive for results
  • Strong ability to articulate value proposition of products in incubation; exhibits deep understanding of product offerings and integrations
  • Analytical skill required to review and organize market data, and build into a market-level prospect targeting
  • Ability to discern critical details from employer feedback and think strategically to solve problems
  • Demonstrated consultative ability, solution-oriented and strong ability to create relationships and cultivate partnerships
  • Highly persuasive, ability to influence and gain consensus
  • Ability to quickly learn new software programs, systems, and productivity tools
  • Attention to detail


#LI-VJ1

~IN1

The base salary range for applicants for this position is listed below. Unless actual salary is indicated above in the job description, actual pay will be based on skill, geographical location and experience.
$114,100.00-$215,700.00

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), performance-based incentive plans, 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

About Unum Group

Since their founding in 1848, Unum has been known for breaking new ground in the business of benefits. Integrity, determination, innovation and leadership were at the core of their company 165 years ago, and they are just as relevant to their business today. Just as long-lasting has been their commitment to being there when people need us most, a simple but compelling philosophy that began before the Civil War during a time when investing in insurance to protect yourself from the financial effects of illness and injury was a radical idea. They persevered during the fledgling insurance landscape then, and we're equally committed today to educating consumers about the value of financial protection benefits. Take a look below at Unum and its predecessor companies throughout the years.

Unum Group Careers

Join the Unum Group team today and be part of a company that values innovation, leadership, and diversity. As a leading provider of financial protection benefits in the United States and the United Kingdom, Unum Group offers unparalleled job opportunities in a variety of professional fields.

Work You’ll Do

At Unum Group, you will contribute to a culture that supports the growth and development of its employees through targeted diversity training and robust career advancement opportunities. Our team is committed to creating an inclusive environment where every team member’s skills and ideas are valued.

Explore Professional Growth

Unum Group is not just a company; it's a place where you can shape your future. Whether you're looking for an internship, ready to lead at the managerial level, or anywhere in between, Unum has a position that will match your skills and ambitions. We are dedicated to fostering leadership and innovation at every level of our organization.

Join Our Dynamic Team

Our team at Unum Group thrives on collaboration and the free exchange of ideas. We believe that diversity fuels innovation and we strive to create a workplace where all employees can achieve their professional goals. With a focus on continuous improvement and employee empowerment, Unum offers a dynamic work environment designed to develop top-tier professionals.

Benefits and Culture

Unum Group is committed to offering competitive benefits that enhance the lives of our employees and their families. From health and wellness to financial and retirement planning, our benefits are designed to promote a healthy, fulfilling life both inside and outside of work. Our culture emphasizes work-life balance, community involvement, and the well-being of our employees.

Career Development Opportunities

Invest in your future with Unum Group’s comprehensive career development programs. From professional development workshops to leadership training, we provide the tools and resources necessary for personal and professional growth. Our commitment to career development ensures that our employees are well-equipped to meet the challenges of today’s job market.

Innovative Hiring Process

Our hiring process is designed to identify and attract the best talent. From the initial resume submission to the final interview, each step is an opportunity to showcase your unique abilities and learn more about the Unum culture. We value straightforward communication and transparency, ensuring that all candidates understand what it takes to be a part of our team.

Networking and Community

At Unum Group, networking doesn’t end with the job interview. We encourage our employees to continue building professional relationships and sharing insights through our internal networking platforms. This connectivity allows for ongoing professional development and community building across the company.

Join Unum Group

Discover the exciting career opportunities waiting for you at Unum Group. Search open positions that match your skills and interests. We look for passionate, curious, creative, and solution-driven team players. Ready to start your journey with us? Explore job openings, read more about our company culture, and apply today to become part of something great.

Stay Connected

Keep up to date with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. See what exciting and rewarding opportunities await at Unum Group.

SEARCH UNUM GROUP JOBS

READ CAREERS BLOG

Learn more about Unum Group
Size
10,100 employees
Market Cap
$8 billion
Industry
Net Income
$793 million
Founded
1848
5 Year Trend
+1.6%
Revenue
$13.1 billion
NASDAQ

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