Solicit and develop new data center clients for FM Intellium, FM's recently established data driven business 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 - FM Intellium to execute the FM Intellium sales strategy, including targeted broker engagement, industry conferences, and thought leadership panel participation.
Schedule and LocationThis position can be based out of any of FM's Corporate offices in the Eastern Region.
Travel throughout the US is required ~50% annually.
Responsibilities - Achieve the annual new business objective balancing 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 and maintain a list of opportunities to call and develop hand in hand with FM Intellium and operations management teams
- Keep prospect information in SRS current, accurate and updated as new information is 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, executed and recorded in SRS using the Sphere Consultative 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
- Use Whiteboarding to identify what 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 actively participating in meetings, conferences and appearing at industry-related functions:
- Build and maintain FM's brand and market expertise as a subject matter expert in the Data Center industry as well as relationships with specialty brokers servicing this industry
- Keep apprised of our competitor's products and services
QualificationsRequired Education - Bachelors Degree; CPCU, and/or ACII experience
Highly Preferred Education - Advanced degree in business, marketing or engineering
Required Work Experience - 3+ years in the insurance industry experience successfully quoting, engineering and/or underwriting
Highly Preferred Work Experience - 5+ years in the insurance industry experience successfully quoting, engineering and/or underwriting
Required Skills: - Excellent interpersonal skills
- Knowledge of property forms, HPR engineering, competitors and brokers
- Demonstrate potential sales ability, presentation and negotiation skills
- Proficiency with computers and associated software such as Excel, PowerPoint and Word
This position is open to hiring at one of two levels: S15: Business Development Executive or S17: Senior Business Development Executive. Final grade and title will be determined by hiring leadership based on evaluation of the finalist's skills and other qualifying factors. 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.
