Job DescriptionUnder direction from SVP-Business Development, National Sales Director, or Business Unit Head, generates leads, conducts sales calls, prepares proposals and makes formal presentations to potential national account clients in the insured and self-insured casualty insurance or corporate market; leads may be generated through client direct marketing or through agent/broker of insurance carrier distribution network.
Responsibilities- Develops strategic sales plans and procedures for designated territory.
- Coordinates with Client Services and Legal Services on all aspects of contract execution.
- Facilitates coordination with IT to develop plans which meet client service standards and reporting needs. Communicates criteria to ensure data quality and reliability and plans procedures to be used for audits.
- Consults with operations management, if necessary, to plan workflow at the branch level for optimum data reliability and client satisfaction.
- Meets or exceeds designated revenue targets and manages expenses to budget goals.
- Coordinates post sale activities by facilitating the implementation process and hand off to client services for client program management.
- Facilitates cross marketing strategies with other company entities and manages product and process improvements that are related to the strategy.
- Coordinates RFP activity collaborating with Proposal Unit and all operational functions from proposal development to close of sale.
- In coordination with Claim Operations and Crawford University, defines special training if needed as a result of client specific requirements agreed to in the proposal.
- Collaborates with appropriate Finance Division personnel on client pricing and financial issues.
- Remains current and aware of market trends, competitive practices and customer needs.
- Represents the corporation at conferences and seminars.
- Attends industry functions and upholds professional image of the corporation.
- Upholds Crawford & Company Code of Business Conduct at all times.
- Continues to improve sales skills through courses and seminars.
- Participates in special projects when requested.
Qualifications- Bachelor's degree or an equivalent combination of education and experience.
- Previous experience with risk Management TPA and insurance sales and services as well as managing, supervising or delivering the services required by the client.
- Excellent knowledge of TPA industry products and services, general insurance and risk management principles, terminology and practices.
- Excellent management and interpersonal skills with ability to manage high levels of stress in a fast pace environment.
- Excellent verbal and written communication skills.
- Strong negotiating techniques and sales closing skills.
- Strong analytical and problem-solving ability.
- Very good organizational ability.
- Good personal computer skills and understanding of databases.
- This position requires frequent travel; additional sales training may be required from time to time.
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