General Summary:The Channel Growth & Solutions Director position is responsible for serving as a key sales specialist supporting select channel partners, focused on the positioning and advancement of opportunities within these strategic distribution relationships.
The role will help develop the strategy on how to present a compelling message to our prospects and customers/brokers through consultative conversations, tailored engagement, and targeted education aligned to each partner's offering and value proposition.
The Channel Growth & Solutions Director will act as a strategic partner with field sales representatives to secure new business and expanded revenue opportunities for existing customers. The incumbent will work in close partnership with internal and external business partners, including sales representatives, customers, brokers, consultants, and technology vendors.
This is a campus-based role. Current remote and field-based Unum employees may apply and will be considered in accordance with company policy.
Job Specifications- Bachelor's degree or equivalent required
- Ability to build a new business through partnerships with product owners and sales team; a self-starter with a desire to learn and grow
- Experience with Professional Employer Organization (PEO) models, co-employment structures, or outsourced HR solutions is preferred
- Demonstrated understanding of Benefits Technology HR/Benefits/Payroll methodologies and supporting systems
- Baseline understanding of HRIS processes and HR personnel responsibilities.
- Able to demonstrate Unum's solutions value proposition as it relates to HR/Payroll/Benefits through a deep understanding of our products and services
- Comfortable presenting/demoing to both C-Level executives and large technical and/or business & Broker audiences
- Very strong problem-solving and analytical skills; advanced technical proficiencies; strong presentation and communication writing skills
- Ability to excel in a highly charged, fast-paced environment, handling multiple, often competing priorities
- Excellent time management, organization and project management abilities
- Demonstrate a willingness to experiment with new ideas, within acceptable boundaries
- Demonstrate a "can-do" spirit, a sense of optimism, ownership and commitment with self-motivation and internal drive.
- Extensive Group Benefits background and the ability to understand how insurance products fit on a benefit administration platform for a success client experience preferred.
- Ability to travel on a limited basis
Principal Duties and ResponsibilitiesCustomer/Broker driven activities (approximately 80%)
- Partner with Sales & Client Management professionals (Reps/Specialists, CMs/NCMs) to collaboratively develop the customer sales strategy, taking a leadership role on how to present solutions aligned to select channel partner offerings.
- Participate in select channel partner-facing activities, including industry events, stewardship discussions, and training sessions, to represent Unum and strengthen partner relationships.
- Create and deliver high impact training & tools to enable key brokers and sales representatives to communicate the value of Unum's solutions within channel partner models.
- Contribute to activities that drive profitable growth within assigned channel partner relationships, including supporting new business development, strengthening persistency, and improving opportunity conversion.
- Perform product/platform demonstrations/overviews for prospects and clients (including senior HR and HRIS professionals) as well as distributors (including brokers and their technology and leave practice leadership), leveraging expertise in Unum solutions.
- Apply solution selling skills by understanding employee HR/Payroll/Benefit challenges and issues facing employers and demonstrating/consulting solutions to these challenges.
- Utilize deep understanding of products and relay that expertise to the client by answering questions about application of solutions.
- Act as principal point of contact for field and broker inquiries related to channel partner solutions and positioning.
- Preparing for and responding to specific client solution requests.
- Respond to miscellaneous field/producer inquiries and resolve any issues.
Internal activities (approximately 20%)
- Proactively observe, synthesize and communicate opportunities for improved positioning and performance based upon interactions with customers, brokers, and field partners.
- Leverage expertise in channel partner offerings and knowledge of Unum's differentiators to guide internal marketing messages and demo capabilities.
- May perform other duties as assigned
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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.
$89,900.00-$169,900.00
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
