Employee Benefits Producer
The Employee Benefits Producer will lead Innovo's business development efforts. The Producer will be responsible for generating new business, building relationships with prospective clients, and closing sales in the employee benefits space. The Producer will be at the forefront of the sales cycle, from prospecting and lead generation to contract negotiation and account acquisition. This role is expected to achieve and surpass sales targets while delivering exceptional value to clients in the employee benefits market.
Key Responsibilities:
- Achieve annualized new business sales of $100k in target market of companies with 50 - 1,000 employees. Retain at least 92% of business year over year.
- Own, manage, and expand a portfolio of clients, providing strategic benefits guidance, participating in renewal strategy, and driving revenue through new sales and expanded client relationships.
- Proactively prospect, identify and pursue new business opportunities in the employee benefits market. This includes cold-calling, networking, attending and presenting at industry events, and leveraging existing relationships to create a robust sales pipeline.
- Develop and implement tailored sales strategies to meet individual and team revenue goals. Understand the client's needs, challenges, and goals to effectively position benefits solutions.
- Act as a subject matter expert and trusted advisor on employee benefits, staying ahead of industry trends and regulatory changes to deliver consultative solutions and position Innovo as a market leader.
- Drive new business development by actively representing Innovo at industry events, conferences, and networking forums, cultivating a strong referral network and expanding strategic carrier and partner relationships.
- Utilize industry and competitive knowledge to identify sales opportunities, differentiate Innovo's offerings, and support revenue growth across new and existing client relationships.
- Collaborate with internal and external marketing teams to coordinate production efforts with marketing efforts. Drive the production of new, impactful content that strengthens client engagement and refines messaging.
- Conduct compelling sales presentations to potential clients, delivering customized proposals and explaining benefits offerings. Use a consultative sales approach to demonstrate how solutions meet their unique needs
- Lead negotiations and drive the sales process to close. Work with internal teams to ensure all client requirements are met and agreements are signed.
- Conduct regular meetings with account managers, or other support colleagues, to keep them abreast and informed of client issues, upcoming proposals, presentations, enrollments, and renewals.
- Consistently meet or exceed monthly, quarterly, and annual sales targets. Focus on both new client acquisition, renewals, and upselling/cross-selling to existing clients.
- Build and maintain strong, long-term relationships with key decision-makers in client organizations, ensuring they feel supported and confident in our services.
- Track and report on sales performance, pipeline activity, and key metrics. Provide regular updates on progress toward sales goals.
Qualifications:
- 5+ years of proven success in a sales-focused role, preferably in the benefits, insurance, human resources or financial services industry. Strong track record of exceeding sales targets.
- Experience working in employee benefits sales or with insurance carriers.
- Experience with selling group benefits (health, dental, life, disability) to all size markets.
- Ability to work independently, set and achieve goals, and thrive in a fast-paced, target-driven environment.
- Demonstrated ability to engage in consultative sales, identifying client pain points and providing tailored solutions in the employee benefits space.
- Ability to negotiate pricing, terms, and contracts while maintaining positive relationships with clients.
- Exceptional verbal and written communication skills, with the ability to present complex concepts in a clear and compelling manner.
- Familiarity with CRM software to manage leads, track activity, and close deals.
- Current insurance licenses (Health and Life) required or willingness to obtain within a specified timeframe.
Compensation includes commission, with total annual earnings potential typically ranging from $100,000 to $500,000
