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Account Executive

Company: York Risk Services Group
Location: Clearwater
Posted on: August 15, 2019

Job Description:

Sales Executive IV
The Sales Executive, will be a major architect of growth for the Public Entity business and will drive top line growth and profitability, and overall financial management. This role is responsible to sell York solutions including, but not limited to, Integrated Workers Compensation/Managed Care, Stand Alone Managed Care, Absence Management, General Liability, Auto Liability and Property & Casualty.
The Sales Executive III will aggressively hunt and close new business. He/she is responsible to generate leads, build out a sales pipeline, conduct sales calls, assist in the preparation of proposals, make formal orals presentations to public entity prospects in states including Maine, New Hampshire, Vermont, Massachusetts, Connecticut, Rhode Island, New York and New Jersey, and to close new business.
The major focus of the role is driving the development of new, profitable and sustainable growth from prospects and under-penetrated prospects in the market place by offering customized York solutions. The Sales Executive III will be responsible to generate at a minimum $1M in new sales during the first year and generate a minimum of 30% revenue per year.
ESSENTIAL JOB RESPONSIBILITIES:


  • Develop strategic sales territory plans and opportunity capture plans following York's sales pursuit processes and selling methodologies in the assigned territory. Research each target Public Entity to develop a comprehensive understanding of the target contacts, their programs, competitors in place, program developments and other activities to support relationship development, opportunity identification, and capture of new business.
  • Partners with Client Services' Account Executives within assigned territory and with York solution subject matter experts to achieve new growth
  • Populates all Public Entity prospect organizations, opportunities, contacts, and sales activities into Salesforce.com (CRM)
  • Works with the SVP of sales, an assigned mentor, colleagues related to the capture of new business specific to the York solution, and the proposal management team throughout the opportunity pursuit lifecycle. This includes leading the opportunity pursuit from pre-RFP selling and opportunity development, proposal development, deal review presentations to senior leadership, pricing, orals preparation, to the close of a sale.
  • Coordinates post sale activities by facilitating the transition and implementation process of new customers to Account Executives
  • Facilitates cross marketing strategies with other company entities and strategic partners as well as manages product and process improvements that are related to the strategy
  • Maintain personal commitment to ongoing training and development to build industry knowledge, understanding of market trends and competitor solutions and practices, and continue to develop and hone selling skills
  • Play an active sales role in winning new customers, and working diligently to strengthen and broaden existing customer relationships.
  • Serve as an articulate and persuasive spokesperson that is able to market and sell the company to sophisticated large Public Entity customers.
  • Represent York at conferences and seminars

    EDUCATION:

    • BS / BA or Equivalent Work Experience



      EXPERIENCE:

      • Industry Experience. Multiple years of demonstrated success within working with Public Entities and complex risk financing arrangements. This person will have had progressively more responsible positions and strongly developed business skills.
      • Growth Track Record. Someone who places high value on growing the top line of a business while having a strong view for managing the bottom line at the same time. Successful track record of achieving quota.
      • Operational Experience. The person may be currently operating a major business unit of a larger company or a standalone business.
      • Complex Problem Solver. Comfortable in a complex, ever changing business environment requiring flexibility and intellectual facility in problem solving to address customer issues.



        SKILLS/ABILITIES:

        • Public Entity Expertise and Relationships: The position requires an expertise in the Public Entity market primarily in the NE Region as well as existing relationships with public entities, excess carriers, brokers, reinsurers, captive managers and other stakeholder of public entity risk financing mechanisms.
        • Strategic Thinker: The successful candidate will take advantage of the great leverage of York in creating market opportunities to leapfrog competition and create barriers to entry. He or she will be familiar with how to develop an expanded strategy beyond the existing base of business.
        • Ability to See New Opportunities for Growth: The candidate will be able to take his or her previous experience and relationships that generates new revenue. The candidate will evaluate multiple factors in the creation of an annual, written business plan that can be well articulated and executed upon.
        • Strong Communication Skills: The position requires the ability to draft business plans for distribution, and communicate effectively and consistently with a diverse group of colleagues and marketplace participants. As such, strong use of word processing, data base, and internet communications is a must.
        • Fit within Existing Culture and Values: York has a strong existing culture that includes customer focus, action orientation, embracing change, data driven decisions, strong options, good intentions, and personal likeability.



          KNOWLEDGE:

          • Impeccable character and integrity
          • Strong communication skills both internally and externally
          • Results oriented
          • Highly intelligent, but intellectually flexible
          • A high level of energy and enthusiasm
          • Tough minded and decisive
          • An executive that is fun to be around
          • Ability to work collaboratively within a complex organization
          • Financially savvy
          • Driven - only those with a high level of drive will be successful

Keywords: York Risk Services Group, Clearwater , Account Executive, Other , Clearwater, Florida

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