About this role
About the Role Drive new business opportunities and internal sales by managing relationships with developmental brokers and liaising with Business Units to communicate cross-sell opportunities. Provide strategic internal support to optimize external sales activities and help Business Development Leaders achieve objectives. What You'll Do
- Manage relationships with developmental brokers and drive new business and retention actions to achieve plan.
- Support activity outcomes with Business Units to ensure key pipeline accounts are managed and inform Business Development Leaders of key developments.
- Follow up with distributors or Business Unit personnel to drive initiatives from internal sales and cross-BU planning meetings.
- Communicate directly with selected distributors to present value propositions and drive business development activities.
- Provide strategic internal support including response to urgent requests from Business Development Leaders or distributors to optimize external sales activities.
- Work through hindrances to the business development and post-sales processes; amplify product/service information requests to showcase breadth of the organization.
- Manage smaller Select, BU-Select or Developmental broker relationships.
- Drive new business and retention actions with assigned brokers to achieve Plan.
- Review and qualify submissions for select new BU-distributor relationships based on pre-defined criteria; process inbound calls to strengthen regional relationships and identify appropriate Business Units.
- Monitor preferred submission handling and review and qualify submissions where appropriate for select new BU-distributor relationships based on pre-defined criteria.
- Work with Business Development Units to deliver coordinated multi-BU quotes for single customer accounts including contacting select distributors when applicable.
- Review and analyze initial account pipeline reports to identify submissions with cross-sell opportunities; liaise with Business Units to communicate cross-sell opportunities and identify/add additional submissions or target accounts not in initial list.
- Analyze pipeline reports using DOZ data-cube to identify high-priority submissions and cross-sell opportunities.
- Work with Business Development Leaders to analyze distributor scorecard reports and review to identify areas of underperformance and opportunity; meet with Leaders to discuss insights in advance of distributor visits and internal sales meetings.
- Contribute to competition, product and distributor analyses, based on interactions with distributors, Business Units or Strategic Support Unit, and communicate to the team in advance of internal sales.