Senior National Account Executive

TITLE:                          Senior National Sales Executive (Southeast Zone Focus)

DEPARTMENT:            Business Development

REPORTS TO:               Managing Director – Specialty Sales

STATUS:                      Regular, Full-Time, Exempt

SUMMARY OF JOB PURPOSE: 
The Senior National Sales Executive is responsible for the sale of Engle Martin’s business products and services throughout the USA. This sales position is focused on hunting new prospective customers, that have a need for the organization’s valued services. This individual is responsible for business development lead generation of prospective customers. The incumbent provides ongoing support to distribute and sell the Company’s products and service to new clients. Collaborates effectively with the current sales team, sales support, Specialty Loss Group and the marketing team. The incumbent effectively facilitates Engle Martin achieving its client growth, increasing market share, and maintaining its prominent and favorable industry reputation.

PRIMARY JOB RESPONSIBILITIES:

• Develops and implements strategic Sales Plans to accommodate corporate goals.
• Coordinates sales proposals (RFP) and manages formal and informal presentations of our service offerings.
• Performs regular cold calling of prospects. Follows up with appointed warm sales prospects from marketing team campaigns and advertisements.
• Directs sales forecasting and sets performance goals accordingly. Analyzes, manages, and controls expenditures within assigned budgetary requirements.
• Works with operational SME’s (Subject Matter Experts) and members of the SLT and ELT for pull through.
• Enhances lead generation and revenue opportunities through channel distribution efforts.
• Leverages sales statistics and CRM to formulate strategy in the up-sale alongside cross-selling products and services. Identifies subject matter experts to assist in the close of sale, if necessary.
• Completes periodic sales info report showing wins and pipeline.
• Reviews pricing schedules and client instructions to provide during the execution process for the claims administration team.
• Keeps abreast of all products and services offered within EMA and other general information of interest to customers. Monitors and evaluates the activities and products of the competition.
• Represents company at trade association meetings to promote products and services.
• Delivers sales presentations to prospects.
• Understands the ‘share of the wallet’ and the distribution of negotiated work and spend in our space. Maintains awareness of how much business is provided to EMA versus our direct competitors.
• Acts as the liaison into the EMA environment on behalf of the client for areas of concern, complaints or issue experienced by the valued partner/customer. Acts as the point of contact and face of the company.
• Establishes and maintains strong working relationships with prospective clients (primarily Retail and Wholesale Brokers); addresses client needs and directs problem resolution as necessary.

REQUIRED EDUCATION & EXPERIENCE:

• Bachelor’s Degree in Marketing, Business Management, Risk Management, or an equivalent field.
• 7+ years of experience in Sales, Account Management, preferably in Insurance/Claims related role (Independent Adjusting Services and TPA Services).
• Demonstrated ability to problem solve.
• Clear and concise presentation and written communication skills
• Demonstrated experience building relationships at multiple level within a client organization.

Desired Knowledge, Skills & Abilities:

• Excellent written and verbal communication skills
• Ability to manage multiple priorities to and meet deadlines
• Passionate about strong customer service skills
• Strong organization skills
• Detail-oriented and the ability to problem solve
• Ability to work both independently and as part of a team
• Microsoft Word, Excel, and CRM systems

WORKING CONDITIONS:
Work is generally performed in a typical office environment while adhering to updated OSHA and CDC guidelines and best safety practices, with limited exposure to harsh weather conditions, loud internal or external noise, fumes, or significant temperature changes.  

PHYSICAL ACTIVITIES AND REQUIREMENTS:

Work can involve lifting and carrying up to 10 - 20 lbs; frequent standing, sitting, walking, bending, and reaching; occasional kneeling and stooping; operating office equipment; periodic driving likely; visual acuity to prepare, read, and organize detailed hard copy and electronic documents; ability to speak and to hear the spoken word in normal face-to-face, telephonic, and web-based business communications. Willingness to travel in a work capacity, including evening, overnight, and weekend hours.  Willingness to accommodate occasional meetings and work activities that may be scheduled after normal daytime business hours.