The Sales Executive, Northeast Region 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 of $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 a 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
BS / BA or Equivalent Work 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 a high value on growing the top line of 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.
Public Entity Expertise and Relationships: The position requires 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 stakeholders 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 the 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 generate 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, database, 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.
Impeccable character and integrity
Strong communication skills both internally and externally
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
Driven – only those with a high level of drive will be successful
Internal Number: R3492
About York Risk
At York, we believe that behind every person is a unique story.
Because when a workplace injury occurs, a life event overshadows responsibilities or a community is damaged by something beyond its control, our specialized expertise and compassion allows us to understand what happened, so we can drive the best outcomes.
For more than 55 years, we've strived to understand those stories, so we can deliver results our clients can see and feel. We serve corporations, the insurance industry and public entities to reduce risk and drive high-quality outcomes. We do this by offering integrated and customized risk solutions including claims administration, absence management, managed care and risk management. And with proprietary predictive analytics and our strategic approach, we are able to deliver on our mission of reducing risk and getting people and organizations get back to health, work and productivity.
Our team comes from all walks of life but are single-minded in the pursuit of doing right by those we serve. At York, we believe that an experience marked by expertise, consistency and compassion sets us apart. And we celebrate the diverse backgrounds and unique perspectives ...that allow us to stand apart from our competitors. That’s why we are committed to recruiting, training and retaining people who represent our values and who believe in our mission. Because at the end of the day, it’s our people who allow us to say, boldly and proudly:
York. Behind every good outcome.