Business Development Consultant

3 weeks ago

Toronto, Ontario, Canada People Corporation Full time

About the Role

We are seeking a highly skilled Business Development Consultant to join our team in the Greater Toronto Area. As a Business Development Consultant, you will be responsible for growing our portfolio of Medium and Large Market clients by achieving sales results, finding and qualifying leads, and bringing new business opportunities to close.

Key Responsibilities

  • Achieve approved sales goals and targets as established by the VP within an assigned geographic area, industry or sector, and/or product line.
  • Manage the end-to-end sales cycle of group insurance, retirement, and/or related products, including identifying opportunities, prospecting and networking, and building an appropriate sales pipeline.
  • Collaborate with the VP in setting and establishing annual sales plans.
  • Identify opportunities for the sale of services from within the existing suite of products and services and from the broader offerings of People Corporation products, capabilities, and services.
  • Actively search for and identify new clients for products and services within the areas assigned and will consider locating and finding new, alternate channels for building the funnel.
  • Ensure that prospective client needs and requirements are fully understood and represented in the design of RFP and finalist presentations.
  • Analyze client strategic needs and recommend options that will meet the prospective client's needs. Recommend benefits plan design and cost-saving measures. Develop pricing strategies and tracks competitive market costs.
  • Identify the client's strategic needs, Total Rewards strategy, and insurance philosophy and recommend appropriate plan design, services, products, and cost mitigation strategies.
  • Introduce an Account Management team to work with the client post-sale and remain, where appropriate, the Client Relationship Lead. As the Client Relationship lead, ensure that overall team is accountable and delivering on the work sold and promised to clients.
  • Present, coordinate, and review all proposals and finalist materials provided to clients and to potential clients to ensure they are; reflective of the spectrum of People Corporation's product shelf; accurate and complete, current, appropriate to the client, and that they will support the goals and objectives of the client.
  • Work in close collaboration with the Executive Sponsor, Marketing, and Underwriting to develop pricing for new clients.
  • Serve as the lead on interactions and communications with prospective clients.
  • Generate additional group business growth with existing GRS, HR, Administration, Individual, and Wellness clients through effective and professional service and support. Maintain positive relations with other departments, their existing clients, and with client decision makers, including the C-Suite. Promote and maintain client satisfaction with products, services, and support provided.
  • Address prospective customer concerns or issues and ensures that the VP is aware of any risk.
  • Ensure that all sales data and information is tracked accurately and in a timely manner, using the PRM system and entered into the New Business Revenue Sales Tracking Report (i.e., Playbook). Work closely with the VP and Executive Sponsor to monitor activity including pipeline generation, sales stages, closing, and reporting revenue.
  • Prepare and deliver on-site presentations to clients and prospective clients to educate, and to present the suite of People Corporation group benefits, retirement, administration, wellness, HR, and other products and services.
  • Ensure that through all phases and activities of the sales cycle and customer contact that all customer-facing materials, information, and products are prepared to high standards and that they comply with corporate branding, appearance, and content requirements.
  • Ensure that all customer service requirements and commitments align with, and are delivered in accordance with, established requirements and expectations. Project a respectful, positive, professional image and presence to the client and industry at all times.

Requirements

  • Valid and current LLQP license.
  • Verifiable track record in successfully meeting sales targets.
  • 2-4 years of group insurance experience specifically in business development.
  • Post-secondary education and training in commerce, sales & marketing required.
  • Knowledge of group insurance, retirement, and related product sales and client service and support.
  • Valid Driver's License and access to a vehicle.
  • Experience in lead generation, stages of sales, closing, and procuring new business in B2B settings.
  • Strong, innovative sales and marketing skills plus the ability to market organizational strengths successfully.
  • Exceptional active listening skills and ability to discern prospective pain points and needs.
  • Strong interpersonal skills and the projection of a professional image and style.
  • Exceptional communication skills demonstrated through compelling sales presentations and client interactions.
  • Demonstrated ability to work effectively with internal service providers such as; Account Team, Marketing, Underwriting, and Pricing, Finance, Service Managers, Practice Leads, and others.

About People Corporation

People Corporation is a national provider of benefits, retirement, wealth, wellness, and human resource solutions. Our experts and solutions serve over 20,000 clients representing nearly 3 million Canadians. We offer customized solutions designed to fit the unique needs of businesses and their employees, members, and stakeholders.

We are committed to helping businesses succeed and are dedicated to building a workforce that reflects the diversity of the communities in which we live. We strive to create an environment where every employee has the opportunity to reach their potential.

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