Come join the Nation! Nationwide's Orange County office, which markets and sells pet health insurance, is hiring.
Formerly Veterinary Pet Insurance, an organization founded by veterinarians and operated by passionate pet lovers, our office is dedicated to helping pets receive the best possible veterinary care. Here, you will work alongside the best talent, chart your own career course and contribute to company growth in a fun, fast-paced team environment.
Nationwide Insurance has a great opportunity for a full-time Manager for our Group Sales Business Development Executive (BDE) Team.
Nationwide provides an attractive and competitive salary, benefits (Includes: Medical, dental, vision, 401-k, vacation, sick, and holiday pay), and best of all, Nationwide is a fun place to work.
**Individuals currently working outside of the Brea, California area and outside commuting distance to the Brea, California office, may be considered for an alternative work environment in this position. **
SUMMARY: Manage and establish sales objectives and performance of business development account executives for different customer segments nationally; develop and maintain strategic relationships with top tier national and regional brokerage firms, c-level executive and Fortune 500 companies. Leads the performance and achievement of the sales team through the application of a consultative approach model. Oversees new account recruitment of high profile accounts including jumbo accounts, exchanges, and government agencies. Participates in the selection, training, coaching, and evaluation of national business development sales executives. Manage work activities using Sales Force, complete and approve records and reports, review and negotiate complex contracts and communicate compliance standards. Ensures the compatibility of Nationwide’s technology to the Voluntary Benefits Market when negotiating with Exchange and Jumbo account clients.
Responsible for national business development, establishing new strategic partners and furthering existing strategic business partner relationships to increase the growth of the voluntary benefit channel.
Through business development executives, grow voluntary benefits channel, including developing relationships with employers and brokers, prospecting opportunities, and/or closing sales for new accounts to increase revenues and policy holders.
Compile and analyze detailed data and reports and provide updates and recommendations for best course of action to ensure sales targets are met.
Consider business issues related to growing the voluntary benefits channel to ensure new account recruitment and broker relationship development, which may require consulting with leadership, considering ROI models, and recommending effective actions.
Participate in planning and projecting quarterly and annual revenue and policy participation targets by region or based on account size and/or new business development opportunities in allocating leads and managing accounts.
Analyze market practices and industry trends in pet health care consumer demand and confer with sales leadership regarding competitor activities, product enhancements, and marketing and sales development tactics.
Lead the recruiting, selection, training, and evaluation of business development sales staff; recommend staffing changes as needed.
Produce and analyze sales pipeline, territory and account management reports; evaluate continuing sales revenue and cost performance in relation to budget plan and determine where additional support is needed.
Ensure field team has the necessary tools to effectively grow the channel through new account recruitment; ensure an effective on-boarding training program.
Set clear targets, objectives, and expectations; regularly monitor performance using standard metrics, informal and formal evaluations, and coaching; instill company culture and values; promote team selling and cooperation.
Complete administrative functions with high quality in a timely manner, such as expense reports, reporting, and evaluation records, budget and re-forecasting.
Collaborate with leaders, parent company and consultants to develop and implement sales compensation models for direct reports, regularly assessing their efficacy in delivering the desired results, both for business growth and employee engagement
Draft and deliver executive summaries and presentations to new top tier clients and F500 companies in order to promote and sell pet insurance products.
Review and negotiate contracts with external partners.
Work with Marketing Support Team in coordinating prospects, business development materials, targeted campaigns and customized materials requests.
Prepare standardized materials in concert with sales management and legal staff for implementation by group accounts sales team.
Maintain an extensive working knowledge of the benefits landscape and property and causality insurance to ensure internal products and technology align with the market.
Performs other duties as assigned.
Education: Bachelor’s degree in Business Administration, Marketing, Sales or a related field is preferred
License/Certification/Designation: Possession of a valid driver’s license, an acceptable driving record, and proof of insurance, as required by the company. If quoting, pricing, negotiating, or rating insurance, the employee must be able to attain a valid P&C (Property & Casualty) Insurance license along with the required appointment from the issuing insurance company. Licensed employees are expected to successfully complete at least 25 hours of continuing education each year. Employees must be able to frequently travel on company business.
Experience: Seven or more years of progressively responsible experience in sales, business development, and/or territory management, to include experience with managing and supervising associates in an insurance company or agency preferably in the health care industry.
Knowledge: Business and opportunity development practices; proposal development and evaluation practices; sales pipeline management practices; long-term marketing penetration, sales development, and relationship building strategies; Nationwide pet insurance and competitor products and services; broker, TPA, and client networks within industry; pet insurance products, services, and standards; voluntary and payroll deduction employee benefit plans; health and property and casualty brokerage practices and third party administrators; ROI principles in sales decision making; principles of employee motivation, supervision, and evaluation; sales training methods and closing techniques.
Skills/Competencies: Evaluate business opportunities, broker networks, special markets, and account development potential; analyze account management practices, communications methods, and sales strategies to determine what changes are needed; exercise initiative in translating leads to business opportunities and accounts; independently organize and manage work tasks to achieve effective use of time; make persuasive presentations and communicate effectively with strategic partners, special market representatives, brokers, TPAs, clients, group accounts, staff, executive management, and other Nationwide pet insurance representatives. Ability to read, analyze, and interpret general business periodicals, professional journals, and technical procedures. Ability to write reports, and business correspondence. Ability to speak in front of others, and lead, facilitate; and/or train small to large groups which include brokers, TPAs and outside groups. Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exits. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Other criteria, including leadership skills, competencies and experiences may take precedence.
Values: Regularly and consistently demonstrates the Nationwide Values and Guiding Behaviors.
Imagine a place where you do meaningful work every day. Where the effort you put in is acknowledged and rewarded. Where your sense of purpose is discovered and fostered. Where you can be your very best self. You’ve found that place in Nationwide. We are America’s most diversified financial services organization. We’re trusted advisers for our members, offering solutions like home and auto insur...ance, life insurance, retirement savings tools such as annuities and mutual funds as well as business insurance, pet insurance and identify theft protection. Join something great, where you can make a difference!