Business Development

ABOUT THE JOB

The MJ Companies are seeking a dynamic and results-driven Business Development professional to drive sales and strategic growth across various service lines, including but not limited to employee benefits, retirement plans, total rewards, property & casualty insurance, and risk management solutions. This role requires a proactive individual capable of developing innovative sales strategies and building strong client relationships to expand our market presence.

ESSENTIAL FUNCTIONS

Sales Goals and Strategy:

• Develop and execute a comprehensive sales strategy to meet and exceed sales targets and revenue goals.
• Identify, pursue, and close new business opportunities to expand the client base and market presence.
• Introduce proposed Core team members (CEs, CMs) in advance of formal pursuit (RFP) by including them in calls, formal meetings and informal social opportunities.
• Introduce/leverage key MJ value proposition SMEs (Compliance, Data Analytics, Population Health, Absence Management, Rx, Communications) early in relationship and as part of formal pursuit as appropriate.
• Coordinate and manage all activities related to RFP responses including but not limited to:
  • Developing and carrying out a creative, memorable and personalized experience for each prospect.
  • Working closely with the MJ Marketing team on response timeline and deliverables.
  • Working with core proposed client team (CE, CM, Data Analytics partner) and all appropriate value proposition SMEs to ensure RFP questions accurately address the prospect’s specific needs.
  • Curating and/or developing original content (case studies, points of view, sample communications) and creative solutions to address prospect questions and concerns.
  • Ensuring that all responses are peer reviewed and delivered on time.
  • Coordination of all follow up (finalist meetings) and deliverables.
  • Development of or support of finalist meeting presentations, conversation guides and agendas.
• Regularly review and analyze sales performance metrics to ensure alignment with business objectives and adjust strategies as needed.

Client Relationship Management:

• Ensure effective transition to the ongoing advisory and service team post-sale.
• Attend new client kick-off meetings (Ensure effective transition to the ongoing advisory and service team post-sale.
• (Ongoing) Ensure clients are included in all appropriate client events including webinars, in person events, compliance updates and social gatherings.
• (Ongoing) Ensure clients are included in all appropriate publication distribution lists.
• (Ongoing) Ensure clients are aware of new or enhanced solutions as they become available.
• (Ongoing) Provide anniversary acknowledgement and annual “check in".
• Support client escalation issues and/or team member change communications.

Market Development

• Promote the company brand through participation in reputable industry related opportunities such as round tables, and networking groups.
• Promote the company brand through appropriate social media pushes, posts and content sharing.
• Represent the company at trade association meetings, carrier forums, and industry gatherings.
• Curate events and speaking opportunities that promote MJ’s industry thought leadership and SME’s.

TECHNICAL FUNCTIONS

• Proficiency in MS Office products (Excel, Word, Outlook, PowerPoint)
• Demonstrated ability to manage pipeline data and measure performance standards to ensure achievement of sales goals.
• Working knowledge and disciplined adoption of sales management systems (Salesforce, HubSpot, etc.)

PREFERRED EDUCATION AND EXPERIENCE

• Bachelor’s degree in a related discipline preferred.
• Proven success in building a consulting/advisory client base in the mid market.
• Demonstrated ability to network in the community and creatively source new business opportunities.
• Experience working in employee benefits and/or property & casualty highly preferred.
• Strong sales acumen with a track record of meeting and exceeding sales targets.
• Demonstrated ability to lead and manage a pursuit while creating the space and opportunity to showcase the expertise and talent of the ongoing support team.
• Excellent written and verbal communication skills; demonstrated ability to articulate an understanding of a client’s needs, concerns and measures of success, and how MJ’s solutions can support them.