About This Role
The Role
FM ; a mutual insurance company founded almost 200 years ago ; is looking for someone to bring in new clients for our well established Los Angeles, CA Operations. This isn't a desk jockey gig. You'll be out in the field, building relationships with prospects, brokers, consultants, and other insurance professionals throughout the local marketplace and the broader industry. You'll also lead our client service teams to craft proposals that show exactly why doing business with FM makes sense.
What You'll Actually Do
- Hit your annual new business target by working both direct sales channels and opportunities through our brokered partners.
- Keep a healthy pipeline of prospects through smart calling and careful funnel management.
- Build and maintain a list of opportunities alongside operations management.
- Enter and update prospect info in SRS as you learn new things during the sales process.
- Hit your annual call goal, including in person calls at various stages of the funnel.
- Every call gets planned, executed, and logged in SRS using the Richardson Consultative Selling Framework approach.
- Figure out what prospective clients actually need from their business.
- Craft and run a complete sales journey with internal teams and external stakeholders that ends with a winning proposal more often than not.
- Deliver proposals that link each client's specific needs to services FM can provide.
- Lead internal work groups by influence ; not authority ; to figure out strategies that boost our hit ratio on new business.
- Use Whiteboarding to zero in on what matters most to each prospect and how FM's value proposition matches up.
- Create road maps of the prospect journey for both internal teams and external clients.
- Once assigned a CST (Client Service Team), lead collaborative development of situational analysis plans ; then make sure they get executed.
The Industry Focus
A big part of this job is building FM's brand as a subject matter expert in renewable energy and power generation. That means attending meetings, conferences, industry functions ; getting out there so people know we're serious about this space. You'll also build relationships with specialty brokers who serve this sector. And you'll keep tabs on what competitors are offering so we always have clear positioning.
Qualifications
- A Bachelor's degree or an equivalent combination of education and experience
- 3+ years working in the insurance industry
- Ability to talk property insurance policy forms like you know them cold - Solid presentation skills - Negotiation chops - Knowledge of loss prevention engineering concepts - Understanding who our competitors are and how their broker networks work
The Nitty Gritty Details
Position levels & compensation:
Job Location
Los Angeles, CA