New Business Development Consultant

POSITION SUMMARY

The New Business Development Consultant is responsible for representing the McGraw Wentworth brand, maintaining relationships with prospect contacts, and contributing to the company's continued growth and success.  This position is best suited for individuals who have strong communication skills, a great attitude and are self-motivated.  This involves:

  Via telephone and email, proactively maintaining relationships with a select list of contacts

  Actively managing and updating a customer relationship database to track contacts and companies

  Understanding the value of building relationships over a period of time

  Identifying unique opportunities to add value to such relationships

  Regularly promoting and representing McGraw Wentworth at seminars, benefits expos and other select industry events

Having a willingness to learn about group benefits

Being organized and a self-starter 

Working with other professionals in a supportive, team-based environment   ESSENTIAL FUNCTIONS Responsible for initiating and maintaining contact with HR and key business decision makers over telephone and/or email, utilizing a marketing database for outbound prospecting and lead generation. Develop and grow sales relationships with prospects using effective probing, listening and communication skills. Build relationships by inviting prospects to seminars and roundtables and soliciting participation in MW Annual Group Benefits Survey and results presentations. Reinforce relationships with distribution of marketing collateral materials, Viewsletters, Benefit Advisors, and other knowledge products. Based on scale of "Tough Nut" to "8%", determine "readiness" for prospect to make a change to a new broker. Monitor/forecast progress along this scale to help grow and retain MW business. Partner with Account Directors to develop a prospect into a client, up to setting an appointment for Account Director to discuss MW employee group benefit capabilities. Identify opportunities to leverage MW's ability to address and resolve prospect needs and partner with Account Directors to follow through. Responsible for updating the database in a timely manner, reflecting call and email activity, contact information, notes from each call, names, addresses, and potential reactions or interest in MW. Familiar with the Benefit Stewardship Process, client list, and corporate activities in order to keep prospects informed. Attend MW Seminar & Roundtable events to greet attendees/prospects; identify opportunities to introduce to other MW team members and attendees. Actively promotes the services of McGraw Wentworth. Deliver survey results, gifts and other appropriate information to assigned prospects, either in person, via mail, or electronically. May include setting up a Survey Results Review meeting between a prospect and Account Director. Assist in training new employees. Assist Administration Team with phone coverage and similar activities as needed and as individual's schedule allows.



Job Requirements:


KNOWLEDGE, SKILLS & ABILITIES

Associate's or Bachelor's degree in Marketing, Business Administration or equivalent. Minimum 2-3 years of sales or marketing related experience. Proficient knowledge of Microsoft Office to include Word and Excel; willing to attend training session if needed for other applications. Knowledge/basic understanding of database formatting. Familiar with ACT or similar tools; willing to attend training session to ensure accurate usage. Ability to use Internet, print publications and other tools for research and informational purposes. Ability to communicate effectively with people at all levels, whether in person, over the telephone or via email and written communications. Strong interpersonal communication and telephone skills required for successful daily interaction over the phone. Ability to think and respond quickly. Team Player. Demonstrated ability to provide quality customer service, proven history in a sales type of role. Self-starter and experience in/interest in knowledge of benefits industry (competitors, region, and end users) will be highly regarded. Ability to conceptualize and communicate employee group benefit products. Ability to multi-task and manage multiple priorities.



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