VP, Small Business National Sales Leader

When you join the team at Unum, you become part of an organization committed to helping you thrive.

Here, we work to provide the employee benefits and service solutions that enable employees at our client companies to thrive throughout life’s moments. And this starts with ensuring that every one of our team members enjoys opportunities to succeed both professionally and personally. To enable this, we provide: 

• Award-winning culture 

• Inclusion and diversity as a priority 

• Competitive benefits package that includes: Health, Vision, Dental, Short & Long-Term Disability 

• Generous PTO (including paid time to volunteer!) 

• Up to 9.5% 401(k) employer contribution 

• Mental health support 

• Career advancement opportunities 

• Student loan repayment options 

• Tuition reimbursement

• Flexible work environments 

*All the benefits listed above are subject to the terms of their individual Plans.

And that’s just the beginning…  

With 10,000 employees helping more than 39 million people worldwide, every role at Unum is meaningful and impacts the lives of our customers. Whether you’re directly supporting a growing family, or developing online tools to help navigate a difficult loss, customers are counting on the combined talents of our entire team. Help us help others, and join Team Unum today! 

General Summary:The VP, Small Business National Sales Leader is responsible for planning, controlling, directing and executing the sales objectives and strategies of the Small Business Sales Directors to attain maximum sales revenue and profitability consistent with the Unum’s objectives in the small business segment. In addition, this position will be directly responsible for creating a plan that will develop maximum potential revenue, persistency and profit from all markets for Unum’s products and services.

Principal Duties and Responsibilities

• Develops and implements strategic small business sales plans, directing sales forecasting activities and setting performance goals accordingly. 
• Overall driving subject matter expert in market share in existing markets and penetrate new markets. 
• Drive performance through a team of Small Business Sales Directors through proven coaching and development techniques
• Establishes and maintains relationships with key brokers and national alliances, helping to develop continuing education, training and potential visits to HO locations
• Focus on meeting customer requirements, establishing long term relationships, and achieving highest levels of broker and customer satisfaction.
• Manage and optimize customer accounts through the execution of campaigns, identifying necessary business channels and establishing/benchmarking performance metrics.
• Responsibilities will include preparing periodic sales reports to VP, Small Business  (and other Sales leaders as needed) showing existing and potential sales volume, and areas of proposed client base expansion
• Monitors and evaluates the activities and products of the competition. 
• Partners internally with Small Business Operations Leader and functions as a liaison between Small Business Sales and the entire Unum sales force.
• Partners with Unum Field office leaders to ensure alignment around maximizing overall sales results in each territory and alignment around recruiting of new talent into the SBC role and creating career path planning into other field or office roles
• Develops small business strategy for new growth and renewals nationally as well as working with regional and local sales leadership to focus on specific underperforming offices
• Drives creation of new sales tools for Small Business sales personnel, as well as new product and pricing strategies, and developing the story for cross-brand connections.
• Advises stakeholders of any breakdown in communication or potential loss of sales/service, recommends options and ensures action is taken.
• Continually improve Small Business Sales process with Small Business Sales Directors through constant examination of efficiency and close rate.
• Assist Small Business Sales Director establish standard operating procedures for Small Business Consultants and manage adoption and effectiveness of procedures.
• Leverage customer relationship management platform to manage business flow.
• Dotted line responsibility for recruiting, development, and retention of the small business sales personnel. This includes specific sales activities as well as ongoing training and sharing of expertise
• Performs other related duties as assigned.

Job Specifications

• Bachelor’s degree with 5+ years’ experience in sales leader or sales management role required.
• Proven track record of personal success in sales generation and closing deals.
• Must be strategic-minded, able to take in information from multiple sources and circumstances and formulate an overall solution or decision to resolve problems and/or offer direction to sales consultants. 
• Ability to build relationships with peers, cross-functional counterparts, and upper management; Committed to helping others be successful.
• Skilled in uniting a team under a shared vision, collaboration, influencing and motivating each member with and without authority.
• Ability to use data-driven reports to direct sales coaching sessions and empower sales consultants to take ownership of their opportunity pipelines.
• Understanding of the competitive forces influencing the landscape of the insurance market and proactively deploy alternative sales strategies as appropriate.
• Strong understanding of customer viewpoint and provides excellent customer service
• Experience successfully working in a metric driven environment required.
• Demonstrated ability to gain the attention and respect of others.
• Proven ability to make sound business decisions and deliver results.
• Strong interpersonal, communication and negotiation skills – both written and verbal.
• Leadership and organization skills; ability to prioritize and effectively manage time
• High capacity for work, adaptability and resilience is a must.
• Expert skills on Excel, Word, PowerPoint and Outlook is essential.

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~IN1

Unum and Colonial Life are part of Unum Group, a Fortune 500 company and leading provider of employee benefits to companies worldwide. Headquartered in Chattanooga, TN, with international offices in Ireland, Poland and the UK, Unum also has significant operations in Portland, ME, and Baton Rouge, LA - plus over 35 US field offices. Colonial Life is headquartered in Columbia, SC, with over 40 field offices nationwide.

Unum is an equal opportunity employer, considering all qualified applicants and employees for hiring, placement, and advancement, without regard to a person's race, color, religion, national origin, age, genetic information, military status, gender, sexual orientation, gender identity or expression, disability, or protected veteran status.

Fully and partially leveraged roles are paid pursuant to a uniformly applied sales compensation plan. For partially leveraged roles, a starting salary or salary range will be listed in the above job description. If salary information is not listed in the job description above, compensation is based solely on commissions.

Additionally, Unum offers a portfolio of benefits and rewards that are competitive and comprehensive including healthcare benefits (health, vision, dental), insurance benefits (short & long-term disability), paid time off, and a 401(k) retirement plan with an employer match up to 5% and an additional 4.5% contribution whether you contribute to the plan or not.  All benefits are subject to the terms and conditions of individual Plans.

Company:

Unum