Business Development Executive, Intellium

Job Description:

Established nearly two centuries ago, FM is a leading mutual insurance company whose capital, scientific research capability and engineering expertise are solely dedicated to property risk management and the resilience of its policyholder-owners. These owners, who share the belief that the majority of property loss is preventable, represent many of the world’s largest organizations, including one of every four Fortune 500 companies. They work with FM to better understand the hazards that can impact their business continuity to make cost-effective risk management decisions, combining property loss prevention with insurance protection.

Solicit and develop new data center clients for FM

Intellium

, FM’s recently established

data driven

business unit. Build and sustain a healthy pipeline of new business opportunities through effective prospect outreach, funnel management, and disciplined calling activities. Partner closely with the New Business Manager – FM

Intellium

to execute the FM

Intellium

sales strategy, including targeted broker engagement, industry conferences, and

thought leadership

panel participation.

Schedule and Location This position can be based out of any one of the following US office locations: Walnut Creek, CA (San Francisco), Frisco, TX (Dallas), Park Ridge, IL (Chicago), Norwood, MA (Boston),

Reston VA

(

DC

), or

New York, NY

.

Travel throughout the US is

required

~

5

0% annually.

Responsibilities Achieve the annual new business

objective

balancing our dual delivery channels of direct as well as opportunities through our brokered partners

Maintain a healthy pipeline of new business opportunities through effective calling and funnel management activities

Develop and

maintain

a list of opportunities to call and develop hand in hand with

FM

Intellium

and operations management teams

Keep

prospect

information in SRS current,

accurate

and updated as

new information

is developed during the sales process

Achieve the annual call goal including in person calls to prospects at various stages of the sales funnel

All calls will be planned,

executed

and recorded in SRS using the

Sphere

Consultative Selling Framework skillset

Understand the business needs of our prospective clients

Craft and execute a sales journey with internal and external stakeholders leading to a winning proposal at a high success rate

Deliver a client centric proposal that articulates the value of doing business with FM and links their specific needs with the services that FM can deliver

Lead through influence internal work groups to formulate strategies to maximize our hit ratio on new business

Use

Whiteboarding to

identify

what is important to the prospect and how FM

’

s value proposition can deliver on those needs

Develop and deliver internal and external road maps of the

prospect

journey

After CST assignment, lead the team in collaborative development, maintenance, and execution of the situational analysis

Through actively

participating

in meetings, conferences and appearing at industry-related functions

:

B

uild and

maintain

FM’s brand and market

expertise

as a subject matter expert in the renewable and power generation industry as well as relationships with specialty brokers servicing this industry

Keep

apprised

of our competitor’s products and services

Qualifications:

Required

Education Bachelors

Degree

; CPCU,

and/or

ACII experience

Highly Preferred Education A

dvanced degree in business,

marketing

or

engineerin

g

Required Work

Experience 3+ years in the

i

nsurance

i

ndustry experience successfully quoting, engineering and/or underwriting power generation accounts

Highly Preferred Work Experience 5

+ years in the

i

nsurance

i

ndustry experience successfully quoting, engineering and/or underwriting power generation accounts

Required Skills: Excellent interpersonal skills

Knowledge of property forms, HPR engineering,

competitors

and brokers

Demonstrate potential sales ability,

presentation

and negotiation skills

Proficiency

with computers and associated software such as Excel,

PowerPoint

and Word

The final salary offer will vary based on individual education, skills, and experience. The position is eligible to participate in FM’s comprehensive Total Rewards program that includes an incentive plan, generous health and well-being programs, a 401(k) and pension plan, career development opportunities, tuition reimbursement, flexible work, time off allowances and much more.

FM is an Equal Opportunity Employer and is committed to attracting, developing, and retaining a diverse workforce.