ESIS Sales AVP, Business Development Manager, Southwest Region

ESIS®, Inc., a Chubb company, provides claim and risk management services to a wide variety of commercial clients. ESIS’ innovative best-in-class approach to program design, integration, and achievement of results aligns with the needs and expectations of our clients’ unique risk management needs. With 65 years of experience, and offerings in both the U.S. and globally, ESIS provides one of the industry’s broadest selections of risk management solutions covering both pre and post-loss services.

Reporting to the ESIS Sales SVP, the ESIS Business Development Manager (BDM) leads ESIS' regional sales strategies for unbundled and opportunities bundled with Chubb Global Casualty. The BDM is charged with creating preference with prospective clients by developing relationships with key buying influencers and is responsible for producing profitable new business within the region. As a participant in the ESIS sales compensation incentive plan, the BDM has significant earning potential.

ESSENTIAL FUNCTIONS and RESPONSIBILITIES

• Sells ESIS’ people, products and processes within our defined space and marketplace. 
  


• Identifies, cultivates and sustains both internal/external relationships and partnerships with the insurance brokerage community, consultants and ultimately targeted clients.
  


• Actively develops rapports with potential clients and prospects.
  


• Develops an extensive pipeline of clients to assure sales goals and objectives are met short and long term.
  


• Establishes sales strategies and tactics for their responsible sales territory.
  


• Upon sale of a new client is involved in and oversight role in the client implementation process to guarantee a smooth onboarding process.
  


• Efficiently researches and analyzes individual prospects operations in order to pinpoint their exact needs, which creates lucrative opportunities for marketing the company's programs.
  


• Focuses on identifying resources that may be required to meet each prospect's demands.
  


• Harnesses resources to enable timely and accurate responses to RFPs, proposals, and presentations while ensuring appropriate pricing models. Is the lead role in the sales process, subsequent presentations and negotiations.
  


• Designs and implements a yearly sales and service plan including identifying new potential client prospects, accurately forecasting and analyzing their needs, and devising a methodology of presenting the company's proficiency in meeting those needs.
  


• Negotiates the terms and conditions with new clients to assure a long-term relationship and profitability are achieved.
  


• Works within the authority levels granted the position and works effectively with management and other ESIS leaders to assure legal and compliance needs are followed.
  


• Meets and/or exceeds one’s stated annual regional sales goals and objectives                    
  

Requirements

Qualifications for the position include:

• Bachelor’s degree in marketing, finance or business preferred.
  


• Strong understanding of insurance, risk management and claims management services.
  


• Prior Third Party Administrator (TPA) experience preferred.
  


• Sales or business development experience required.
  


• Demonstrated pattern of achieving results.
  


• Business savvy with a profit and efficiency orientation.
  


• Excellent oral and written communication skills.
  


• Demonstrated relationship development, negotiation, and presentation skills.
  


• Strong collaboration and interpersonal skills.
  


• High level of energy and stamina to work and deliver under pressure.
  


• Ability and willingness to travel (50%).
  


• Understanding the importance and impact of sales strategy on business results.
  


• Strong Excel and analytical skills to track and analyze data.
  


• Knowledge of Sales Force a plus. 
  

Benefits

Chubb strives to offer a diverse and inclusive and rewarding work environment. Teamwork and mutual respect are central to how Chubb operates, and we believe the best solutions draw upon diverse perspectives, experiences and skills. We operate in such a way where everyone, regardless of their singular background has the opportunity to contribute to our collective success.

The pay range for the role is $102,000 to $168,000. The specific offer will depend on an applicant’s skills and other factors. This role may also be eligible to participate in a discretionary annual incentive program.  Chubb offers a comprehensive benefits package, more details on which can be found at https://careers.chubb.com/global/en/north-america.  The disclosed pay range estimate may be adjusted for the applicable geographic differential for the location in which the position is filled.