AVP, Business Development

Job description

Job Posting End Date: October 17 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 Performance Based Incentive Plans 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: This role will be responsible for leading business development strategy and execution of that strategy across direct (e.g., through brokers, events) and Unum channels. This role is the leader of a market facing team that supports business development by generating early demand for products launched by the Strategic Business Incubator (SBI). This role will be accountable for acquiring early adopters for early minimum viable products (MVP), assisting in development of sales goals for later stage MVP products, and defining and supporting go-forward marketing and sales path for products ready to be transitioned out of the SBI. In parallel, they will be expected to inform SBI’s MVP strategy and choices by representing market feedback. Principal Duties & Responsibilities Lead business development strategy focusing on Unum channel and broker direct, as well as partner with other SBI leaders and stakeholders to inform yearly goals and targets Work closely with other SBI leaders to ensure clear and concise value story for SBI portfolio including providing real time feedback from in-market conversations on adjustments needed Orchestrate channel market development efforts (communication/engagement campaigns, etc.) that can be delivered through key sales partners, as well as in various industry venues, incl. conferences Responsible for defining the end-to-end sales and sales enablement process for SBI products (aligned to level of maturity) with focus on scalability for more mature MVP products Lead a team of Business Development Executives and Support professionals to deliver the goals of SBI portfolio, utilizing strategies across early adoption, new business growth, cross-sales as well as upselling. Accountable for ensuring that the team members: Follow all sales processes, including adoption and consistent utilization of Salesforce Execute sales process, including lead qualification, demos and closing deals Use technical knowledge of the product and integrations to provide critical customer feedback to the Product Team to support Sales Drive a consistent and efficient customer acquisition process from sales through hand off to Customer Success Responsible to drive market adoption of products in incubation by developing, promoting, and executing growth programs and campaigns Collaborate with Learning and Development to create training program and materials to educate field on product offerings and best way to partner with SBI Business Development team Develop and manage strong partnerships with key stakeholders in the sales and client management organization, including RVPs, MDs, SVPs across both NCG and Core segments Develop and manage strong external partnerships and relationships, e.g., with brokers, consultants and with partner sales teams to inform marketing strategy with intent to drive growth Execute on the infrastructure to track and monitor sales pipeline development and new business sales growth in a consistent manner, including channel sales activity, close ratios, pricing effectiveness, including leading all readouts where this data is shared Deliver regular business/sales results reporting to SVP audience both within Solutions as well as Sales & Client Management Responsible for managing team’s business expenditure as it relates to Business Development budget Job Specifications Bachelor’s degree required, with minimum 12+years related experience Commitment and high standards of accountability for yourself and other members of the team Experience interfacing directly with employers, brokers, and industry conferences, with ability to distill technical information to drive valuable dialogue and outcomes Excitement and passion for learning new technology and being part of a close-knit, hard-working, and fast-paced team SaaS experience with an emphasis on employer benefits, or experience with digital benefits platforms and offerings Comfort with ambiguity, technology, and entrepreneurial drive (willingness to roll up the sleeves and figure it out) is a bonus Inspirational leadership and ability to influence a team towards goals and outcomes High level of initiative and drive for results Strong ability to articulate value proposition of products in incubation; exhibits deep understanding of product offerings and integrations Analytical skill required to review and organize market data, and build into a market-level prospect targeting Ability to discern critical details from employer feedback and think strategically to solve problems Demonstrated consultative ability, solution-oriented and strong ability to create relationships and cultivate partnerships Highly persuasive, ability to influence and gain consensus Ability to quickly learn new software programs, systems, and productivity tools Attention to detail #LI-VJ1 ~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. The base salary range for applicants for this position is listed below. Unless actual salary is indicated above in the job description, actual pay will be based on skill, geographical location and experience. $114,100.00-$215,700.00 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), performance-based incentive plans, 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