Location: Columbia, SC 29201

 

Responsible for growth and maintenance of public sector priority accounts.  Develops and implements account strategies for maximum penetration.  Cultivates relationships influential in managing the account including lobbyists, consultants, and brokers.  Support PS channel associated with the priority account.  Objective sales partner to the field.  Manages up to 10 priority accounts and supports up to 8 Public Sector Sales Managers.

 
Principal Duties and Responsibilities

1. Responsible for developing and implementing a well-documented growth strategy for assigned public sector priority accounts


2. Responsible for developing and implementing growth through related market extensions for broad based effectiveness across all three public sector market segments


3. Responsible for providing strategic direction and marketing support to the members of the sales organization related to their assigned accounts.  If those members are in the public sector distribution channel, duties may involve influencing and monitoring channel activity and results


4. Responsible for developing the recommendations for and interfacing with consultants and lobbyists and regular reporting of associated activities to assure the most effective use of company resources and dollars


5. Provides a single point of contact and sustains effective relationships with key influencers in assigned accounts


6. Provides knowledge and expertise to assist the sales organization in the development of new opportunities to grow business in or related to assigned accounts through service, enrollment and product strategies


7. Assists the sales organization in developing Request For Proposal responses, proposals, and presentations and should be available to present at finalist presentations and customer visits


8. May perform other duties as assigned

• 5+ years of experience in sales or management of large accounts


• 4 year college degree


• Proactive account level strategic thinking versus a more passive or reactive orientation


• Relationship oriented - with customers, consultants, and the field


• Innovative and knowledgeable in generating ways to improve access to employees, improve working conditions, and maximize re-enrollment opportunities


• Knowledge of business processes, products, and services from end to end (i.e., benefits communication and enrollment to billing capabilities)


• Excellent communication and presentation skills


• Ability to leverage analytical tools and data like Qlikview applications and company reporting resources


• Organized approach to documentation and reporting


• Professional image and behavior in various settings including the client arena


• Excellent consultative skills


• Organizational credibility with both home office and sales organization


• Developed customer relationship skills that key on determining needs and desires and positioning potential solutions


• Good negotiator - assertive, yet diplomatic; sets and manages boundaries well


• Partners well with others in the home office for effective cross functional account solutions


• Some travel required


• Meets the standards for this position, as defined in the Talent Management Framework

 

Colonial Life is the benefits counselor for working Americans. We make benefits count by helping employers design benefit programs that fit the needs of their business as well as their employees.
 
Established in 1939 in Columbia, SC, Colonial Life is a stand-alone subsidiary of Unum Group, a Fortune 500 Company and one of the world's largest employee benefit companies.  We offer competitive salary and a comprehensive benefits package with extras like a wellness/fitness center, health resource center and a tuition assistance program. Colonial Life has been named one of the top four large companies to work for in South Carolina.
 
Colonial Life is an equal opportunity and affirmative action employer regardless of a person's race, color, religion, national origin, age, disability, military status, gender or sexual preference.