The BDL serves as the face of the entire Coverys organization, representing all Coverys capabilities in their assigned territories and/or distributors. They are responsible for producing new business and renewal premium, through both targeted larger account-specific activities, as well as smaller account portfolio via large distribution partners.
What We Expect the BDL to do:
Large Account Focus: Identify, develop, capture and maintain information on all larger facility and provider groups in their assigned territory, and use such knowledge to develop a deep and leverageable understanding of target and existing customers, their distributors and competitors. Relentlessly seek broker support for opportunities to meet directly with clients and prospects, and use strategic selling skills to successfully navigate large, complex accounts to acquire and retain business. Coordinate across regions and business units to ensure success on large, multi-regional accounts.
Territorial Ownership: Seen and acts as the chief decision-maker and “go-to” company leader for their assigned territories as respects regional distribution management and market opportunities. Seeks higher level approvals when required, but always demonstrates strong business judgement & critical thinking in seeking to drive growth or solve regional challenges. Plans strategically for their territory and collaboratively marshals company resources to maximize production. Excellent tactical execution in support of their territorial strategy.
Pipeline Management: Build and manage a Pipeline (Sales Funnel) of target accounts (new and renewal), complete with account-specific selling strategy, estimated revenue, and probability of success. Generate accurate forecasts from same on a regular basis
Sales Call Effectiveness: Conduct highly productive consultative sales calls with brokers, agents and customers. Establish mutually agreed upon meeting objective/agendas to ensure effective use of all parties’ time, generate meaningful outcomes from meetings, document and follow through/up on all post-meeting commitments. Document, coordinate and collaborate with all internal and external stakeholders to ensure effective communication of pre-, during-, and post- sales call activities.
Deliver Custom Solutions: Build and use deep knowledge of all Coverys product and service capabilities, including competitive differentiators. Utilize consultative selling skills to understand customer and distributor needs and confidently offer custom solutions in a situational response environment, relying heavily on effective use of Subject Matter Experts (SMEs).
Team Leadership: Ensure SMEs and other internal staff are well coordinated and accountable for delivery on target and existing customers, and distributors. Advocate & steward productive use of our staff with customers and distributors to ensure effective use of resources. Dedicate themselves to assisting the BDDs in coaching and mentoring BDAs.
Relationship Management: Establish highly productive relationships with large producing/potential regional brokers and agents. Develop and capture valuable distributor intelligence. Use such intelligence to leverage market opportunities, align company resources and create mutually beneficial plans and results with distribution partners. Monitor results and hold company and distributor staff accountable for same. Recognize success and address shortfalls to maximize relationship outcomes.
Travel Expectation: Up to 50%, primarily for key distributor/client meetings (including events) and some HO required travel.
Telecommuting is allowed.
Additional Salary Information: Competitive base salary plus bonus and full benefits package.
Coverys is a leading medical professional liability insurance provider dedicated to protecting the livelihood of physicians, hospitals, dentists, podiatrists and advanced practice providers. Coverys uses data intelligence to help policyholders anticipate, identify and manage risk in order to reduce errors, eliminate inefficiency and improve outcomes.