Specialist, Stop Loss Sales

This position could be filled as an E or F.SD80.

Job Description Summary

Selling Stop Loss Products at Nationwide requires both superior relationship building skills and an exceptional communicator. We work with our partners to bring opportunities to our customers and our company. If you are self-motivated and self-reliant, we want to know more about you!

As a Specialist, you’ll build, grow and retain strategic relationships with Insurance Professionals (IPs), administrators and/or plan sponsors and participants (clients) through advising and consulting to support the business unit sales goals. We’ll count on you to work effectively with multiple contact points across the sales process and assist leaders with strategy, training and coverage.

Job Description

Key Responsibilities:  

• Maximizes revenues from sales of the organization's stop loss products and/or services. Locates, evaluates and recruits potential channel distributors. Supports partners throughout the sales process in all sales-oriented activities, including marketing, advertising, sales promotions, quoting, underwriting and training to achieve revenue targets.

• Produces channel revenue in line with current organization and individual targets/quotas.

• Provides assistance and support to Sales Leader that may include: leading special projects, sales strategy, marketing, sales distribution and customer service. Functions as point of contact for Nationwide Specialty Insurance (NSI) Stop Loss Direct to enhance sales growth or troubleshoot for any administrative/relationship issues that may arise.

• Identifies, meet in person and virtually and communicate with IPs to promote NSI Stop Loss Direct products and services. Consults and educates IPs on all aspects of Stop Loss business. Encourages repeat business with IPs and obtain referrals to other IPs. 

• Utilizes Sales Force to track, acquire, grow and retain a targeted and segmented group of agencies/agents.

• Works with external business partners to manage quoting and RFP process for new and renewal business. Applies knowledge of industry trends, competitive intelligence, state legislation, market movements and investment changes/performance to consult with business partners.

• Assists in case and premium retention and servicing on a case-by-case basis, including potential field visits with IPs and customers.

• Markets and sells products and services to new channel distribution partners, including external and internal Nationwide partners and to new prospective employer groups. Attends and participates in joint or industry wide conferences to promote sales within the region.

• Works with internal partners to assess product viability and profitability on a block and case-by-case basis.

May perform other responsibilities as assigned.

Reporting Relationships:  Reports to leader and does not have direct reports. 

Typical Skills and Experiences:  

Education: Bachelor’s degree in Business or related field preferred.

License/Certification/Designation: Life and Health license required. Professional insurance designations preferred but not required. 

Experience: 5 years of sales experience in related product lines with proven track record in sales achievement to similar market targets. Sales Force experience preferred.

Knowledge, Abilities and Skills:  Demonstrated knowledge of sales techniques that include virtual and in person sales meetings and presentations. Stop Loss specific product knowledge.  In-depth understanding of group policies/products and underwriting practices. Knowledge of the phases and aspects of business marketing.  Knowledge of the distribution channels and key stakeholders in the healthcare industry.  Ability to see opportunity in the marketplace and assist the company in being ahead of the curve. Demonstrated ability to quickly acquire extensive Stop Loss product knowledge. Proven analytical and planning skills. Strong communication skills. Ability to negotiate positive outcomes for all parties/stakeholders in the potential relationship. Ability to discover/prospect through cold calling, generate leads and close the sale. Ability to balance strategic direction with tactical execution. Ability to build effective working relationships with internal business partners, as well as brokers, consultants, and other key industry stakeholders and influencers.  Ability to multi-task and build collaborative internal relationships. 

Other criteria, including leadership skills, competencies and experiences may take precedence. 

Staffing exceptions to the above must be approved by the hiring manager’s leader and HR Business Partner.

Values:  Regularly and consistently demonstrates Nationwide Values.

Job Conditions:  

Overtime Eligibility: Not Eligible (Exempt)

Working Conditions: Normal office environment. Some travel may be required.
 
ADA:  The above statements cover what are generally believed to be principal and essential functions of this job.  Specific circumstances may allow or require some people assigned to the job to perform a somewhat different combination of duties.  

Attention Colorado applicants, the pay range for this position is:

$0.00 - $0.00