Sales Executive, Special Risk

Wellfleet, a Berkshire Hathaway company, delivers customer-centric accident and health insurance, with quality service and uncompromising ethics. Wellfleet works to protect people against risk throughout every stage of life – from grade school to college to the workplace.

Founded in 1993 as Consolidated Health Plans (CHP), Wellfleet, headquartered in Springfield, Mass., is one of the nation’s leading providers of health and accident insurance products to the higher education market.

Are you an experienced Sales Executive with strong knowledge of Special Risk markets? If so, we are looking for you. Come join our team of dynamic sales professionals!

The Sales Executive is responsible for selling Mandatory Student Accident Plans (MSA), Participant Accident Plans, Intercollegiate Sports Coverage (ICS) to colleges and universities, public and private K-12 school systems, municipalities and park/recreation entities through brokers, consultants, MGU’s, MGA’s, and TPA’s or on a direct selling basis. The Sales Executive is the primary person responsible for gaining new business in the education markets.

This role acts as the liaison between Wellfleet and our clients, brokers, and schools and is responsible for building and fostering those relationships. The Sales Executive works in collaboration with the Director of Special Risk, Account Management Team as well as the Underwriting Team.

• Develop a prospect list of schools, brokers and consultants in a specific sales territory
• Develop and maintain strong relationships with clients, brokers, consultants, intermediaries and other distribution channels
• Sell Wellfleet Special Risk product offerings as aligned with individual, department and company strategic sales goals
• Responsible for meeting/exceeding annual sales goals as set by Wellfleet Management
• Develop opportunities for growth of the following products:
  Student/Participant Accident Coverage and Intercollegiate Sports Coverage (ICS)
• Maintain an in-depth knowledge of provider network strength and Wellfleet Value Proposition for the SHIP, ICS and Participant Accident markets
• Maintain knowledge of insurance industry, regulations and competitor products and services
• Maintain knowledge and stay abreast of existing and new company product offerings
• Manage a defined sales region and territory
• Act as the liaison between Wellfleet and our clients, brokers, and schools and build and foster those relationships
• Conduct reach out (i.e. calls) to brokers and schools with timely recording of all activity in Salesforce application
• Produce, in collaboration with Wellfleet Marketing team, and present proposals to brokers and school prospects
• Be responsible for renewing school accounts and working with Underwriting team to produce renewals
• Be responsible for submitting and presenting new business opportunities effectively and efficiently to Wellfleet Underwriting team for review
• Maintain a basic understanding of underwriting rating methodology along with knowledge of the experience ratings of accounts and prospects
• Proactively obtain compliance and filing updates from Wellfleet Compliance team
• Develop and produce sales reports and communicate results timely to management
• Assist with sales support to determine mailings/campaigns as developed in the Sales & Marketing plan
• Work closely with other divisions within the company on cross sale opportunities
• Utilize Salesforce for full life cycle of the sales process
• Actively participate in annual sales meetings/presentations as well as annual and mid-year (twice yearly) sales reviews
• Maintain basic understanding of legal filing process for ICS and Participant Accident plan designs
• Perform other duties as assigned.

• Bachelor’s degree in business or related field and 5+ years' experience in sales & marketing or an equivalent combination of education and experience
• Strong knowledge of Special Risk markets
• Possess and maintain an active and valid Accident, Health and Sales Producer license or have the ability to obtain required industry licensing
• Prior experience with Student Health Insurance and/or Accident and Health Insurance, preferred
• Strong…