REMOTE REGIONAL SALES EXECUTIVE
ABI Document Support Services
This is a Full-time position in Emeryville, CA posted December 18, 2021.
Overview
The Regional Sales Executive is responsible for generating revenue by growing regional program sales revenue in large law firms, house counsel firms, and claims offices through proposing firm program pricing and developing relationships and opportunities. Duties include providing application knowledge, product knowledge and industry knowledge to all new and existing business opportunities. This position is also responsible for assisting in the development of relationships with our strategic clients, which could lead to supporting and implementing TPA and mid-level carrier opportunities in their region. Will also be tasked with managing the existing book of business within their designated territory.
Responsibilities
ESSENTIAL JOB FUNCTIONS
- Prospect: On-board new large regional law firms, uncover and develop opportunities in staff counsel/claims offices, cultivate relationships which could grow discretionary business, and offer firm program pricing to capture all business. Duties include:
- Cold calling
- Preliminary consultative presentations
- Consistent team selling strategy and partnering with Vice President of National Sales and Director of National Sales on overall approach.
- Activities align with the vision and values of the overall organization, including partnering with Director of National Sales to further support their efforts of successful carrier program implementations.
- Eventually candidates will provide presentations to decision makers and key influencers regionally for mid-level carrier and TPA accounts as needed.
- On-Board New Firms: Lead on-boarding process of accounts driven by new carrier implementations. Duties include:
- Conduct initial presentations to firms and/or claims offices
- Review all approved services tied to cost-containment program
- Track implementation to ensure business has been capture
- Review progress made with Management Team
- Management of Regional Clients: Engage with the territory’s current client base to ensure service levels are being met. Duties include:
- Foster relationships with decision makers
- Conduct Quarterly Business Reviews as needed
- Look to expand revenue base within accounts through additional career opportunities and/ or new end users
Qualifications
ESSENTIAL COMPETENCIES
Education and Experience
Bachelor’s degree or equivalent industry sales and/or management experience preferred. 10 plus years on consistent success closing and managing high volumes of business and implementing growth strategies preferred.
Certificates, Licenses, Registrations
Valid driver’s license and proof of insurance.
QUALIFICATIONS
- Must be extremely effective in cold calling and moving a cold client to a close
- Must demonstrate the ability to be highly effective at exceeding sales goals
- Must be effective at presenting features and benefits to decision makers and end users
- Must be highly self-motivated
- Must demonstrate collaborative selling and strategizing with all members of ABI Sales and Account Management Team
- Must demonstrate good knowledge of the law as it pertains to document retrieval
- Must demonstrate extensive knowledge of the insurance and legal industry
- Must be adaptable and receptive to direction from proven leaders
- Strong ability to embrace a vision and make it a reality
- Must demonstrate knowledge of Microsoft Offices, Work, Excel, Power Point
Physical/Visual Activities or Demands
- Sitting for extended periods of time
- Dexterity of hands and fingers to operate a computer keyboard, mouse, and other computer components
- Periodic travel across the country (time zones)
- Occasional long amounts of time operating a vehicle
