SUMMARY

The role of the Individual Benefits Program Retention Specialist is to retain and/or win back program association business by actively soliciting and selling various association sponsored Life and Disability insurance products (including some Dental & Vision products) by direct mail, web portals or phone to association members (program business). May work on retaining program business with non-program carriers on an as-needed limited basis. This position will work within a sales team to support new competitive product offerings throughout the country.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

• Develop and maintain a thorough knowledge of all USI Affinity Individual Benefits products offered by CIR and P&T units
• Work collaboratively with Sales, Marketing and Operations to retain customers by analyzing the block of business year over year and identifying customers that may be eligible for a more suitable product.
• Demonstrate strategic thinking and innovation based on knowledge of the market, carriers, and products, including understanding of important technical/financial issues.
• Develop and launch new conservation efforts in line with the client’s eligible products and carrier guidelines.
• Should customer indicate they have competitive pricing from other carriers, or program pricing is too expense, Program Retention Specialist will reach out to USI Affinity non-program carriers for quotes.
• Effectively prepare and present product recommendations and financial solutions
• Articulate USI value proposition using existing and newly developed sales tools and behaviors
• Develop and launch new conservation efforts in line with the association’s eligible products and carrier guidelines.
• Reach out to those with cancelled or lapsed policies to encourage them to retain policy or provide more appropriate alternatives. (Minimum of 200 outbound calls/week)
• Cross-sell and up-sell all available products to existing customers and new prospects including introduction of new product offerings to increase cross-sell opportunities.
• Handle inbound and outbound calls to respond to sales calls in an effective and timely manner (within 24 hours) to successfully close the sale; respond to any questions; educate new and existing customers on how their policy works, especially following quarterly webinars.
• Send applications and related materials to prospects and perform appropriate follow-up to generate and close the sale within 24 Hours
• Accurately and timely (within 24 hours) record all lead information in the company provided CRM including all call activity, follow up and opportunities developed.
• Organize and contact leads based on priority and/or special engagement.
• Complete and submit sales and production reports to management as requested.
• Attend weekly sales meetings as required.
• Meet monthly sales revenue and metrics goals.
• Complete special projects assigned by management.

QUALIFICATIONS to perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

The ideal candidate will have at least 1+ year of successful sales experience in a fast-paced inside sales environment.  Proven ability to perform in a sales-focused, results-oriented environment working with a strong team. Term Life and Disability insurance knowledge is required.

Four-year College Degree preferred.  High school diploma or general education degree (GED) is required.

OTHER SKILLS AND ABILITIES

In order to perform this job successfully, an individual:

• Must have or develop strong knowledge of USI Affinity’s product line and related insurance concepts.
• Must have strong customer service and sales orientation.
• Must be able to develop and maintain strong business relationships as well as the ability to deal effectively with difficult or sensitive situations.
• Must be able to consistently meet or exceeds sales/revenue targets/KPIS as established by the company.
• Must have excellent organizational skills and attention to detail. 
• Must be able to work independently and as part of a team.
• Exhibit an elevated level of skills in listening, verbal and written communications, and a proven ability to handle all types of customers. 
• Must be willing and able to manage all prospecting activity through company sales tracking system and company provided metrics.

Language Ability – Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.

Math Ability – Ability to work with basic mathematical concepts.  Ability to apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Computer Skills -Must be proficient in the MS Office suite of products including Word, Excel.  Must be able to learn and work with any corporate Proprietary software tools including sales tracking systems.

CERTIFICATES, LICENSES, REGISTRATIONS

Must have current Life and Health license or the ability to obtain within 90 days of hire along with the ability to obtain and maintain additional state licenses.

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