Overview
FM Global is a leading property insurer of the world's largest businesses, providing more than one-third of FORTUNE 1000-size companies with engineering-based risk management and property insurance solutions. FM Global helps clients maintain continuity in their business operations by drawing upon state-of-the-art loss-prevention engineering and research; risk management skills and support services; tailored risk transfer capabilities; and superior financial strength. To do so, we rely on a dynamic, culturally diverse group of employees, working in more than 100 countries, in a variety of challenging roles.
Schedule & Location
This is an exempt, office-based position can be based out of any of our US Operations. Locations include Woodland Hills, CA (LA) - Walnut Creek, CA (San Francisco) - Frisco, TX (Dallas) - Park Ridge, IL (Chicago) - Plymouth, MN (Minneapolis) - Creve Coeur, MO (St. Louis) - Alpharetta, GA (Atlanta) - Parsippany, NJ (NY) - Norwood, MA (Boston) - Malvern, PA (Philadelphia) - Reston, VA (Washington D.C.) or Cleveland, OH.
Travel throughout the US is required ~30%+ annually.
Job Summary
Solicit and produce new renewable energy clients for FM Global’s recently established Renewable Unit as well as thermal power clients for FM Global’s Geographic Operations. Maintain a healthy pipeline of new business opportunities through effective prospect outreach, funnel management and calling activities. Collaborate with and lead our client service teams to deliver a client centric proposal that articulates the value of doing business with FM Global.
Responsibilities
- Achieve the annual new business objective balancing our dual delivery channels of direct as well as opportunities through our brokered partners.
- Maintain a healthy pipeline of new business opportunities through effective calling and funnel management activities.
- Develop and maintain a list of opportunities to call and develop hand in hand with renewables and operations management teams.
- Keep prospect information in SRS current, accurate and updated as new information is developed during the sales process
- Achieve the annual call goal including in person calls to prospects at various stages of the sales funnel
- All calls will be planned, executed and recorded in SRS using the Richardson Consultative Selling Framework skillset
- Understand the business needs of our prospective clients
- Craft and execute a sales journey with internal and external stakeholders leading to a winning proposal at a high success rate.
- Deliver a client centric proposal that articulates the value of doing business with FM Global and links their specific needs with the services that FM Global can deliver
- Lead through influence internal work groups to formulate strategies to maximize our hit ratio on new business
- Use of Whiteboarding to identify what is important to the prospect and how FM Global’s value proposition can deliver on those needs
- Develop and deliver internal and external road maps of the prospect journey
- After CST assignment, lead the team in collaborative development, maintenance, and execution of the situational analysis
- Through actively participating in meetings, conferences and appearing at industry-related functions; build and maintain FM Global’s brand and market expertise as a subject matter expert in the renewable and power generation industry as well as relationships with specialty brokers servicing this industry. Keep apprised of our competitor’s products and services.
Qualifications
Education - Bachelors Degree; CPCU, ACII experience or advanced degree in business, marketing orengineering desirable
Experience - 3+ years in the Insurance Industry (5+ years preferred), experience successfully quoting, engineering and/or underwriting power generation accounts
The hiring range for this position is $99,800-$143,400 annually. The final salary offer will vary based on individual education, skills, and experience. The position is eligible to participate in FM Global’s comprehensive Total Rewards program that includes an incentive plan, generous health and well-being programs, a 401(k) and pension plan, career development opportunities, tuition reimbursement, flexible work, time off allowances and much more.
FM Global is an Equal Opportunity Employer and is committed to attracting, developing, and retaining a diverse workforce.
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