Sales Producer

Position Summary

The Sales Producer will work within the collegiate marketplace, (primarily intercollegiate athletics), to identify, pursue and close new business. The person in this position will be responsible for keeping informed of industry developments, remain engaged in team initiatives and establishing themselves as a partner with current and potential clients to become their trusted advisor.

Primary Responsibilities

  • Achieves annual new revenue objectives through sales to new clients and expansion of service lines to existing clients
  • Researches and identifies the universe of suspects and prospects that align with our service capabilities and industry verticals using all available tools and resources
  • Develops annual, individual sales plan (ISP) with a pipeline coverage ratio of 5X or one that is in line with current company metrics to ensure stated goals are consistently met
  • Builds an active pipeline of qualified prospects, generating leads from personal contacts, client referrals, prospect pursuit campaigns (PPC’s), other Relation colleagues and Relation marketing sources
  • Makes numerous calls to qualify suspects and prospects, and secures quoting opportunities and/or initial meetings for appropriate Relation producers when applicable
  • Meets performance metrics including outgoing call volume and success ratios in setting up qualified initial meetings for Producers, to be developed with Sales Leaders
  • Documents new business activity in Salesfocom
  • Appropriately closes new business, documenting won/loss opportunities and reasons for all clients in
  • Develops and presents recommendations to clients based on consultative selling approach
  • Seamlessly transitions sold clients to the designated client service/account management team
  • Serves as client’s valued advisor, building a strategic and personal relationship with key client decision makers
  • Communicates with leadership, providing field input on market trends, competitor analysis and other business intelligence
  • Has a keen sense of humor, a competitive drive and winning spirit
  • Other duties and special projects as assigned


  • Strong analytical and mathematical skills
  • Strong networking and strategic vision of relationship building and utilization of Centers of Influence (COI)
  • Excellent telephonic and PowerPoint and presentation skills for both in-person and teleconference/webinar sessions
  • In-depth understanding of the lines of coverage for benefit plans: medical, dental, life, long-term disability (LTD), short-term disability (STD), accidental death and dismemberment (AD&D), vision, etc.
  • Outstanding written and verbal communications skills are required to maintain effective relationships with clients, co- workers, underwriters, vendors and others
  • Advanced skills in Microsoft Office (primarily Excel, PowerPoint and Word). Must be computer literate with the ability to learn new software applications, such as online benefit enrollment programs and carrier enrollment sites
  • Strong working knowledge of the rules and regulations associated with HIPAA, COBRA and ACA
  • Strong working knowledge of insurance markets, products and usages, as well as insurance rating and underwriting procedures
  • Must have a valid driver’s license, the ability to travel to client sites and a reliable source of transportation


  • Ability to prioritize and handle multiple tasks in a demanding work environment
  • Willingness to adhere to all principles of confidentiality
  • Ability to work independently and on a team
  • Must value operating in a collaborative work environment
  • Ability to show initiative, good judgment, and resourcefulness

 Education and Qualifications

  • College degree preferred
  • A minimum of 2+ years sales experience in the insurance industry with a focus on health and welfare lines of coverage is required


  • Life, Health and Accident Insurance Licenses from state of domicile is required and must be maintained with preference given to individuals with Insurance designations (e.g. CEBS)



ICS - Essential Accounts


Overland Park, KS


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