Sales Account Executive

About The Institutes

A not-for-profit organization headquartered in beautiful Malvern, PA, The Institutes have been the leading provider of risk management and property-casualty insurance education for more than 100 years. By living our values—Put the Customer First, Do What You Say, Work Together, Be Innovative and Do the Right Thing— our talented team delivers innovative solutions that best empower risk and insurance professionals to help those in need. In 2024, The Institutes was named a Top Workplace by Philly.com for the ninth time. We understand the importance of work-life balance and provide excellent benefits and a friendly and team-focused work environment to drive employee engagement.

Sales Account Executive

The Sales Account Executive is responsible for developing and executing sales plans and activities which support sales’ strategic initiatives within the assigned region and prospects. 

What You’ll Do:

• Build and maintain relationships to drive sales revenues with both new and prospective clients
• Identify business solutions to fulfill various learning needs
• Construct strategic sales plans focused on clients for whom we can have the most significant impact for their organization, the industry as a whole and to garner significant revenue opportunities for The Institutes
• Execute sales plans in coordination with The Institutes overall sales and marketing plans and analyses jointly produced by the Director of Sales and Head of Sales and Market Development.
• Develop intimate knowledge of customers and position The Institutes as a strategic partner helping customers solve their major strategic objective issues, not just as an education provider
• Cultivate and document relationships with stakeholders and decision makers at all levels within the customer organization and assist them in reaching alignment around the The Institutes solutions being offered
• Execute virtual selling capabilities that are relevant to prospective clients and assigned accounts.
• Expand customer network to build strategic connectivity across levels and functions
• Utilize market intelligence, social media and networking opportunities to develop relationships with prospects, stakeholders or influencers within assigned accounts
• Analyze client reports and data to draw out opportunities and trends.
• Create and present business review reports to customers to develop insight-driven growth plans collaboratively
• Be a sounding board for listening to customers, aggregating insights and communicating a holistic picture of key actionable data to appropriate The Institutes staff so that we can align our efforts around customer needs for the purpose of incorporating these into the collateral marketing material and the solutions being developed
• Other responsibilities and projects as assigned.

Required Competencies

Communication: Exceptional oral and written communication skills and ability to communicate throughout all levels of the organization, both internally and externally. Ability to present information and respond to questions professionally and effectively, conversationally and in written communications.

Project management: Manages resources to bring about the successful completion of a specific project.  This can include initiating, planning, executing, controlling and closing the project either independently or within a team.

Decision maker: Ability to generate and evaluate alternatives prior to making a decision while also considering the risks associated with each option and selecting the option which has the best balance of risk and reward.  Evaluates the effectiveness of decisions after they have been made.

Collaboration: Experience working in a team-oriented, collaborative environment across organizational boundaries. Exceptional interpersonal skills, with a focus on rapport-building, listening, and questioning skills.

Technical Knowledge: Demonstrates technical proficiency in areas of responsibility. Ensures the appropriately applied procedures, requirements, regulations, or policies related to specialized areas of expertise in the production of outputs or results.  Demonstrates knowledge with Institute content, services, solutions, processes, pricing, strategic initiatives, and Institute systems utilization. 

Sales: Expert contract negotiation/renegotiation skills with an understanding of contract terms and conditions.

Customer Focus: Must be customer service oriented and exhibit the best interest of customers as the main priority when delivering goods or services.

Data Analysis: The ability to strategically analyze and curate reports to identify opportunities and client trends.

What We’re Looking For:

• College degree required.
• 5 years successful B2B sales experience required
• Experience in risk management, insurance, and/or financial services industry preferred.
• Must thrive in a hybrid office / work-from-home model and have strong competence with remote selling and communication platforms (Teams, Skype, Zoom, etc.)
• Must be willing to travel
• Adept knowledge and skills in PowerPoint and Excel

The Best Part? The Benefits!  

To enforce the importance of work-life balance, employees enjoy excellent benefits, including:  

• 401(k) plan with company contribution up to 16%
• Generous time off package that includes paid vacation, personal, sick and holidays
• Paid maternity and parental leave
• Tuition reimbursement
• Medical, dental, vision, and prescription coverage
• On our Malvern campus: Free lunch every day when working on campus, onsite fitness center, and a beautiful 1.25-mile walking path!