Senior Sales Consultant – Inside Sales

Job Description

The work we do has an impact on millions of lives, and you can be a part of it.

We help protect our customers against life’s uncertainties. Regardless of where you work within the company, you’ll be helping provide protection and peace of mind when our customers need it most.

We are looking for a motivated, relationship-focused, and results-driven Inside Sales Representative to help accelerate the growth of our PFML business. In this role, you'll partner closely with brokers and producers across both the employee benefits and property & casualty (P&C) markets to identify opportunities, drive new business, and deliver exceptional sales support throughout the buying process.

The ideal candidate thrives in a fast-paced, high-activity sales environment, understands the broker distribution model, and is energized by building relationships, creating opportunities, and delivering results. You'll work cross-functionally to ensure brokers receive accurate, competitive quotes and have the tools and knowledge needed to successfully position our products in the marketplace.

Essential Job Duties & Responsibilities

• Source new sales opportunities through brokers, producers, and prospects to develop and actively manage a robust pipeline of PFML opportunities.
• Proactively generate new opportunities through a minimum of 30 daily outbound outreach activities, including phone calls, email campaigns, and virtual meetings.
• Conduct virtual webinars and educational sessions for brokers and company-sponsored audiences as needed.
• Build and maintain strong relationships with employee benefits and P&C producers, guiding them through our products, underwriting requirements, and sales process.
• Achieve personal and team sales goals by securing new business opportunities and positioning company offerings within established profitability guidelines.
• Review and qualify RFPs, ensuring all necessary information is collected for timely and accurate quoting.
• Coordinate with a Sales Support Specialist to ensure seamless proposal delivery, broker communication, and follow-up activities.
• Drive quote-to-close conversion through proactive follow-up and ongoing broker engagement.
• Collaborate closely with Underwriting to provide complete and accurate information that supports competitive and timely proposals.
• Partner with external sales counterparts to maximize market coverage and deliver a coordinated broker experience.
• Ensure flawless new business submissions are provided to Underwriting to support expedited review and approval.
• Educate broker partners on PFML legislation, product features, and market positioning to increase product adoption and sales effectiveness.
• Utilize CRM, sales intelligence, and market data tools to identify opportunities, prioritize broker engagement, and strengthen pipeline development.
• Maintain accurate and up-to-date records in Salesforce, including pipeline activity, broker notes, call logs, and opportunity status.
• Monitor state-specific PFML regulatory updates to support accurate product positioning and compliance.
• Required Skills & Abilities
• Strong phone presence and experience making a high volume of outbound sales calls.
• Strong knowledge of insurance products and the competitive marketplace.
• Experience working with Salesforce.com or similar CRM platforms.
• Excellent verbal and written communication skills.
• Strong listening, presentation, and relationship-building skills.
• Ability to multitask, prioritize, and manage time effectively in a fast-paced sales environment.
• Self-motivated with a proven ability to communicate effectively with brokers, producers, and employers.
• Ability to understand customer business challenges and position solutions effectively.
• Goal-oriented with a strong drive to achieve and exceed sales objectives.

Education & Experience Required

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Employee Benefits:

We aim to protect the wellbeing of our employees and their families with a broad benefits offering. Work/life balance is important and Protective offers a variety of paid time away benefits (e.g., paid time off, paid parental leave, short-term disability, and a cultural observance day). The financial health of our employees is just as important as physical and emotional health. All employees are encouraged to protect their overall wellbeing by engaging in ProHealth Rewards, Protective’s platform to improve wellbeing while earning cash rewards.

Eligibility for certain benefits may vary by position in accordance with the terms of the Company’s benefit plans.

Accommodations for Applicants with a Disability:

If you require an accommodation to complete the application and recruitment process due to a disability, please email eric.hess@protective.com. This information will be held in confidence and used only to determine an appropriate accommodation for the application and recruitment process.

Please note that the above email is solely for individuals with disabilities requesting an accommodation. General employment questions should not be sent through this process.

• Bachelor's Degree or equivalent work experience required.
• 5+ years of insurance sales experience, preferably within employee benefits.
• Active Life & Health License required.