International 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 2023, The Institutes was named a Top Workplace by Philly.com for the eighth 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.
International Sales Account Executive
The International Sales Account Executive is responsible for developing and executing sales plans and activities which support The Institutes international strategic initiatives. This role will have a holistic approach to sales and business development for The Institutes enterprise by selling on behalf of multiple business units within The Institutes. A primary focus will be on the business units of The International Insurance Society and The Institutes Knowledge Group & Agent and Broker group.
In addition, the International Sales Account Executive will be the main liaison for assigned international customers, responsible for implementing a strategic plan to grow the Institutes presence internationally.
What You’ll Do:
International Sales
- Build and maintain relationships to drive sales revenues with both new and prospective international clients
- Identify business solutions to fulfill various learning needs.
- Develops and implements strategic account plans for key customers based within assigned territories, working across business units as needed for implementation support from other sales team members.
- Works with the International Insurance Society (IIS), and its members, to expand into new markets and to new customers internationally.
- Formulates and executes international sales and marketing plans using analyses produced by the International Growth team.
- Assumes active account management responsibilities for target companies (current and prospective) with an objective of executing sales and marketing plans in pursuit of organizational goals.
- Develops and documents successful ongoing relationships within assigned companies to identify and understand their business and professional development needs and recommend solutions to meet those needs. Also accountable for joint selling with sales staff to model best practices in building and maintaining effective customer partnerships.
- Answers customer questions regarding any product and provides market feedback to The Institutes. Contribute to the Institutes product development process by providing product and service recommendations.
International Expansion Ambassador
- Acts as the liaison between international customers and The Institutes enterprise, promoting a variety of business units and products.
- Works with local industry association groups as appropriate to access association membership and corporate customers in furtherance of Institutes strategy and goals.
- Attends industry conferences either as an exhibitor and/or presenter as assigned.
- In conjunction with the International Growth Team, develop, implement, and manage an action plan for expanding the Institutes enterprise Internationally.
- Identify international market expansion opportunities and provide recommendations to leadership.
- Manage administrative functions, including maintaining and updating records pertinent to international expansion activities.
- Collaborate with internal shared services, such as Marketing and Enterprise Research, as well as internal business units, such as the International Insurance Society to implement enterprise international strategy in the most efficient and impactful way possible.
- Other responsibilities and projects as assigned.
Required Competencies
- 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.
- 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.
- 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.
What We’re Looking For:
- College degree required. Advanced degree desirable.
- CPCU preferred.
- Minimum 10 years’ experience in insurance or risk management industry preferred.
- Minimum 3 years’ experience in education, training, or academia preferred.
- Strong knowledge of LMS and SalesForce CRM
- International sales experience preferred.
- Successful sales and marketing experience desired.
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