The Institutes Careers

About The Institutes 

A not-for-profit organization located 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 partners with our customers to deliver 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 an 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. 

About RiskStream Collaborative

The Institutes’ RiskStream Collaborative is a large consortium operating in the P&C and L&A insurance industry, with some of the largest carriers, brokers and reinsurers as members. RiskStream works with member companies, and associate member companies (i.e. industry non-profits, civics, solution providers and collaborating entities), to develop solutions for multiparty business process challenges in the insurance industry. As an industry led non-profit, RiskStream seeks to bring the industry together, to design, build, adopt new multiparty solutions or spotlight existing solutions that could be beneficial to specific insurance sectors. Leveraging various technologies, like blockchain, confidential computing and AI, RiskStream has made significant progress in creating solutions for multiparty business problems in auto insurance, surety bonds, commercial property, life & annuities and reinsurance.

Director of Sales

The Institutes RiskStream Collaborative is seeking a highly motivated and heavily experienced Sales Director to lead sales efforts and drive revenue growth. The ideal candidate will have a deep and proven track record of success in sales, a demonstrable understanding of product sales, and the ability to strategize and implement highly effective membership acquisition and retention initiatives. In addition to the core responsibilities outlined above, the Sales Director will play a pivotal role in reshaping the overall sales culture within the organization. This position requires a depth of director sales experience, and a strategic thinker who can adapt to market challenges, identify new relationships, and capitalize on opportunities. The successful candidate will be instrumental in delivering sales results and will collaborate closely with cross-functional departments to ensure alignment with overall business objectives.

What You’ll Do:

Sales Strategy and Planning:

• Develop and implement a comprehensive sales strategy aligned with organizational goals.
• Collaborate with executive team to set sales targets and objectives.

Product Sales:

• Work with Products team to develop a cohesive approach for product sales.
• Work closely with Products and Marketing teams to create targeted campaigns to boost product sales.

Membership Sales:

• Oversee entire sales approach for both principal membership and associate membership.
• Drive the development of effective sales pitches and presentations.
• Create and meet measurable goals for acquisition and retention.

Client Relationship Management:

• Build and maintain strong relationships with key clients and stakeholders.
• Ensure excellent customer satisfaction through effective communication and problem resolution.
• Identify opportunities for cross-selling or upselling to existing customers or members.

Sales Performance Analysis:

• Implement metrics and KPIs to track individual and team performance.
• Analyze sales data to identify trends, evaluate effectiveness and make data-driven decisions.
• Regularly report on sales performance to the executive team.

Required Competencies

• Sales
• Negotiating
• Relationship building
• Interpersonal Communication
• Project Management Skills
• Strategic thinking
• Vendor Management
• Leadership
• Mediation
• Decision making
• Business and financial acumen

What We’re Looking For:

• Bachelor’s degree required.  Graduate degree preferred.
• Proven experience in a senior sales leadership role, preferably in product and membership industries. Strong understanding of sales strategies, techniques, and best practices.
• Excellent communication skills, negotiation, and interpersonal skills.
• Demonstrated ability to lead and inspire a team to achieve sales targets.
• Analytical mindset with proficiency in using data for decision-making.
• Familiarity with CRM software.

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
• Free lunch on campus on everyday
• On our Malvern campus: Free lunch every day when working on campus, onsite fitness center, and a beautiful 1.25 mile walking path!