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 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. 

Business Development Representative

The Business Development Representative is responsible for identifying, building and working a pipeline of prospects. This position will focus on increasing sponsorship and advertising sales for The Institutes’ affiliate brands with a focus on new revenue opportunities, as well as growing sales volume with current customers assigned by the Partnerships Team. Main activities will revolve around sales prospecting and presenting, for both personal and team sales.

What You’ll Do

• Continually grow pipeline with lead generation activities including building lists, researching prospective clients, and finding the best way to connect with decision makers
• Execute sales plans in collaboration with Partnerships sales team. This will include high activity outreach with a focus on scheduling meetings to discuss sponsorship and advertising opportunities
• Develop and maintain a pipeline of sales prospects, including new business as well as servicing and growing current business.
• Collaborate with colleagues on team sales activities for target accounts, including lead generation, group presentations, and sales strategy.
• Build and maintain long-term, mutually beneficial relationships with clients through a strategic and consultative approach, providing expertise in the development of custom business solutions
• Use the Salesforce CRM platform to manage prospects, sales, and activity
• Continue to refine and hone prospecting, outreach, presentation, and sales skills
• Be innovative – consistently look for opportunities to work more effectively, and serve our customers in deeper ways.
• Be flexible – actively learn of the risk management industry, as well as enterprise brands and offerings to better serve our clients.
• Assist with sales enablement activities including the creation of sales marketing materials and agreements

Other Responsibilities

• Resolve client issues in a timely, thorough, and pro-active manner.
• Professionally represent The Institutes at all times.
• Other duties as assigned

Required Competencies

• Sales: Emphasis on retaining business and closing sales. Ability to conduct strong discovery sessions to learn customer business needs and determining where there is a fit between customer requirements, future needs and The Institutes overall solution set. Ability and willingness to proactively seek out new business and cross-sell opportunities.
• Communication: Exceptional oral and written communication skills and ability to communicate throughout all levels of the organization, both internally and externally. Ability to read, understand and follow oral and written instructions. Ability to present information and respond to questions professionally and effectively, conversationally and in written communications
• Detail-oriented: Pays close attention to all aspects of a project or responsibility, understanding even little things can have an impact in the outcome of a project. Ensures work quality is to the highest standards.
• Relationship Building: Exceptional People Skills. Must be able to develop and maintain strong relationships across the industry.
• Customer Focus: Must be customer service oriented and exhibit the best interest of customers as the main priority when delivering goods or services.
• Time management: Must be highly self-motivated and demonstrate a high sense of urgency and ability to effectively prioritize and execute tasks in a high-pressure, deadline-driven environment. Must be detail- oriented and possess strong organizational and follow up skills.

What We’re Looking For

• Bachelor’s degree or equivalent experience required.
• 1-3 years of Sales experience required.
• Experience in risk management, insurance, and/or financial services industry preferred but not required.
• Proficiency with MS Office Suite (including Word, Excel, & PowerPoint) and e-mail (Outlook) software required.
• Willingness to learn technical platforms including Zoom, Microsoft Teams, and Salesforce
• Ability to work in team-based environment across organizational boundaries in a constructive and collaborative manner.

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!