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Key Responsibilities and Required Skills for a Group Representative

💰 $55,000 - $95,000

SalesClient RelationsInsuranceBusiness DevelopmentAccount Management

🎯 Role Definition

The Group Representative serves as the primary relationship owner and strategic business partner for an assigned portfolio of group clients, typically businesses or associations. This role is pivotal in driving revenue and ensuring long-term client loyalty by selling, servicing, and retaining group-based products and services, such as employee benefits, insurance plans, or retirement solutions. A successful Group Representative is a trusted advisor, adept at understanding complex client needs, presenting compelling solutions, and navigating the entire sales and service lifecycle to foster mutual growth and success.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Insurance Agent (Individual Lines)
  • Sales Development Representative (SDR)
  • HR Coordinator (Benefits Focus)

Advancement To:

  • Senior Group Representative / Key Account Manager
  • Regional Sales Manager
  • Director of Group Sales

Lateral Moves:

  • Corporate Account Executive
  • Benefits Consultant / Analyst

Core Responsibilities

Primary Functions

  • Cultivate and maintain strong, long-lasting professional relationships with key decision-makers, including HR managers and benefits administrators, within assigned group accounts.
  • Proactively manage the entire sales cycle from prospecting and lead generation to final presentation and closing of new group business.
  • Conduct in-depth needs analysis with prospective and existing clients to accurately identify their specific objectives, challenges, and employee demographic needs.
  • Develop and present tailored, persuasive proposals and product demonstrations that clearly articulate the value proposition and competitive advantages of our solutions.
  • Skillfully negotiate contract terms, pricing, and service level agreements to ensure a mutually beneficial partnership for both the client and the organization.
  • Drive the annual renewal process for existing group clients, strategically presenting renewal options, negotiating rates, and reinforcing value to ensure high retention rates.
  • Serve as the main point of contact for all client matters, anticipating client needs and ensuring deadlines for client deliverables are met with exceptional service quality.
  • Educate and enroll client employees in their selected benefits or services through engaging on-site meetings, webinars, and clear communication materials.
  • Consistently meet and exceed established sales quotas and key performance indicators (KPIs) related to new business acquisition, client retention, and portfolio growth.
  • Collaborate closely with internal underwriting teams to gather necessary client data and obtain competitive and accurate quotes for group proposals.
  • Maintain a deep and current knowledge of the company's full suite of products, services, and industry trends to act as a subject matter expert for clients.
  • Actively prospect for new business opportunities within a designated territory or market segment through cold calling, networking, and leveraging industry partnerships.
  • Resolve complex client issues and escalations with a sense of urgency and professionalism, coordinating with internal departments like claims, billing, and support.
  • Prepare and deliver regular business reviews with key accounts, providing insights on performance, utilization, and opportunities for program enhancement.
  • Meticulously document all sales and service activities, client interactions, and pipeline status within the company's CRM system (e.g., Salesforce).
  • Develop and execute a strategic territory plan to maximize market penetration and achieve long-term business objectives.
  • Stay informed about changes in federal and state regulations that impact group benefits and insurance to ensure client compliance and provide accurate guidance.
  • Build and foster strong relationships with external brokers and consultants to create a robust referral network and collaborative partnerships.
  • Analyze sales data and market intelligence to identify emerging opportunities, competitive threats, and areas for strategic focus.
  • Represent the company with professionalism at industry trade shows, conferences, and community networking events to enhance brand visibility and generate leads.

Secondary Functions

  • Assist in the development and refinement of marketing materials and sales collateral tailored for group audiences and specific vertical markets.
  • Provide valuable market feedback and client insights to product development and management teams to influence future product enhancements and innovations.
  • Collaborate with the implementation team to ensure a smooth and successful onboarding experience for all new group clients.
  • Mentor and provide on-the-job guidance to junior sales representatives or client service associates as part of team development.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM Software Proficiency: Expertise in using CRM platforms like Salesforce, HubSpot, or similar systems to manage pipelines, track activities, and forecast sales.
  • Group Product Knowledge: In-depth understanding of group insurance products (health, life, disability), retirement plans, or other relevant B2B services.
  • Presentation Skills: Mastery of presentation software (PowerPoint, Google Slides) to create and deliver compelling, data-driven sales presentations.
  • Contract Negotiation: Proven ability to negotiate pricing, terms, and conditions effectively to close profitable deals.
  • Financial Acumen: Ability to understand and explain financial concepts, pricing models, and the ROI of proposed solutions.
  • State Licensing: Possession of, or ability to obtain, relevant state licenses, such as a Life & Health Insurance License.

Soft Skills

  • Relationship Building: An innate ability to build rapport, trust, and long-term connections with a diverse range of clients and partners.
  • Persuasive Communication: Articulate and convincing communication style, capable of influencing decisions and clearly conveying complex information.
  • Active Listening: The skill to listen intently to understand the explicit and implicit needs of a client before formulating a response or solution.
  • Resilience & Grit: The tenacity to handle rejection, overcome obstacles, and maintain a positive, motivated attitude in a competitive environment.
  • Problem-Solving: A proactive and analytical approach to identifying client challenges and developing creative, effective solutions.
  • Time Management & Organization: Exceptional ability to prioritize tasks, manage a large book of business, and meet multiple deadlines efficiently.

Education & Experience

Educational Background

Minimum Education:

  • High School Diploma or GED equivalent.
  • Relevant state licensing (e.g., Life & Health Insurance License) is often required upon or shortly after hiring.

Preferred Education:

  • Bachelor’s Degree.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Communications
  • Finance

Experience Requirements

Typical Experience Range:

  • 2-5 years of experience in a sales, account management, or client-facing role, preferably within the insurance, financial services, or employee benefits industry.

Preferred:

  • A demonstrated track record of success in a B2B or group sales environment, consistently meeting or exceeding sales targets and retention goals. Experience working with insurance brokers or benefits consultants is highly advantageous.
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