Title: Business Consultant
Department: Sales/Marketing and Operations
Reports To Director of Sales
FLSA Exempt
Location: Remote
Summary
You are responsible for working the entire sales cycle for Unique’s PEO Services: Pre-sales qualifying, prospecting (cold calling by phone, foot, or networking), appointment setting, meeting with business owners to identify needs, presentation, and closing the sale. Your manager will assign annual prospecting and sales goals. It is your responsibility to meet or exceed the established goals set by your Sales manager and UniqueHR. We are seeking a relationship-driven sales professional to drive new business growth. This role blends strategic partnerships, consultative sales, and market development to generate and close PEO opportunities. The ideal candidate has deep networks and is ready to translate those relationships into long-term client value.
Essential Duties and Responsibilities
You are responsible for pre-sale qualifying prospects by sales category and geographic area in sufficient volume to generate the required production to meet or exceed your annual sales production goals established in your annual sales plan.
You are responsible for daily phone prospecting using our Dialpad phone system in sufficient volume to generate sufficient contacts and first meetings to meet or exceed your annual sales production goals established in your annual sales plan.
You are responsible for daily face-to-face prospecting in sufficient volume, plus develop a referral network to generate the required production to meet or exceed your annual sales production goals established in your annual sales plan.
You are responsible for scheduling with the business owner and/or the business' decision maker in sufficient volume the number of first meetings, data gathering meetings, discovery meetings, technology demos, and proposal/closing meetings, needed to meet or exceed your annual sales production goals established in your annual sales plan.
You are responsible for entering all pre-qualified prospect data into the CRM system, HubSpot. Additionally, you are responsible for managing your weekly activities, scheduling all appointments and documenting the results of all communications with prospects.
You are responsible for leading target accounts through the UniqueHR Sales Process. Each step is clearly defined, with required underwriting, marketing and CRM follow up action items that must be completed. The UniqueHR Sales Process is as follows:
1. Prospect, find and qualify New Target Accounts to Set First Meetings
2. Schedule, attend and conduct First Meetings
3. Obtain all necessary underwriting information for RFPs and Benefit Submissions
4. Schedule, attend and conduct Discovery Meetings and Technology Demos
5. Schedule and attend Proposals and assist with onboarding efforts
6. Help coordinate communication between the New Client and Client Relations.
You are responsible for utilizing the CRM system, HubSpot, to enter all information gathered in prospecting into the proper accounts. You are responsible for assigning and creating File accounts as Prospects progress through the Sales Process. Files within HubSpot should be categorized as either Target or Non-Target accounts. Target Accounts must be assigned to the appropriate Tiered Status. You are responsible for migrating Files within HubSpot to each stage of the Sales Process.
You are responsible for attending and/or participating, as requested and/or approved by Unique, including association meeting(s), conference(s) and trade show(s) as an additional prospecting vehicle(s) for supporting your production efforts to meet or exceed your annual sales production goals that are established in your annual sales plan.
You are responsible for attending and taking part in scheduled or Ad-Hoc training sessions and sales meetings.
You are responsible for reviewing the CRM system, HubSpot, and Files weekly including updating the information and managing the content with the intent to ensure all your sales activities are documented in the system. Your review must include your Companies and Deals as well with the intent of managing these Files as your active prospect list.
You are responsible for ensuring all business travel is planned in the most cost-effective and time-efficient manner possible.
You are responsible for assisting the Unique onboarding team for the onboarding/implementation of your client.
You are responsible for assisting Unique with customer service issues, as requested.
You are responsible for maintaining current knowledge of the PEO market, sales trends, industry issues, competitor's position in the marketplace, and to present ideas to enhance the Unique PEO Service based on sales calls and marketplace feedback.
You are responsible for maintaining current knowledge of the Unique health benefits plan(s) and ancillary insurance products.
You are responsible for assisting with special projects as requested by Unique management and other job duties as assigned.
Supervisory Responsibilities
No supervisory responsibilities for this position.
Qualifications
To perform this job successfully, the individual must be able to perform each essential job function satisfactorily. The requirements listed are representative of the knowledge, ability and/or skill needed. reasonable accommodation may be provided to enable individuals with disabilities to perform the essential functions.
Knowledge of the sales cycle.
Broad knowledge of business.
Knowledge of the customer service model.
Ability to focus and achieve goals, and to have effective time-management skills.
Ability to fully understand complex data relationships.
Ability to find and interact with the business decision maker.
Ability to express ideas clearly, both verbally and written.
Ability to effectively conduct individual and group presentations.
Ability to work independently and in a team environment.
Ability to effectively overcome sales resistance.
Ability to work effectively under deadlines.
PC Literate including Excel, Word, PowerPoint, Sales or Customer Service Management Software
Education Requirements
A bachelor’s degree in business or related field or four (4) years of business-to-business sales experience.
Mathematical Skills
Ability to add, subtract, multiply and divide in all units of measure, using whole numbers, common factions and decimals. Ability to compute ratios, rate and percent, and to draw and interpret graphs.
Language Skills
Ability to read and understand simple instructions, short correspondence and memos. ability to write simple correspondence. Ability to effectively present information in a one-on-one or small group situation.
Reasoning Abilities
Ability to solve practical problems and to deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions given in a written or oral form.
Certificates, Licenses, Registrations
Current valid driver’s license, working automobile and proof of auto insurance.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be provided to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee must regularly use hands, fingers, or feet, reach with hands or arms, and talk or hear. The employee must regularly walk and sit. The employee must occasionally stand. The employee must occasionally lift and/or move up to 25 lbs. the employee must occasionally drive to remote customer locations, and this may require extended periods of driving.
Work Environment
The work environmental characteristics here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally exposed to wet or humid conditions. The noise level in the work environment is usually moderate.
Pay: $50,000.00 - $250,000.00 per year
Benefits:
- 401(k)
- Dental insurance
- Employee assistance program
- Parental leave
- Retirement plan
- Tuition reimbursement
Work Location: Hybrid remote in McAllen, TX 78501
