The Advisor, Inside Sales, is a developing sales professional responsible for managing small business client relationships and driving new business growth through inside sales channels. This role independently engages prospects, evaluates client insurance needs, and delivers tailored insurance solutions that align with risk profiles, regulatory requirements, and business objectives. This role plays a critical part in revenue generation by managing a defined pipeline of opportunities, converting leads into clients, and supporting retention within a small business portfolio. The Advisor applies developing consultative selling skills, industry knowledge, and professional judgment to navigate moderately complex client scenarios and deliver value-driven solutions. As an intermediate sales professional, this role operates with growing autonomy, manages a defined territory or book of business, and contributes to achieving sales targets through effective prospecting, relationship management, and collaboration with internal and external stakeholders.
Position Summary
The Advisor, Inside Sales, is a developing sales professional responsible for managing small business client relationships and driving new business growth through inside sales channels. This role independently engages prospects, evaluates client insurance needs, and delivers tailored insurance solutions that align with risk profiles, regulatory requirements, and business objectives. This role plays a critical part in revenue generation by managing a defined pipeline of opportunities, converting leads into clients, and supporting retention within a small business portfolio. The Advisor applies developing consultative selling skills, industry knowledge, and professional judgment to navigate moderately complex client scenarios and deliver value-driven solutions. As an intermediate sales professional, this role operates with growing autonomy, manages a defined territory or book of business, and contributes to achieving sales targets through effective prospecting, relationship management, and collaboration with internal and external stakeholders.
Primary Responsibilities
- Manage a defined book of small business prospects and clients, driving new business growth and supporting retention activities.
- Engage in inside sales activities, including inbound lead management, outbound prospecting, and pipeline development.
- Independently manage moderately complex sales cycles, from initial contact through proposal development and closing.
- Evaluate client operations, risk exposures, and insurance requirements to recommend appropriate coverage solutions (e.g., general liability, property, business owner policies, workers’ compensation).
- Prepare and present proposals, coverage comparisons, and value propositions tailored to small business client needs.
- Collaborate with underwriting teams, carrier partners, and internal stakeholders to obtain quotes and structure competitive insurance solutions.
- Maintain accurate and up-to-date records in CRM systems, including client interactions, pipeline activity, and sales metrics.
- Apply consultative sales techniques to build lasting client relationships and enhance client satisfaction and retention.
- Respond to client inquiries, provide guidance on policy terms, and support renewal discussions as needed.
- Monitor sales performance against targets, including conversion rates, revenue generation, and pipeline activity.
- Stay informed on market conditions, insurance products, and regulatory changes impacting small business clients.
- Ensure compliance with licensing requirements, regulatory standards, and internal policies governing insurance brokerage activities.
Required Knowledge, Skills & Abilities
- Working knowledge of insurance products and services relevant to small business clients, including commercial lines coverage.
- Understanding of consultative sales principles and ability to manage moderately complex client interactions.
- Strong communication and interpersonal skills, with the ability to engage clients, build trust, and influence purchasing decisions.
- Ability to manage a sales pipeline independently, prioritize opportunities, and meet performance targets.
- Analytical skills to assess client risk profiles and align appropriate insurance solutions.
- Proficiency in CRM systems and Microsoft Office tools; ability to track and analyze sales data.
- Problem-solving skills to address client needs and adapt solutions within defined guidelines.
- Ability to collaborate effectively with cross-functional teams, including underwriting, client service, and carriers.
- Adaptability and resilience in a fast-paced sales environment with evolving priorities.
- Commitment to continuous learning and development of insurance and sales expertise.
Qualifications
- Bachelor’s degree in business, finance, risk management, or a related field preferred (or equivalent experience).
- 2 – 4 years of experience in sales, insurance brokerage, or client-facing roles.
- Active insurance license or ability to obtain licensure within a defined timeframe required.
- Experience in inside sales, lead management, or small business client engagement preferred.
- Working knowledge of insurance brokerage processes and carrier interactions preferred.
- Strong organizational, communication, and relationship management skills.
- Demonstrates professional judgment, sales acumen, and alignment with organizational values.
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The Baldwin Group will not accept unsolicited resumes from any source other than directly from a candidate who applies on our career site. Any unsolicited resumes sent to The Baldwin Group, including unsolicited resumes sent via any source from an Agency, will not be considered and are not subject to any fees for any placement resulting from the receipt of an unsolicited resume.
