Becker & Company is seeking a motivated National Account Sales Representative to develop new business and grow client relationships within an assigned territory. This is a prospecting-focused, consultative B2B sales role serving insurance carriers, third-party administrators, self-insured organizations, law firms, and other claims professionals. The representative will build a qualified pipeline, lead the sales process, represent Becker & Company at industry events, and coordinate with operations to support a strong client experience.
What You Will Do
- Develop and execute a territory plan focused primarily on prospecting and new client acquisition while supporting the strategic growth of assigned accounts.
- Complete consistent multichannel outreach, generally 40 to 80 targeted calls and related emails per day, with a goal of creating at least 10 meaningful prospect or client conversations. Activity expectations may be adjusted based on travel, meetings, territory maturity, and campaign quality.
- Identify and engage decisionmakers within insurance carriers, TPAs, self-insured employers, law firms, and risk management organizations.
- Generate leads through research tools, business directories, professional associations, referrals, industry events, conferences, and trade shows.
- Schedule and conduct discovery meetings by phone, video, and in person; assess client needs and recommend appropriate investigative services.
- Present Becker & Company capabilities, including surveillance, social media investigations, background checks, special investigations, and public records services.
- Manage the full sales cycle from prospecting and qualification through proposal, objection handling, contracting support, onboarding, and handoff.
- Develop existing relationships through regular business reviews, service education, cross-selling, and post-sale support.
- Maintain timely and accurate CRM records, including activity, contacts, opportunities, next steps, forecast stage, and expected value.
- Research, plan, attend, and follow up on approved industry conferences and networking events to expand brand awareness and pipeline.
- Partner with operations and account management to monitor active assignments, address client concerns, and align expectations with service delivery.
- Track performance against activity, pipeline, conversion, revenue, retention, and territory growth goals.
- Monitor competitors, client trends, and market needs; share practical insights with sales leadership and operations.
- Perform other duties reasonably related to the role as assigned.
