Market Development Executive
Columbus, OH (or Remote)
Revenue – Sales /
Full Time /
Remote
About Beam:
Beam was founded in 2012 by three engineers who saw the opportunity to modernize the dental benefits industry using technology. The first product was the Beam Brush, which was one of the earliest examples of the Internet of Things in healthcare. Today, Beam Benefits is available in 40+ states and has expanded beyond dental.
Beam is now simplifying and modernizing a robust suite of ancillary employee benefits through an intuitive digital platform, self-service tools, AI-powered pricing, and support from Beam’s helpful representatives. This winning combination allows us to deliver a simple, smart, and wellness-focused experience for brokers, employers, and members.
Joining Beam Benefits Means:
Joining Beam Benefits means working in a complex and dynamic business that operates simultaneously across insurance, employee benefits, and technology. You’ll be supported and encouraged to improve every day while collaborating with a diversely skilled team.
Our energizing, committed, and fun work environment empowers you to take ownership of your subject matter and work. You’ll also join us in our mission to forever change the way people access benefits, all while embodying high character, emotional intelligence, and exceptional talent.
The Role:
A Market Development Executive (MDE) is a key in-market sales role at Beam, responsible for establishing and expanding as many partnerships as possible with brokerages in a territory. This starts with discovery and pursuit of new prospective brokerages and working with them to help them understand Beam's differentiators in order to expand their business. A variety of tactics (e.g. cold calling, email, web conferencing) are deployed in order to develop the relationship and educate brokers in order to work through a high volume of proposals to win new clients. The goal is to both establish a high number of broker partners as well as secure repeat business from some brokers as quickly as possible.
At a high-growth company like Beam, there is an expectation of every role to continually contribute to improve processes and best practices internally, and our data-driven approach requires a high level of organization and accuracy of sales data -- both are true for the MDE as well.
We need MDEs who can quickly learn the dental insurance business and can help lead Beam's growth in a market. A successful MDE thinks strategically and executes tactically, adapts quickly and does whatever it takes to succeed.
What You Will Bring:
You consistently meet or exceed sales goals, ideally in a high growth environment. You are self-motivated with a demonstrated desire to learn new technologies and skills. You work both independently and as part of a team in order to drive both individual and team sales success. You are able to thrive in a fast-paced, dynamic and sometimes chaotic startup environment.
What You Will Do:
- Achieve sales and profitability goals in line with the overall company strategy and growth plan
- Execute Beam's repeatable process in order to quickly develop a new market; This involves heavy activity including emails, cold calls, web demos, etc.
- Establish and expand productive and professional relationships with independent and regional brokerage partners in your territory then quickly translate those into new Beam clients
- Potentially work long and unconventional hours to get deals done, especially as you may work across time zones
- Maintain accurate sales data to inform future sales process improvements and create efficiency across the team and new markets
- Stay up-to-date with new product and feature launches and ensure your broker partners are informed
- Know your numbers - continually drive toward activity and sales targets in order to ensure you're on track to meet goals; dig into the data with sales leadership to ensure your territory is and your broker partners are quickly trending toward success
- Ability to travel to market as needed
What Skills Will Help You Be Successful:
- 3+ years B2B Sales experience in a high-volume capacity; channel sales (e.g. through brokers) a major plus
- 1+ year of experience generating and analyzing reports to enhance sales or customer experience
- Ability to quickly learn new industries (e.g. dental insurance) and adapt to new sales processes and tools
- Ability to travel within territory or other meetings as required
- Excellent organizational skills and attention to detail
- Familiarity with Salesforce, Salesloft or other CRM / sales toolsMedical sales, benefits, HR, or brokerage experience not required, though a plus
- Ability to secure your Life & Health license within 60 days of start date
Training and Development:
- Beam offers a comprehensive initial one month training with ongoing support in the role
- Learn industry-specific communication and sales techniques that will enable you to find solutions for your clients and close deals
- Gain extensive knowledge on Beam’s internal administration tools, and the industry’s leading CRM tool, Salesforce
- Become an expert in the world of dental benefits and Beam’s technological advancements!
$56,600 - $84,800 a year
The base pay actually offered will take into account internal equity and budget for the open position and also may vary depending on the candidate’s job-related knowledge, skills, and experience, among other relevant factors. This range does not include an estimated value for any benefits, bonus, or other incentives that may be applicable based on position.
Compensation and Benefits:
Beam offers a competitive base salary paired with an attractive variable compensation structure.
Employees benefit from performance-based bonuses and incentives, along with a comprehensive benefits package that includes health, dental, and vision insurance. Additionally, Beam provides a 401(k) plan with company matching, flexible time off, and the opportunity to participate in the equity program.
