Employee Benefits Sales Specialist

At Community Financial System, Inc. (CFSI), we are dedicated to providing our customers with friendly, personalized, high-quality financial services and products. Our retail division, Community Bank, N.A., operates more than 200 customer facilities across Upstate New York, Northeastern Pennsylvania, Vermont and Western Massachusetts. Beyond retail banking, we also offer commercial banking, wealth management, investment management, insurance and risk management, and benefit plan administration.

Just as our employees are committed to helping our customers manage their finances, we're committed to our employees. After all, they make it happen for our customers every day.

To ensure our people can enjoy long and successful careers here at CFSI, we offer competitive compensation, great benefits, and professional development and advancement opportunities. As an equal-opportunity workplace and affirmative-action employer, we celebrate and support a diverse workplace for the benefit of all: our employees, customers and communities.

The Employee Benefits Sales Consultant is an experienced professional who advises clients on Insurance, Employee Benefits, and other business services provided by OneGroup and Community Financial Services Inc. This highly motivated individual excels in generating new business through outside sales and building strong business relationships. The role requires a blend of sales acumen, consulting expertise, and exceptional relationship management.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Business Development:
  • Achieve revenue objectives through consultative sales to new clients and expansion of service lines to existing clients.
  • Develop business book growth through new sales, referrals, and cross-selling opportunities

• Meet annual sales and book of business growth goals.
• Identify and establish strategic relationships with key industry stakeholders, centers of influence, and client contacts to enhance service offerings and grow the book of business.

• Pipeline Management:
  • Build and maintain an active pipeline of qualified prospects.
  • Document activity, notes, prospect data in sales tracking and agency management systems.

• Client Consultation:
• Understand client needs related to their employee benefits programs, business operations, and growth strategies.
• Review existing policy coverages and make strategic recommendations based on strategic understanding of client objectives.
• Sales Strategy:
• Develop and execute a business plan based on established sales objectives.
• Identify trends, opportunities, and competitive landscape to inform sales strategy.
• Pursue ongoing professional development, continuing education, and credentialing to increase sales and technical expertise.
• Participate in sales training programs to develop and grow consultative selling, negotiation tactics, and closing techniques.

• Client Management:
  • Seamlessly transition onboarded clients to designated consultants and/or client service team members
  • Collaborate with client service team to accommodate client needs, retain, and grow business.
  • Promote a collaborative team environment, encouraging knowledge sharing and teamwork to achieve collective goals.
  • Provide mentorship and coaching to junior sales professionals, fostering a culture of continuous learning and development.

• Education:

• Bachelor's degree in relevant fields such as Risk Management & Insurance, Business, Finance, Actuarial Sciences, or Human Resources is preferred.

• Certifications/Licenses:

• Valid Life Accident & Health License is required.
• Must maintain Agent/Broker License through continuing education.
• Must possess a valid driver's license and clean motor vehicle record.

• Skills:

• In-depth knowledge of employee benefits design and regulatory environment.
• Ability to understand client needs and translate them into consultative solutions.
• Proficiency in sales processes and development of sales campaigns.
• Ability to lead group presentations and demonstrated comfort in public speaking.
• Proficiency with Microsoft Office Suite of programs including Outlook, Word and Excel and sales tracking systems.
• Strong critical thinking, judgement and attention to detail.
• Ability to work with multiple team members and across organizations in a fast-paced office environment.
• Excellent organizational and time management skills.
• Professional demeanor and strong verbal and written communication skills.

• Experience:

• 3-5 years of Business-to-Business Sales, Human Capital Management, Payroll, Employee Benefits or similar experience.
• Proven proficiency in sales and presentation skills, prospecting, and territory management.

Compensation: Commensurate with experience plus potential for annual merit increase. In addition to your competitive salary, you will be rewarded benefits including: 11 paid holidays, paid vacation, Medical, Vision & Dental insurance, 401K with generous match, Pension, Tuition Reimbursement, Banking discounts and the list goes on!

Physical Requirements:

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 accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee may be required to stand, walk or sit. Use hands and fingers, handle or feel, reach with hands or arms, and speak and hear. The employee may occasionally be required to lift and or move up to 25 pounds. Specific vision abilities required by this job include close vision, and the ability to focus.

The Company is an Affirmative Action, Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, sexual orientation and gender identity), national origin, citizenship status, age, disability, genetic information, veteran status, or any other characteristic protected by applicable federal, state or local law.

The Company will make reasonable accommodations for qualified individuals with a disability. If you have a physical or mental impairment and would like to request an accommodation with respect to the application process, please contact the Human Resources Department.