Business Development Executive, Renewables & Power Generation - Factory Mutual Insurance Company

FM Global is a leading property insurer of the world's largest businesses, providing more than one-third of FORTUNE 1000-size companies with engineering-based risk management and property insurance solutions. FM Global helps clients maintain continuity in their business operations by drawing upon state-of-the-art loss-prevention engineering and research; risk management skills and support services; tailored risk transfer capabilities; and superior financial strength. To do so, we rely on a dynamic, culturally diverse group of employees, working in more than 100 countries, in a variety of challenging roles.

Schedule & Location

This is an exempt, office-based position can be based out of any of our US Operations. Locations include Woodland Hills, CA (LA) - Walnut Creek, CA (San Francisco) - Frisco, TX (Dallas) - Park Ridge, IL (Chicago) - Plymouth, MN (Minneapolis) - Creve Coeur, MO (St. Louis) - Alpharetta, GA (Atlanta) - Parsippany, NJ (NY) - Norwood, MA (Boston) - Malvern, PA (Philadelphia) - Reston, VA (Washington D.C.) or Cleveland, OH.

Travel throughout the US is required ~30%+ annually.

Job Summary  

Solicit and produce new renewable energy clients for FM Global’s recently established Renewable Unit as well as thermal power clients for FM Global’s Geographic Operations. Maintain a healthy pipeline of new business opportunities through effective prospect outreach, funnel management and calling activities. Collaborate with and lead our client service teams to deliver a client centric proposal that articulates the value of doing business with FM Global. 

• Achieve the annual new business objective balancing our dual delivery channels of direct as well as opportunities through our brokered partners. 
• Maintain a healthy pipeline of new business opportunities through effective calling and funnel management activities. 
• Develop and maintain a list of opportunities to call and develop hand in hand with renewables and operations management teams. 
• Keep prospect information in SRS current, accurate and updated as new information is developed during the sales process 
• Achieve the annual call goal including in person calls to prospects at various stages of the sales funnel  
• All calls will be planned, executed and recorded in SRS using the Richardson Consultative Selling Framework skillset  
• Understand the business needs of our prospective clients 
• Craft and execute a sales journey with internal and external stakeholders leading to a winning proposal at a high success rate. 
• Deliver a client centric proposal that articulates the value of doing business with FM Global and links their specific needs with the services that FM Global can deliver
• Lead through influence internal work groups to formulate strategies to maximize our hit ratio on new business 
• Use of Whiteboarding to identify what is important to the prospect and how FM Global’s value proposition can deliver on those needs  
• Develop and deliver internal and external road maps of the prospect journey  
• After CST assignment, lead the team in collaborative development, maintenance, and execution of the situational analysis 
• Through actively participating in meetings, conferences and appearing at industry-related functions; build and maintain FM Global’s brand and market expertise as a subject matter expert in the renewable and power generation industry as well as relationships with specialty brokers servicing this industry.  Keep apprised of our competitor’s products and services.