National Account Sales Representative

Summary

Becker & Company provides investigative services to the property and casualty insurance industry. The National Account Sales Representative will prospect for new business, develop client relationships, manage the full B2B sales cycle, and grow assigned accounts. The role also involves presenting investigative services, maintaining CRM records, attending industry events, and coordinating with operations and account management.

Responsibilities

• 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

Skills

• Experience with B2B sales, account management, insurance, claims, legal services, or related experience
• Demonstrated initiative, resilience, organization, and comfort with proactive outreach
• Strong written, phone, virtual presentation, and in-person communication skills
• Ability to learn investigative services and explain their business value accurately and responsibly
• Ability to manage a geographic territory, prioritize opportunities, and work independently while remaining accountable to a team
• Experience with CRM or sales-tracking software, or the ability to learn it quickly
• Ability and willingness to travel within the assigned territory and attend occasional conferences or client events
• High school diploma or equivalent required; associate or bachelor's degree, insurance or claims experience, and an established industry network are preferred, not required

Qualifications

Must Haves

• Experience with B2B sales, account management, insurance, claims, legal services, or related experience
• Demonstrated initiative, resilience, organization, and comfort with proactive outreach
• Strong written, phone, virtual presentation, and in-person communication skills
• Ability to learn investigative services and explain their business value accurately and responsibly
• Ability to manage a geographic territory, prioritize opportunities, and work independently while remaining accountable to a team
• Experience with CRM or sales-tracking software, or the ability to learn it quickly
• Ability and willingness to travel within the assigned territory and attend occasional conferences or client events
• High school diploma or equivalent required; associate or bachelor's degree, insurance or claims experience, and an established industry network are preferred, not required

Benefits

• PTO
• 401(k)
• Healthcare
• Flexible remote, hybrid, or in-office work arrangements