Senior Small Business Development Representative

Responsibilities

• Drive sales activity on consolidation quotes by engaging agents through outbound phone and email outreach to advance quoted opportunities toward placement.
• Execute outreach aligned to Consolidation and Small Business Unit design, as well as The Hartford (HIG) and agency parameters.
• Manage contact timing and frequency based on quote maturity, premium size, and additional needs surfaced through agent discussions.
• Review consolidation quotes prepared by the Consolidation team to understand coverage, pricing position, and competitive considerations prior to agent engagement.
• Identify Account Executives with multiple policies that should be addressed through a coordinated sales conversation to improve consolidation outcomes.
• Prepare for agent conversations by evaluating selling points, coverage differentiators, payroll billing considerations, My Account features, and other value elements to support sales discussions beyond price.
• Answer coverage and appetite questions and reinforce Hartford appetite boundaries across Standard Products, Global Specialty, Excess & Surplus, and Flex offerings.
• Engage agency partners directly to confirm intent, overcome objections, and move consolidation quotes to placement.
• Request pricing adjustments when needed by coordinating with Underwriting and internal partners to support closing activity.
• Communicate agent feedback to Partner Managers and Underwriting when business does not move forward, including clearly documenting reasons for lost opportunities.
• Track, organize, and manage consolidation sales activity using CRM and calendaring tools, including engagement status, next steps, and outreach cadence, to ensure strong pipeline management, visibility, and consistent execution.
• Achieve established sales performance expectations tied to consolidation engagement, wins and successful transition to HIG.
• Demonstrate ownership of results by proactively identifying and addressing barriers that prevent opportunities from closing.
• Support additional sales initiatives as needed, including Book Quoting Commitments and large account activity.

• 2+ years of experience in sales or sales support in a commercial insurance environment is required.
• Ability to learn and apply Small Business products, underwriting appetite, pricing concepts, and consolidation sales strategies through training and on-the-job experience.
• Comfortable working in Microsoft tools, including Outlook, Excel, Teams, and shared documentation platforms, to organize work, track activity, and manage a sales pipeline.
• Experience with Salesforce or similar CRM tools preferred, with the ability to learn and effectively use CRM systems to manage opportunities, document activity, and support sales outcomes.
• Willingness and ability to use AI-enabled tools and data insights to prioritize opportunities, support outreach, and improve sales execution.
• Strong organizational skills with the ability to manage multiple active opportunities, maintain disciplined contact cadences, and ensure consistent follow-through.
• Sales-driven mindset with a focus on agent engagement, opportunity progression, and delivering measurable results.
• Demonstrated ownership and accountability for outcomes, including follow-through on commitments and timely escalation of issues.
• Strong written and verbal communication skills with the ability to influence agents and work effectively with internal partners.
• Ability to operate in a fast-paced, evolving environment while maintaining accuracy and structure.