• Prospecção ativa B2B de novos clientes (outbound), com foco em geração de oportunidades qualificadas • Mapeamento de mercado e identificação de contas estratégicas (ICP) • Abordagem multicanal: ligações frias, e-mail, LinkedIn e WhatsApp • Qualificação de leads com metodologias como BANT e SPIN Selling • Agendamento de reuniões qualificadas para o time de vendas (closers ou consultores) • Gestão e atualização do CRM (Pipedrive), seguindo cadências estruturadas • Análise de dados e otimização contínua das abordagens de prospecção • Colaboração com o time comercial para melhoria de scripts, abordagens e estratégias

• You will play a crucial role in driving our business growth across the EMEA region. • Identify and engage with high-potential accounts within the EMEA region to build a strong sales pipeline. • Execute targeted outreach via LinkedIn, email, and phone to connect with key stakeholders, leveraging insights to tailor your approach. • Deliver compelling presentations of our solutions to potential customers, effectively communicating value and aligning with their business needs. • Deeply qualify leads to ensure alignment with business goals and readiness for further sales engagement. • Stay informed about industry trends, competitive dynamics, and potential business triggers within your assigned regions. • Work closely with the marketing and sales teams to align strategies and ensure smooth lead handoffs. • Use tools like Apollo to track outreach activities and measure success. • Share best practices, support team initiatives, and contribute to an open and collaborative culture.

Role Description As a Business Development Representative in Tennessee, you will be part of a multi-functional team underwriting and managing both new and existing relationships with independent agents and brokers to produce new account opportunities for the organization focusing on workers' compensation policies. This is a new position because of SFM's growth in Tennessee. You will be responsible for attracting and underwriting middle market business, deploying effective account management while fostering strong working relationships with agency partners. You will direct much of your attention to growing SFM’s footprint in Tennessee but operate as the underwriter when working on renewals and new business. Developing and maintaining agency/broker relationships is key to achieving success along with meeting new business goals and retention of renewals. What You Will Be Doing - Establish new agency partner relationships and increase new applications for workers’ compensation insurance policies. - Meet regularly with new and existing agents and those identified as high potential to build relationships while fostering effective business relationships. - Organize and participate in marketing initiatives, including presentations, industry events, and broker/agent meetings to showcase products and services. - Articulate the company’s capabilities in underwriting, risk control, and claims. - Educate agents about the benefits of standalone workers’ compensation programs while delivering premier customer service. - Complete agency reviews, capturing appropriate intel around market opportunities and review agency performance. - Provide feedback to management on the current state of the marketplace, agencies, and competition. - Maintain and monitor an entire underwriting book of business to achieve premium volume and loss ratios consistent with company goals and objectives. - Evaluate and analyze new and renewal business in accordance with Company underwriting guidelines and risk appetite. - Work with agents, brokers, and clients to obtain necessary information and clarify details. - Demonstrate critical thinking in assessing the risk and identifying exposures and controls. - Set appropriate terms and conditions to deliver a profitable portfolio. - Document assigned files with underwriting thought process. Qualifications - Bachelor’s degree in insurance, finance, risk management, marketing, business or related field; or equivalent applicable work experience. - Professional insurance designations (CPCU, CIC, ARM) is a plus. - Four or more years’ experience in a sales/marketing role, preferably in the field of insurance. - Experience underwriting commercial property/casualty insurance policies and/or agency experience is preferred. - Excellent marketing skills and firm understanding as to how to develop new business. - Strong working knowledge of state applicable Workers’ Compensation rules and regulations is a plus. - Knowledge of insurance rating, structure, forms, and coverages. - Exceptional verbal and written communication skills with ability to deliver superior customer service. - Able to travel with occasional overnights. - Valid driver’s license. Benefits - Comprehensive medical, dental, and vision coverage (plus HSA/FSA options). - Significant Cash Benefit if You Opt Out of Our Health Plan. - Flexible hybrid work environment. - 401(k) with both Traditional and Roth options + company match. - Contributions toward student loan repayment. - Generous PTO, 9 paid holidays, and paid parental leave. - Monthly home internet allowance. - Free life insurance, short-term & long-term disability coverage. - Incentive bonus opportunities. - Adoption financial assistance. - Pet insurance. - Annual company-wide volunteer day. - Discounts on gyms, fitness apps, and wellness programs.

• Lead outbound prospecting across strategic target accounts in the U.S. market • Research companies, stakeholders, and industry context to identify real opportunity • Craft personalized outreach across email, phone, and LinkedIn • Execute structured sequences with consistency and attention to detail • Partner closely with sales leadership to qualify and convert opportunities • Maintain disciplined CRM hygiene and clear pipeline visibility