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Distro is seeking a Business Sales Consultant, PEO to identify, develop, and close new business opportunities for Professional Employer Organization (PEO) solutions. This role owns the full sales cycle from initial outreach and discovery through proposal, pricing, negotiation, close, and transition to implementation.
Key Responsibilities:
- Proactively generate new business opportunities within a designated territory for PEO solutions, including co-employment, payroll administration, HR support, employee benefits, workers' compensation, risk management, and compliance support.
- Build and maintain strong referral relationships with brokers, channel partners, centers of influence, and strategic business partners.
- Execute targeted prospecting strategies including cold calling, networking, email outreach, social selling, and market research to access business owners and key decision makers.
- Conduct discovery meetings to understand business needs, workforce challenges, current employment practices, payroll and HR processes, benefits structure, and workers' compensation exposure.
- Present PEO solutions aligned with prospective client needs, including co-employment model, service structure, payroll administration, HR support, employee benefits, workers' compensation, risk management, and compliance resources.
- Prepare proposals, executive summaries, pricing options, service recommendations, and client presentations that communicate the value of the company's PEO solution.
- Negotiate pricing, scope of services, client service agreement terms, implementation timelines, and related PEO service considerations in partnership with sales leadership.
- Manage the full PEO sales cycle, coordinating internal resources for solution design, underwriting review, pricing, client onboarding, and implementation transition.
- Partner with implementation, payroll, benefits, HR, compliance, risk management, operations, and service teams to ensure smooth transition from signed agreement to implementation.
- Stay informed of PEO industry trends, employment-related compliance developments, workers' compensation and benefits market considerations, competitor offerings, and client feedback.
- Develop lead generation strategies and maintain accurate, timely documentation of sales activities, pipeline status, forecasted revenue, and client communications in Salesforce or other CRM systems.
- Consistently meet or exceed assigned monthly, quarterly, and annual PEO sales goals, activity expectations, and new business targets.
- Provide sales support and operational continuity during the absence of the Regional Sales Manager, ensuring day-to-day sales activities remain on track.
- Assist less tenured sales representatives by providing guidance on sales processes, product offerings, prospecting strategies, and customer relationship management.
- Serve as a resource for sales team members by facilitating deal progression and supporting adherence to sales procedures.
- Participate in recruitment for prospective sales team members by assisting with candidate interviews and providing feedback.
- Collaborate with sales leadership to support onboarding, training, and development initiatives for new sales representatives.
- Act as a mentor and subject matter resource for assigned sales personnel, promoting best practices and professional development.
- Frequent domestic travel required to attend team onsite meetings, prospective client visits, customer events, broker and channel partner meetings, industry conferences, and training sessions.
Requirements:
- High School Diploma or equivalent combination of experience, skills, education (including other relevant non-traditional degree programs, certifications, or job training programs) preferred.
- More than two (2) years of PEO sales experience required within a results-driven environment.
- Experience managing a sales pipeline, prospecting for new business, conducting client presentations, and meeting assigned sales goals preferred.
- Prior sales experience with payroll, HCM HR technology, or benefits preferred.
- Previous experience and proficiency with CRM tools (Salesforce or similar) preferred.
- Proficiency with Microsoft Office software (Outlook, Microsoft Teams, Excel, Word, PowerPoint) and demonstrated ability to learn other applications as needed.
- Valid, non-restrictive driver's license required as role involves regular travel to client sites and company locations.
