Senior Small Business Development Representative

We’re determined to make a difference and are proud to be an insurance company that goes well beyond coverages and policies. Working here means having every opportunity to achieve your goals – and to help others accomplish theirs, too. Join our team as we help shape the future.   

This role sits within the Small Business New Business Development Team and plays a key role in driving growth by improving win rates on consolidation quotes.

Through proactive sales strategies, deep agent engagement, and close collaboration across Consolidation, Sales, and Underwriting, this position directly contributes to business expansion.

Key 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.

Qualifications:

• 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.

This role will have a Hybrid work schedule, with the expectation of working in an office 3 days a week (Tuesday through Thursday).

Compensation

The listed annualized base pay range is primarily based on analysis of similar positions in the external market. Actual base pay could vary and may be above or below the listed range based on factors including but not limited to performance, proficiency and demonstration of competencies required for the role. The base pay is just one component of The Hartford’s total compensation package for employees. Other rewards may include short-term or annual bonuses, long-term incentives, and on-the-spot recognition. The annualized base pay range for this role is:

Equal Opportunity Employer/Sex/Race/Color/Veterans/Disability/Sexual Orientation/Gender Identity or Expression/Religion/Age

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