Business Consultant - Kansas City, MO

Business Sales Consultant, Peo

The business sales consultant, PEO is responsible for identifying, developing, and closing new business opportunities for professional employer organization (PEO) solutions. This role develops opportunities through self-generated prospecting, referral sources, broker and channel partner relationships, networking, and strategic market outreach while gaining access to business owners, executives, and other key decision makers within prospective client organizations. The business sales consultant, PEO owns the full sales cycle from initial outreach and discovery through proposal, pricing, negotiation, close, and transition to implementation. This role consults with prospective clients to understand business needs, workforce challenges, current vendor relationships, employment-related risk, cost considerations, and service expectations, then positions the company's PEO solution as a comprehensive employment and HR outsourcing model.

Essential duties and responsibilities include:

• Proactively generate new business opportunities within the designated territory for professional employer organization (PEO) solutions.
• Build and maintain strong referral relationships with brokers, channel partners, centers of influence, and other strategic business partners to generate qualified PEO sales opportunities.
• Execute targeted prospecting strategies, including cold calling, networking, email outreach, social selling, market research, and partner referrals to access business owners, executives, and other key decision makers.
• Conduct discovery meetings with prospective clients to understand business needs, workforce challenges, current employment practices, payroll and HR processes, benefits structure, workers' compensation exposure, vendor relationships, decision criteria, and service expectations.
• Present PEO solutions that align with prospective client needs, including co-employment model, service structure, payroll administration, HR support, employee benefits, workers' compensation, risk management, compliance resources, pricing, and implementation expectations.
• Prepare proposals, executive summaries, pricing options, service recommendations, and client presentations that clearly communicate the value of the company's PEO solution and total workforce management model.
• Negotiate pricing, scope of services, client service agreement terms, implementation timelines, and related PEO service considerations in partnership with sales leadership and internal stakeholders.
• Own and manage the full PEO sales cycle from lead generation through close, including coordinating internal resources required to support solution design, underwriting review, pricing, client onboarding, and implementation transition.
• Partner with implementation, payroll, benefits, HR, compliance, risk management, workers' compensation, operations, and service teams to ensure a smooth transition from signed client service agreement to client implementation.
• Stay informed of PEO industry trends, employment-related compliance developments, workers' compensation and benefits market considerations, competitor offerings, market conditions, and client feedback to identify opportunities and competitive risks.
• Develop lead generation strategies and maintain accurate, timely documentation of sales activities, pipeline status, forecasted revenue, client communications, decision-maker engagement, and next steps in Salesforce or other CRM systems.
• Consistently meet or exceed assigned monthly, quarterly, and annual PEO sales goals, activity expectations, new business targets, and other performance metrics established by sales leadership.
• Complete and submit accurate new business paperwork, client service agreement documentation, underwriting information, expense reports, and weekly activity reports by established deadlines.
• Frequent domestic travel will be required to attend team onsite meetings, prospective client visits, customer events, broker and channel partner meetings, industry conferences, and training sessions. This may include air travel, ground transportation, and in some cases potential public transportation.

Marginal functions include:

• Build, maintain and promote relationships with team members, peers across disciplines, and all other company team members ensuring effective coordination of communications and services affecting clients.
• Attend webinars and training to stay up to date on best practices related to the company and department.
• Complete projects and other duties as assigned by supervisor.

Knowledge, skills, and abilities include:

• Proactive and highly motivated individual with a strong focus on achieving new business goals.
• Demonstrated ability to drive revenue growth and exceed sales targets.
• Exceptional negotiation and closing skills with the ability to influence key stakeholders.
• Understanding and consistent execution of sales methodologies, strategies, and best practices.
• Knowledge of customer relationship management (CRM) systems and tools.
• In-depth understanding of the company's products or services.
• Excellent verbal and written communication skills for effective collaboration and presentations.
• Efficiently managing time to balance multiple clients and tasks, while staying organized in a dynamic work environment.
• Ability to define problems, collect and interpret data, establish facts, and draw valid conclusions to perform key responsibilities.
• Ability to represent and display a professional style, pride and adhere to corporate policies and procedures.
• Perform with sound business ethics and a high standard of performance while pursuing established goals
• Uphold the highest standards of confidentiality and privacy in all aspects of the role.
• Flexibility to adjust strategies based on market changes and business needs.
• Strong ability to work cross functionally with other departments.
• Commitment to understanding and meeting customer needs.

Education & experience include:

• High school diploma or equivalent combination of experience, skills, education (including other relevant non-traditional degree programs, certifications, or job training programs) preferred.
• At least two years of business-to-business (B2B) sales experience required (preferably field sales) within a results-driven environment. Experience managing a sales pipeline, prospecting for new business, conducting client presentations, and meeting assigned sales goals preferred.
• One to two (1-2) years of prior PEO sales required.
• 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.

Required licenses and/or certifications include:

• This role requires a valid, non-restrictive driver's license as it involves regular travel to client sites and company locations.

Physical, mental, & communication demands include:

• Physical demands:
• Sedentary work: Primarily involves sitting for extended periods, often at a desk or computer.
• Manual dexterity: Frequent use of hands and fingers to operate a computer keyboard, mouse, and other office equipment.
• Mobility: Ability to travel occasionally for meetings, events and partner visits. Occasional walking or traversing throughout the office to meet with leaders and other employees.
• Visual acuity: Ability to read and analyze data on a computer screen (or to read and analyze data with reasonable accommodation) and in printed materials.
• Lifting & carrying: Minimal physical lifting required, but may involve handling documents, and lifting light office supplies.
• Mental demands:
• Attention to detail: High level strategic thinking combined with attention to operational detail.
• Problem-solving: Strong problem-solving skills with a focus on scalability and efficiency.
• Multitasking: Ability to manage multiple priorities and deadlines in a fast-paced, dynamic environment.
• Decision-making: Sound judgement and decision-making in ambiguous or complex situations.
• Adaptability: Ability to adapt to changing market conditions and partner needs.
• Stress management: Resilience under pressure and adaptability to shifting business needs.
• Communication demands:
• Interpersonal skills: Ability to build and maintain strong relationships and communicate effectively with employees, managers, clients and external vendors.
• Negotiation: Skilled in negotiation, conflict resolution, and influencing without authority.
• Cultural sensitivity: Communicate with individuals from diverse cultural backgrounds, demonstrating cultural awareness and sensitivity.
• Verbal and written communication: Exceptional verbal and written communication skills for executive-level reporting, cross functional coordination, and team leadership. Ability to clearly articulate strategy, goals, and expectations across diverse teams.
• Presentation skills: Ability to present to internal stakeholders, external partners, and senior leadership.

Environmental conditions primarily will be an indoor, office environment. May occasionally have moderate noise level from copiers, W2 or check printers, and coworkers. May work in various additional environments, including client offices, industry conferences, customer events, and training sessions. This means adapting to different settings and conditions regularly. This role may involve extended periods of sitting during travel and meetings, as well as standing and walking during client visits and events.

Disclaimer this job description in no way states or implies that these are the only duties to