Manages Personal Lines insurance professionals for the inside sales business unit. Develops sales personnel through regular coaching and feedback that leads to improved results. Meets or exceeds sales production goals within budget parameters. Consistently reviews sales techniques and implements improvements.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
Meets or exceeds overall sales production goals for Personal Lines (PL) inside sales unit.
Manages, directs, develops and motivates inside sales personnel so that they meet set goals. Creates individual business and performance plans that address development needs, marketing plan and selling opportunities. Ensures that each plan reflects the Company’s overall goals and objectives.
Trains and coaches inside sales personnel on sales techniques and procedures, meeting the objectives of their business plans, as well as overall selling skills and product knowledge. Keeps sales personnel abreast of company and insurance carrier policies, procedures, and underwriting guidelines. Ensures compliance with industry and company regulations. Develops and implements actions to address shortfalls or opportunities to improve sales / productivity.
Works collaboratively with supervisor and Marketing personnel to contribute to marketing plans to achieve greater market penetration, increase sales results and heighten company brand awareness. Contributes to identifying additional organic paths to grow PL business beyond current association client base.
Works with sales personnel and agency management system to optimize management of sales prospecting / lead tracking and measurement of marketing ROI.
Conducts periodic sales meetings to review sales production, marketing calendar, and carrier updates.
Analyzes carrier and internal sales reports. Generates and reviews productivity measurements; uses information to improve quote to close ratio, PIF count, account retention, and mix of business.
Creates and maintains underwriting database. Contributes to operational procedure documentation and updates. Audits sales activities to ensure adherence to operational procedures and minimize E&O exposure risk.
Contributes to managing key carrier relationships in tandem with applicable officers and directors to ensure underwriting guidelines and contractual obligations are met.
Directly supervises the Inside Sales Representatives and Policy Review Specialists. Carries out supervisory responsibilities in accordance with the company’s policies, procedures and applicable laws. Responsibilities include: planning, scheduling and assigning work; making hiring decisions; instructing and training on proper work methods; reviewing and approving work; conducting performance evaluations; recommending salary adjustments; making effective recommendations regarding promotions; and making recommendations regarding unsatisfactory employees.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.
Education and Experience:
Bachelor’s degree in business, marketing or a related field; 3+ years progressively responsible experience and a demonstrated track record of accomplishments in sales and/or sales management; or an equivalent combination of education and experience
Experience with and/or exposure to Personal Lines insurance
Understanding of member experience and affinity marketing
Ability to partner effectively with others to achieve results
Certifications and Licenses:
Current NYS Property and Casualty or Personal Lines license
Pearl - 19 months ago