— Lexington, KY Region
Position Summary – The Regional Marketing Manager (RMM) is responsible for collaboratively building a marketing plan with their Regional Vice President (RVP) for the Lexington Region. The RMM provides supervision and direction to the Field Representatives (FR) and their activities which align with the marketing plan. This person is responsible for recruiting, developing and growing the FRs within the Region to drive premium and the ProAg brand. The RMM is responsible for being familiar with and proficient in all of the FR duties and responsibilities as well as their own. Must exercise discretion and independent judgment with respect to matters of significance.
Duties & Responsibilities
I. Marketing / Sales
Builds an individual marketing plan as well as a Regional marketing plan and understand what that translates to in terms of individual FR contribution.
Supports FRs in driving premium and sales metrics.
Responsible for maintaining / growing key accounts and relationships.
Drives a defined sales process and is responsible for holding FRs accountable to that process.
Develops new business by enlisting / recruiting new agents.
Conducts joint sales calls as needed to support FRs in the field.
Participates in and conducts self as an industry expert at Regional Meetings.
Uses effective marketing and persuasion to generate interest and enhance demand for the organization's products and services.
Models the defined sales process effectively.
Holds external memberships or networks through organized groups in an effort to stay knowledgeable and well-connected within the industry.
II. Service / Support
Possesses a proficient knowledge of company policies and procedures, underwriting guidelines, products and software applications.
Acts as the first point of contact with key accounts concerning any accounting or underwriting concerns or questions to help resolve agent issues.
Is able to communicate both horizontally and vertically throughout the organization to leverage internal resources as needed.
Performs other duties to support RVP as needed.
Builds and maintains internal and external customer satisfaction with the products and services offered.
Assists FRs in resolving complex or sensitive disagreements and conflicts.
Effectively leads a rational process of illuminating issues, enhancing understanding of divergent interests, and identifying a workable solution.
Acts as first point of contact for key accounts around agent concerns or questions; providing the answer or a contact to help resolve the issue.
Responsible for training and educating agents on ProAg's products, programs, policies and systems.
Conducts sales presentations to agents in small or large group forums.
Hosts continuing education courses for agents, farmers and other industry professionals.
III. Planning / Administration
Creates and implements a marketing plan for assigned territory that aligns with company philosophies and business strategies.
Uses FR Sales Profile to determine "best fit" when hiring new talent. Assesses current talent using similar criteria to determine development or replacement needs.
Understands and manages Region profitability appropriately.
Consistently follows applicable fiscal guidelines, regulations, principles, and standards (Budget and Expense Mgmt).
Logically integrates various ideas, intentions, and information to form effective goals, objectives, timelines, action plans, and solutions.
Works with peer groups or in teams when necessary to best penetrate the market in assigned territory.
Facilitates joint planning with agents to grow business as a team.
Develops, executes and adjusts Regional Marketing Plan to meet market changes/demands.
Manages succession plans for assigned territory.
Coordinates with other territories and regions as needed to manage relationships geographically.
IV. Manage / Coach
Effectively directs and integrates, ensuring that work progresses toward achieving goals and objectives.
Creates and nurtures a performance-based culture that supports efforts to accomplish ProAg's mission and goals.
Effectively communicates information for the purpose of having others learn, understand, and apply specific principles, techniques, or information.
Manages performance of FRs by setting clear expectations, assisting them in setting performance goals, monitors progress towards those goals and provides feedback and coaching as needed.
Responsible for training and educating FRs on ProAg's products, programs, policies and systems.
Demonstrates best practices and desired behaviors when doing joint sales calls, presentations or training with agents.
Models desired behaviors effectively.
Requires a high school diploma with 5+ years of experience in the crop insurance industry.
Prefer an Agriculture or Business Degree with farming background.
5+ years of sales/marketing experience.
Familiar with underwriting concepts, practices and procedures within the crop insurance industry.
Strong analytical skills with an attention to detail.
Demonstrates the ability to communicate effectively both horizontally and vertically in oral and in written format with employees and the general public.
Maintains confidentiality in daily operations.
Conducts daily duties in a professional appearance and manner.
Able to manage a large territory with multiple direct reports.