Description
The Property & Casualty Sales Market Leader is primarily responsible for driving the P&C revenue growth of the office through new business written and maintaining the current book of business. In this role, the Property & Casualty Sales Market Leader will be responsible for meeting his/her personal sales goals along with enabling the local P&C sales team to meet the sales goal of the office.
Essential Duties and Responsibilities
Disclaimer: the duties listed are intended to describe the general nature and level of work to be performed. This is not an exhaustive list of all responsibilities, duties, and skills which may be required.
- P&C Revenue Growth (50%)
- Establishes a personal sales development plan as well as a sales development plan for the Crestview Hills production team to generate growth through new business, maintaining the current book of business and incrementally growing the book year over year.
- Ensures that sales commitments are met by holding frequent check-ins with the sales team to set objectives and monitor progress.
- Leads the charge in cultivating local P&C client relationships.
- Nurtures key client connections in the region, while mentoring your sales team to do the same.
- Participates actively in key industry events, utilizing presence to not only cultivate clients but also to demonstrate leadership within the sales team.
- Capitalizes on opportunities to cross-sell multiple lines of coverage to existing clients; collaborates with department peers and service staff managing the company's various practices to maximize the sale of services provided.
- Maintains a high level of sales activity through self-driven initiatives to achieve personal production goals and push the sales team to do the same.
- Executes strategies that source leads, identify key decision-makers, and initiate cold calls, setting the example for your sales team in securing appointment opportunities and delivering compelling service presentations.
- Strategizes with the P&C Regional President and other members to develop and implement overall business strategies.
- Maintains the best interests of the organization and the leadership team to ensure that a sales culture exists.
- Embraces and promotes a culture and work environment, in which HIG stands for truly being a "great place to work".
- Special projects as determined by business need and/or supervisor.
- P&C Sales Team Leadership (50%)
- Is responsible for the leadership of Commercial Lines Producers within the office.
- Leads by example through meeting his/her own personal production commitment.
- Recruits new Producers, sets objectives, aids in training and coaching them, and monitors their performance.
- Identifies knowledge gaps within the team and develops plans for filling them.
- Motivates and encourages the sales team to ensure production commitments are met.
- Develops and maintains positive relationships with peers and direct reports.
- Special projects as determined by business need and/or supervisor.
Supervisory Responsibilities
Directly supervises approximately 1-10 employees (sales team members). Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Requirements
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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience
Bachelor's degree from four-year college or university; minimum of 10 years in the insurance industry, with at least 5 years in a leadership position; or equivalent combination of education and experience.
Language Skills
Ability to read, analyze, and interpret complex documents, such as insurance policies. Ability to respond effectively to inquiries or service issues from company personnel and/or clients. Ability to effectively present information and respond to questions from groups of department personnel and clients. In-depth knowledge of insurance industry trends, best practices, and regulations. Excellent communication and interpersonal skills, with the ability to interact with employees, clients, and industry partners.
Mathematical Skills
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, and percentages. Strong business acumen, with the ability to analyze financial data and develop budgets and forecasts.
Reasoning Ability
Ability to define problems, collect data, establish facts, and draw valid conclusions. Demonstrated strategic planning and execution abilities, with the ability to manage multiple projects and priorities effectively.
Computer Skills
To perform this job successfully, an individual should have knowledge of Internet software; Word Processing software and Contact Management systems.
Certificates, Licenses, Registrations
Must hold applicable state insurance license or have the ability to obtain such within 90 days of employment. Must hold valid Driver's License. Must be able to obtain insurance designations as set forth by the organization’s education plan.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is frequently required to stand; walk and sit. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision and ability to adjust focus.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.
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