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Job Description
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Regional Sales Director, New England
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790456
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11/17/2009
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CT-Hartford;ME-Westbrook
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Committed. Competitive. Constructing our Future.
That's Travelers. We are one of the leading insurance companies in the United States. Our superior financial strength and consistent record of strong operating returns mean security for our customers - and opportunities for our employees. You will find Travelers to be full of energy, and a workplace in which you truly can make a difference.
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SUMMARY:
The Regional Sales Director (RSD) assists Regional Vice President in strategic management of the agency plant and has primary responsibility for marketing strategy and business development driving profitable growth for the assigned territory. Responsible for hiring, coaching and mentoring Sales Executives to achieve Regional goals.
PRIMARY DUTIES/RESPONSIBILITIES:
(50%) Sales Leadership
- In partnership with Regional Vice President, identifies potential candidates for employment, interviews, and selects top talent for organization, focusing on building enterprise-wide bench strength.
- Facilitates new hire training by ensuring employees know about and are enrolled in all applicable instruction to position them for success in the job.
- Regularly reviews Sales Executive call reports, BAMM, and Agent follow-up activity and communicates feedback on a timely basis to employees on strengths and opportunities.
- Enforces the ethical and legal standards of The Travelers with agents and employees.
- Holds regular business meetings with staff to communicate information and solicit input. Offers employees opportunities to develop leadership and presentation skills by encouraging them to take active role in content and delivery.
- Travels with Sales Executives to observe performance behavior, model appropriate approach and sales skills, communicate feedback and listen/respond to employee questions and concerns.
- Coordinates sales planning and quarterly performance reviews with Sales Executives, identifying gaps and devising action plans with Sales Executives to drive goal achievement.
- Holds employees accountable for behavior and performance.
- Generally manages up to 10 dedicated Sales Executives
(20%) Marketing Strategy
- Analyzes regional market, distribution channel and product offerings, identifies gaps and strategic opportunities, and works with business partners (Product Management, Finance, Business Center, Agency Automation) on plan to increase market share and drive profitable growth for Personal Lines.
- Manages distribution channel by creating and monitoring agency plans and results.
- Represents region on national strategies such as regional meetings, product fairs and regional agency council meetings.
- Coordinates communication to agents and brokers to provide consistent and timely information, as well as to Regional Vice President, Regional Finance Officer, and Product Management regarding issues and opportunities within the distribution system.
- Acts as prime resource for competitive intelligence and distribution channel information for the region.
(20%) Business Development
- Facilitates identification of prospects, negotiating, appointing and closing of agencies with Sales Executives.
- Identifies business development and cross-selling opportunities involving cross/multiple business units, states, or regions to maximize market penetration.
- Meets with agents to discuss business opportunities with Travelers
(10%) Administration
- Facilitates with Sales Executives changes to agency contracts and coordination of agency profit sharing activities.
- Remains knowledgeable of agency financial stability and facilitates appropriate action to be taken with agencies.
- Serves as liaison on contracts, licensing, agency databases, profit sharing, data reporting, web-site management, and e-commerce strategy by sharing information and guiding people to appropriate resources.
- Participates on Field and Home Office teams, groups, and committees to represent Field Sales and/or RSD perspective.
EDUCATION/COURSE OF STUDY:
Bachelor¿s degree or equivalent work experience
WORK EXPERIENCE/KNOWLEDGE:
7-10 years experience in the Property/Casualty insurance industry, including comprehensive knowledge of industry practices, company and agency operations, and insurance distribution channels.
Minimum of 5 years successfully managing a team of sales people.
COMMUNICATION SKILLS:
Effective and adaptable communication skills and style verbal, written, personal presentation, and listening E-knowledge Microsoft & Lotus products and the ability/willingness to learn and use new technology.
COMPUTER SKILLS:
Strong knowledge of Microsoft office products with ability to manipulate data in Excel, Word, and PowerPoint quickly and accurately
Experience in using various automation tools and systems to effectively support distribution system management.
Ability to explain to others how to use a variety of computer programs
OTHER COMPETENCIES/SKILLS:
- Strong ability to convince prospective agents to represent and promote Travelers products and services.
- Demonstrates a working knowledge of agency operations. Understands the difference between agencies and modifies method of persuasion accordingly. Self-assured, responds confidently to objections, and does not give up easily. (INFLUENCING THE SALE)
- Continually uses Travelers tools to diagnose agencies¿ interest and ability to grow and plans his/her sales strategy accordingly. Systematically evaluates Agency assignment for growth potential. Works with agents to validate growth assessments and plans sales strategy accordingly. (AGENCY DIAGNOSTICS)
- Advises, assists, mentors and provides feedback to agency employees to encourage and inspire the development of mutually beneficial business outcomes. Sincerely interested in the development and success of client agencies. Provides honest feedback and guidance in a supportive manner and assists agents in meeting individual goals and challenges as they relate to Travelers products. (ADVISES AGENTS)
- Maintains a high level of commitment to personally getting things done, assuming personal responsibility for achieving outcomes and works effectively with little direction. Dependable and responsible. (DELIVERING RESULTS)
- Develops and maintains positive relationships with individuals outside own work group. Actively seeks opportunities to build relationships important to the business. Stays in frequent contact with internal or external customers to assure satisfaction. Considers how own actions or decisions may impact other groups or departments and works collaboratively to accomplish work goals. (RELATIONSHIP MANAGEMENT)
- Communicates clearly and effectively with people. Listens effectively and develops rapport with others. Ability to articulate thoughts and ideas clearly, present information in a straightforward and logical way, and ensures understanding. Shares information with others that will improve overall work progress. (COMMUNICATION)
- Adapts to changing situations and restructures tasks and priorities as changes occur within the business and organization. Flexible in changing circumstances. Open to change and different ways of doing things, and does not over rely on old methods and processes. (ADAPTING TO CHANGE)
- Effectively deals with work related problems, pressure, and stress in a professional and positive manner. Maintains a positive attitude even when faced with frustration, pressure or change. Recovers quickly when faced with obstacles or setbacks. (RESILIENCE)
- Makes good decisions in a timely and confident manner after considering alternatives and possible consequences, and assumes responsibility for decisions. (DECISIVE JUDGMENT)
- Upholds a high standard of fairness and ethics in everyday words and actions. Behaves conscientiously and reliably in an ethical and honest manner in dealings with management, peers, direct reports and agents. Fair in expectations of others and behave toward others with equal fairness. (INTEGRITY)
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Travelers is an equal opportunity employer. We actively promote a drug-free workplace.
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