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Job Description
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Inside Sales Executive
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791573
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06/30/2010
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VA-Chantilly
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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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Select Inside Sales Executive
Reports to: Select Sales Director
General Summary
Responsible for achieving the financial plan through managing assigned distribution. Responsible for the execution of industry leading sales strategies; initiating and developing highly effective sales relationships with customers, distribution resources, and fellow employees. Creates tactical sales plans that provide for the profitable growth of respective segments ¿ consistently delivering on Select Accounts flow and revenue goals. Position requires state of the art consultative and transactional sales skills, superior knowledge of Select Accounts products and services, broad-spectrum knowledge of corporate enterprise wide capabilities, and exceptional influence management skills. Delivers sales success within our framework of corporate values. Assigned to those agents with smaller, Express-oriented books of business, or those agents geographically difficult to handle. All sales calls are telephonic, virtual sales calls.
Primary Duties and Responsibilities:
- Identify and develop a flow of new customers that fit our profile and exceed our production goal
- Understand specific industry characteristics of each segment including key needs and buying patterns and use effectively in positioning our products, platform, and services
- Develop annual agency flow and production goals
- Work with designated distribution resources to develop sales plans for targeted segments
- Own responsibility for managing assigned distribution
- Establish strong producer relationships through high frequency of telephonic customer contact, clear knowledge of company strategy and joint sales planning
- Help facilitate working relationships between distribution resources and AE¿s
- Own the execution of the Select Business Development Process and Best Practices
- Maintain superior knowledge of competitor products and capabilities along with local market trends
- Effectively articulate and position the Select Value Proposition
- Demonstrate the ability to build partnerships with other business groups to identify and initiate multiple product solutions at the account level
- Work collaboratively with other business units in the territory and prepare a comprehensive marketing plan designed to increase market share
- Work collaboratively with other business units to remove roadblocks and administrative obstacles to ensure agents and brokers see Travelers as `easy to do business with¿
Competencies:
- Select/Enterprise Knowledge - demonstrates and applies knowledge of appetite; product; platform and Agency Compensation as well as Enterprise support services (Service Center, Claims, Billing, etc.)
- Communication skills - exceptional verbal and written skills; listening skills and virtual presentation skills
- Sales/ Sales Management - develops short and long term action plans based on analysis of relevant data; demonstrates exceptionally strong Professional Selling Skills; knows when and how to apply consultative and transactional sales skills
- Collaboration - ability to build and sustain long term productive internal and external relationships
- Influence - ability to effectively influence internally and externally
- Agency Management - thoroughly understands agency business and behaviors; develops flow required to achieve annual goals
- Financial & Business acumen- demonstrates market knowledge; territory awareness (including headroom opportunities and competitor strengths & weaknesses)
- Business Applications - effectively utilizes available office technology and internet applications (Work Queue; MS Suite; SE Toolbox, Lync, etc.)
Education/Experience:
- 4 year college degree or related business experience
- 2+ years insurance marketing or sales responsibility
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Travelers is an equal opportunity employer. We actively promote a drug-free workplace.
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