SENIOR SALES MANAGER - TAMPA BAY & SOUTHWEST FLORIDA

Job Description

Job Description

General Description :

The Senior Sales Manager holds the most senior level of responsibility on the Universal North America Territory Field Management team. The Senior Sales Manager is responsible for agency appointments, training agency personnel on company products, procedures and underwriting guidelines and increasing company product sales in assigned region(s) or geographical area. The person in this role is expected to have in depth understanding of the market dynamics, the relative position in product and pricing of the primary companies who compete with Universal North America and contribute to recommendations for changes to the programs to increase sales. This position sells the company products and services via appointed agents using technical, organizational, and customer knowledge to influence production and quality of business with agents in assigned territories to increase company revenue.

Essential Duties and Responsibilities :

Identify prospective agencies, conduct agency visits, and review the competitive position that UNA would hold within the agency, to determine if a prospective agency is a good candidate for appointment. Assist Territory Sales Managers within the team with best practices to increase agency appointments.

Working closely with Agency Relations, coordinate receipt of and execution of appointment paperwork between agents and company. Communicate system credentials to agents.

Provide input and participate in gathering and creating reports relating to weekly agency visits and contacts, market intelligence, market planning and communication of technical development of products and services to clients.

Schedule, coordinate, and conduct agency training sessions on individual and regional basis. Make recommendations for attendance at industry events, skilled at public speaking to large groups of agents and producers.

Collect and communicate feedback from agent and CSR training sessions to appropriate area.

Responsible for agency production and quality of business.

Provide recommendations as to modification of and improvement to web-based quote and application platform and processes.

Conduct agency marketing visits with appointed agents in assigned marketing territory, Conduct Q & A sessions and audits files as appropriate.

Provide audit reports to AVP Sales and Agency Relations and Underwriting Quality Specialist.

Provide training, coaching, and mentoring to Territorial Sales Managers (TSMs) as requested by Regional Sales Director or AVP - Sales.

Assist Regional Sales Director or AVP – Sales in preparation of meeting agendas & presentations; analysis of existing reports; suggestions for new reporting metrics for consideration; identification of potential strategic initiatives for territory / region.

Assist with agency communications.

Complete quarterly agency evaluations to include production levels, progress toward any contingent commission requirements, and quality of new business submissions, audit results, and loss results.

Motivate production with Universal North America by becoming a valuable resource to agents, demonstrating industry knowledge, and staying up to date on emerging trends.

Review results of quarterly agency evaluations with agency principal; establish corrective action plans to address area(s) of concern.

Responsible for knowledge of all UIM products, pricing, and processes.

Demonstrate in-depth knowledge of competitors, products, pricing and processes and ability to communicate with UIM team members.

Provide input into the annual rate review process to help further the sales strategies and increase overall sales. Provide input on product changes that are occurring in the market.

Review territory trends and provide input into improving profitability and sales within the territory.

Collaborate with underwriting, operations, claims and marketing as needed.

Perform other duties as required.

Supplementary Information :

This job description has been prepared to indicate the general nature and level of the work that employees perform within their classification. This description is not and cannot be interpreted as an inventory of all the duties, tasks, responsibilities, and qualifications required for the employees assigned to this job.

Education and / or Experience :

Bachelor’s degree or equivalent work experience

5+ years of experience marketing P&C personal experience in designated state including marketing to Independent Agents.

Experience selling and marketing to large territories P&C Personal Lines and Commercial lines products including to homeowners is required.

Must have proficiency in training and developing agency staff.

Strong interpersonal skills and team skills; ability to interact with all levels of internal and external customers.

Must possess excellent written, oral communication and organizational skills. Formal presentation skills before both small and large groups.

Ability to problem solve and negotiate with special emphasis on closing the sale is required.

Above average proficiency with Microsoft Office, Mapping, Internet based platforms and Web Page Management.

Comprehension and experience enacting FCRA and GLB regulation required.

Must be able to understand and review agency qualifications for appointments and make recommendations for appointment or dismissal.

Ability to read and understand insurance guidelines, marketing reports, applications, computer printouts, rating manuals and other insurance related materials.

Satisfactory Motor Vehicle Driving Record is required.

Must be flexible and able to be adaptable in a changing business environment.

Must possess sound, balanced and timely decision-making skills.

Licenses and / or Certifications :

P & C Insurance License for applicable state is desired.

CIC designation desirable.