Job Description
Job Description
JOB TITLE : VP / SVP, Sales Management
LOCATION :
REPORTS TO : Managing Partner
SALARY TYPE : Exempt
POSITION SUMMARY & OVERALL PURPOSE :
The VP / SVP performs duties to ensure sales growth by recruiting, developing and managing an advisor team in meeting annual production targets from the sale of proprietary products and services.
The VP / SVP is also committed on-going recruiting efforts to continue to grow and evolve the sales unit. This position also works in collaboration with the agency’s management team and staff to contract, on-board and support the long-term needs of recruited professionals.
Recruiting
- Knowledge of firm’s recruiting strategy, value prop and annual recruiting goals
- Thorough understanding of the career agent contract
- Ability to personally source candidates through referrals from existing producers, LinkedIn, etc., to create a solid pipeline
- Regularly interview recruits to assess the right fit for the agency model and culture. Leverage Managing Partner(s) and other support team members as needed throughout the process.
- Work closely with in-house recruiter to interview prospective recruits sourced by the firm as needed
- Follow the established onboarding process to contract new advisors by ensuring the overall experience is professional and efficient
Advisor Development & Management
- Conduct regular one on one meetings with producers to build relationships, understand training and development needs, and provide insight for the improvement of sales and activity performance
- Provide individualized assistance with case prep, selling strategy, troubleshooting, etc. Conduct regular coaching and counseling to build motivation and selling skills
- Conduct or participate in weekly team / unit meetings to apply training topics, and / or develop : phoning, fact-finding, life cycle, client presentation and closing skills.
Assist producers in making connections between the trainings and the application in their practices.
- Supervise the unit’s sales activities, i.e. prospecting calls, appointments, presentations, proposals, closes, etc.), as well as use available resources to create accountability
- Consistently identify opportunities for junior producers to link with a senior work partner for joint work
- Leverage staff resources to ensure that producers are fully utilizing all that is available to them as part of our agency support platform
- Attend and participate in all monthly sales management team and recruiting meetings
- Work with management team to ensure our agency training program is a great resource for learning and attend as scheduled
- Support company standards, policies, goals and objectives as define by company management
- Ensure that the unit is following supervisory guidelines and meeting deadlines for continuing education and annual compliance requirements.
QUALIFICATIONS :
- Bachelor’s degree in business management or related field
- Five or more years of sales management experience
- Proven track record of building and developing sales teams
- Life, Accident & Health licensed
- Series 7 & 66 (24 a plus)
- Exceptional communication, interpersonal, and decision-making skills
- Advanced knowledge of the sales process, insurance concepts, investment solutions and planning
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